For an upcoming workshop I am conducting, the CEO wanted to shift his team from being order takers to being more of a sales-driven organization. I asked why he wanted his team to make the shift to being salespeople.
If you have ever watched any of the shows on HGTV, you might conclude that a complete renovation can be completed within an hour… including commercials. My wife and I just completed a lengthy and extensive nightmare of a home renovation. We experienced painful lessons that HGTV forgot to tell you about home renovations.
As published on Forbes.com Just like you, I deal with service providers every day. It might be an airline, a hotel, a technology vendor, or someone doing work in my home. And, just like you, some of those experiences are great, and some… well… not so great. Along the way, I’ve uncovered a pattern that I’ll […]
There is a push to teach our next generation about science and math. But what about the best way for children to discover the nuances of business?
While preparing for a recent corporate training workshop, I recommended to the company’s management team that we conduct a pre-survey with their participants. The results pointed to two critical sales issues that you cannot afford to ignore.
Smith and Bradley offer a great example of how to grow a quality product and market domestically… all without requiring outside investors. If they were on ABC’s Shark Tank, Kevin O’Leary (one of the investors/sharks) would certainly tell them to move manufacturing to China or India. Thankfully, not all of the sharks on the show react in the same manner as Kevin. Perhaps after reading their success story, even Kevin will have a different perspective.
As published on Forbes.com As we approach the New Year, it is natural to make resolutions about how you want to improve yourself in the coming year. This is the most common time for people to resolve to improve fitness, stop vices, or change behavior. This is also the time that business people consider their […]
After speaking at a recent event, a few executives approached me to discuss challenges in their respective businesses. Judy was the most vocal. She explained that over the past several years, she feels it has become more challenging to capture the attention of their market. If they want to succeed, they have to…