Category Archives: Training
What Differentiated Value Is Really About
Recently, I had the privilege to moderate a Focus Small Business Roundtable: Strategies to Achieve Business Success. The Focus Expert Roundtable members included Mirna Bard, Jill Konrath and John Spence who all offered their insights on a variety of relevant subjects that I have summarized into a single topic for the purposes of this 5+ [...]
Dear New Business Owner: Welcome To Sales!
It’s a very exciting time. As a new business owner, you have spent the past several months preparing to launch your new company. You’ve written your business plan, consulted with an attorney, accountant, banker, etc., obtained your LLC, had your logo, business cards and brochure designed and printed, and your web site is ready to [...]
Growing Your Business With Partners
Building strong alliances and partnerships with both industry and local partners should be a high priority for any business that wants to rapidly expand its customer base, its products and services portfolio, and dramatically improve sales and profits. There are numerous benefits to selling with and through partners. Here are some of the more significant [...]
Where Have All The Sales Leaders Gone?
Has sales leadership become a lost art? I hear all the talk today about how marketing has replaced selling, and that consumers are now much more educated and informed as a result of the Internet. But have consumers become more educated and informed out of necessity because so many companies they do business with have [...]
