Recent Articles

Why Some Businesses Sell On Value, and Others Sell On Price

Why Some Businesses Sell On Value, and Others Sell On Price

| August 18, 2015 | 5 Comments

In my popular Business Trends article on Forbes, trend #5 stated “Customers Will Pay A Premium For Verified Results.” I’ve pulled together some not-so-obvious examples of how businesses are able to compete on value by demonstrating results for their customers, while other businesses still struggle to compete based on price.

Continue Reading

The Failure of Jedi Mind Tricks in Business

The Failure of Jedi Mind Tricks in Business

| August 11, 2015 | 0 Comments

At least once per week I get asked these common questions by business executives: “How do I get them [clients] to tell me who is the decision maker on a project?” Or, “How do I get them to tell me their budget?” Perhaps there are too many Star Wars junkies in business. When people ask for a magic answer, they overlook the failure of …

Continue Reading

Are US Airlines Repeating The Mistakes Of 1970s US Automakers?

Are US Airlines Repeating The Mistakes Of 1970s US Automakers?

| August 5, 2015 | 0 Comments

During a recent trip overseas, we flew Aer Lingus on the outbound flight and a traditional US airline carrier for the return trip. The service and amenities between the airline carriers were in sharp contrast to each other. This got me wondering if US airlines …

Continue Reading

Stop Begging For Business: Align Sales And Marketing For Today’s Customer

Stop Begging For Business: Align Sales And Marketing For Today’s Customer

| July 29, 2015 | 2 Comments

When you recognize how today’s customers have evolved in their buying habits, aligning sales and marketing becomes obvious. Here are proven methods for how to integrate Marketing and Sales.

Continue Reading

The Right And Wrong Way To Pursue A Potential Client

The Right And Wrong Way To Pursue A Potential Client

| July 22, 2015 | 4 Comments

Is it possible that old school sales tactics are holding your company back from success? If you find it challenging to attract your ideal client, here are three keys to help you successfully pursue business opportunities.

Continue Reading

How To Attract A Merger, Or Acquisition

How To Attract A Merger, Or Acquisition

| July 14, 2015 | 0 Comments

As someone who successfully sold his companies years ago, I often get asked “What should we be doing to make our firm a good acquisition target?” Ironically, what you might think would be important, might not be..

Continue Reading

Establish A Niche To Quickly Grow Your Business

Establish A Niche To Quickly Grow Your Business

| July 8, 2015 | 0 Comments

Discover how carving out an unexpected niche can help your business standout from the competition and successfully grow your revenue.

Continue Reading

What To Do When Customers Only Care About Price

What To Do When Customers Only Care About Price

| July 1, 2015 | 1 Comment

There are three specific steps you can take to ensure that you and your client appreciate value more than price. I’m not suggesting that these steps are trivial or easy. I am, however, suggesting that if you adhere to these principles, that you’ll improve your ability to deliver results for your customers at an improved profit margin.

Continue Reading

What Makes A Great Business Opportunity vs. A Great Meeting

What Makes A Great Business Opportunity vs. A Great Meeting

| June 24, 2015 | 5 Comments

Don’t confuse a feel-good social meeting with a productive business meeting. Focus on gathering these four specific pieces of information in a meeting to determine if an opportunity is worth pursuing.

Continue Reading

The Risks In Taking A Vacation

The Risks In Taking A Vacation

| June 17, 2015 | 0 Comments

Before you leave on that vacation you’re planning, consider these risks associated with taking time off from work.

Related Posts Plugin for WordPress, Blogger...

Continue Reading