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Helping business owners grow their companies and transition with confidence, added value and complete control.
Tag Archives: sales
Size Means Nothing on the Web
A small manufacturer hires a local web development firm, and spends six months reworking his website. He agonizes over every word of the copy. He writes up product descriptions, detailing materials and tolerances. He adds page after page to the … Continue Reading
Three Rules for Small Business
A few days ago a discussion on LinkedIn’s “Small Business Accelerator” group asked “What are the three things a small business owner should focus on?” As challenging as any business is, the basics remain the same for everyone. We provide goods or services, … Continue Reading
Small Business and Social Media II
Last week’s column generated lots of comments, and probably requires some follow up. First, the army of social media fanatics that go ballistic at any hint that SM isn’t the be-all, end-all and answer-from-above for every marketing need on the planet … Continue Reading
Posted in Customer Relations, Marketing, Marketing and Sales, Sales, Uncategorized
Tagged business ownership, marketing, media, sales, small business advice
1 Comment
Should Small Business Owners Embrace Social Media?
I order a package of vacuum cleaner bags online. The site cheerfully requests “Like us on Facebook!” Kobe Bryant announces that in order to help the Lakers, he won’t tweet during playoff games. A friend tells me that he is the … Continue Reading
Posted in Entrepreneurship, Marketing
Tagged business ownership, marketing, sales, sales management, small business advice
5 Comments
Does Technology Help or Threaten Small Businesses?
A small computer service company wants to sell Microsoft software licenses to its customers. They send an employee to become certified in licensing. (Microsoft offers some 600 variants.). As soon as they purchase a license, however, Microsoft begins soliciting that customer … Continue Reading
Why Great Salespeople Make Lousy Sales Managers
It’s been said so many times that (at least I hope) it is a business axiom on the same level as “cash is king.” Promoting your best salesman to sales manager is guaranteed to cost you a great salesman and … Continue Reading
Giving Referrals: Fire and Forget?
We all appreciate getting referrals. There is a feeling of gratification in knowing that someone thinks enough of your work to send a friend or associate your way. Referrals are usually the life’s blood of most small businesses. When I … Continue Reading
Sales: Do You Have Customers or Clients?
Whether you have customers or clients is more than a matter of semantics. Some businesses use the term “clients” in an attempt to class up their image. Attorneys usually have clients. Kentucky Fried Chicken doesn’t, regardless of what they might say. Nordstrom? … Continue Reading
Posted in Customer Relations, Marketing and Sales, Sales
Tagged clients, customer relations, customers, marketing, sales, sales management, small business advice
2 Comments
Proactive, Preventative Sales
Sometimes a topic rises to the top of my long list of candidates because it seems to come up repeatedly. It may be a coincidence (probably is), but a single business ownership issue is raised in multiple coaching sessions or … Continue Reading
Posted in Customer Relations, Marketing and Sales, Sales
Tagged business ownership, sales, sales management
1 Comment
Trimming the Customer Tree
Anyone who has shopped for a live Christmas tree knows the drill. They have some on display, but none look exactly like what you want. You start looking through the trees that are still bundled up. If one looks promising, … Continue Reading
The Man (or Woman) Who Knew Too Much
Most businesses need salespeople. Most salespeople need to know what they are selling. This leaves many owners on the proverbial horns of a dilemma. Should they hire a great salesperson and teach him the business, or should they take someone who … Continue Reading
Big Brother is So 2000, but…
Big Brother is Old News This could easily be a post about technology invading our lives. How we are watched and examined and manipulated through out electronic connectedness. But why? If you aren’t aware of the erosion of your privacy … Continue Reading
Posted in Business Perspectives, Customer Relations, Technology
Tagged business planning, sales
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