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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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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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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