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Helping business owners grow their companies and transition with confidence, added value and complete control.
Tag Archives: entrepreneurship
Jerry West on dealing with tough times
Sorry I’ve been away. Actually, I wrote this to post last week and forgot to publish it. Lately I’ve been telling business owners a story from an interview I did with Jerry West during his tenure as GM for the … Continue Reading
Sales Comp II: Are You a Supplier or a Vendor?
The next question to consider when you are designing sales compensation is: “Are we a supplier or a vendor?” Without wasting time on the differences or similarities of the dictionary definitions, here are mine: A supplier provides goods or services … Continue Reading
The Rhythm of the Sales Process
With so many of our clients trying to boost sales in a tough environment, we’ve been having lots of discussions about sales incentives. It’s surprising to me how many business owners create incentives that don’t fit their business, simply because … Continue Reading
Another Swimming Metaphor
“Only when the tide goes out, do you discover who has been swimming naked.” This classic bromide by Warren Buffett has come to mind several times in the last few weeks. As the economy hits dead low tide (coming back … Continue Reading
Posted in Entrepreneurship, Leadership, Sales
Tagged business ownership, economy, entrepreneurship, sales, sales management, small business advice
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“Only Dead Fish Go with the Flow.”
That quote, by Minnesota Congresswoman Michele Bachmann, is one of the best I’ve heard in a while. While she wasn’t commenting on entrepreneurs at the time, she hit the nail on the head regarding small business success. There are times … Continue Reading
‘A Recovery Only a Statistician Can Love’
This editorial, from the The Washington Post talks about some of the same things I am concerned about going into 2010. While we will get some positive GDP numbers, perhaps as soon as this quarter, it won’t feel much like … Continue Reading
Cabin Fever
My mom lives in New Jersey. Around February or March of every year she gets cabin fever. Too many cold and miserable days spent indoors, and she starts climbing the walls. It’s August in San Antonio, and we are in … Continue Reading
Advertising Effectively
I’ve heard it three times in the 24 hours since returning from my vacation; “I’m spending a lot of money on marketing, but I don’t know how effective it is.” The problem goes back for as long as there’s been … Continue Reading
With My Apologies to Ray Davies
“Sooo tired, tired of waiting. tired of waiting for youuu.” For those of you who weren’t weaned on British Invasion Rock’n’Roll, Ray Davies is the lead singer and songwriter of The Kinks. One of their earliest hits was “Tired of … Continue Reading
See Spot Run- A simple approach to up and downsizing
In a TAB Board meeting yesterday we were discussing how you know when it’s time to add an employee. I recalled an old method I’ve used, and it occurs to me that it can also work in reverse if you … Continue Reading
Through the Eyes of a Reporter
We had David Hendricks of the San Antonio Express News at one of our Board meetings last week. It’s always interesting to see yourself through someone else’s eyes, David’s column is fair. It accurately describes what actually went on in … Continue Reading
Freedom Isn’t Free
When asked what they like most about owning their own business, the majority of entrepreneurs put “freedom” at the top of the list. They describe it in a number of ways, working for myself, being my own boss, making my … Continue Reading