Most business owners are driven by the challenge of growing their business.  However, in order to get there, we all need to think about a growth strategy and what approach will best suit our business. Since many companies struggle to grow organically faster than the economy or faster than their industry does, they think that…

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Too many times we have all heard the question “Why are sales down?”  The answer is usually a quick response, such as, marketing or the competition or the economy or the weather. The truth is no matter what business you are in, if sales are the measure of performance, then the reason that sales are…

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Ask companies today if they follow an established formal sales process.  Their answer?  Very few can say yes! Statistics show that 91% of the more than 500,000 salespeople assessed by the Objective Management Group (a leading sales development company) did not have or follow a structured sales process.  Do you have one? A sales process…

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Every company produces goods or services of some sort that they sell to their customer base with the expectation of making a fair and reasonable profit. In some industries competitive pressures make it difficult to raise prices sufficiently to cover the increasing cost of materials or labor.   Even if you are in a situation where…

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There are many professions where having a coach is critical to the person or team’s performance and success…professional and amateur athletes and athletic teams, singers, musicians and actors.  More and more we are finding business leaders and their teams hiring a coach. Why do people hire a coach? To improve technique and performance To receive…

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As a Coach that has been certified by the Gazelles organization, I have worked with clients using a method developed by Verne Harnish that is referred to as the “Four Decisions”. In business, “Gazelles” are growth firms, they are job generators that will do the most to get our national economy back on track and…

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One of my favorite questions to ask a business owner or leader is “How do you make money?” I ask this question for two reasons: it is great to learn how other organizations make money and it is surprising how difficult it is for many people to answer this simple question. The reality is that…

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Building for exit (a.k.a. enterprise) value optimization is a great way to build a highly valuable business regardless of your interest in selling it or not someday. Here is a relatively comprehensive list of areas to address in priority order to optimize exit value and build a healthy and thriving company. Things that drive exit value: Reduce…

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In order to have an effective sales staff and successful sales numbers within your company, requires a very intentional and meticulous undertaking.  Your company needs a sales strategy that you and your salespeople can implement time and time again that will generate abundant business ventures. It is not easy to turn these plans into action…

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Sometimes it is the little things that can make a huge difference. What would happen if you could just lose one pound per month?  In just 3 years you could go from 200 pounds to 165 pounds, without any major diet or crazy lifestyle change.  Just some focus and a few minor tweaks to eating…

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