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3 Elements of a Highly Effective Call Script

3 Elements of a Highly Effective Call Script

| March 18, 2014 | 2 Comments

Robin, the owner of a professional services company, came to me for advice to grow her business. Robin’s company has been successful, but not as successful as she would like. Robin felt she had the potential to grow her business significantly if her team could just spark the interest of potential clients during their outbound […]

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Why Nobody Responded to Your Email

Why Nobody Responded to Your Email

| March 11, 2014 | 0 Comments

You met with a potential client. The meeting appeared to have gone well. You were “on fire” in the meeting. In fact, the client appeared to be blown away by your presentation. They asked you to send them more information. You sent them a compelling document after you returned to the office. But, that was […]

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Why Proprietary Does Not Provide a Long Term Business Advantage

Why Proprietary Does Not Provide a Long Term Business Advantage

| March 3, 2014 | 0 Comments

In my former companies, we were fanatical about protecting our intellectual proprietary property. We had this idea that the best way to protect our turf was to earn patents for our inventions to prevent anyone else from duplicating our efforts. We falsely believed that these patents would a) provide clear differentiation for our offerings; and b) […]

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4 Steps To A Winning Business Proposal

4 Steps To A Winning Business Proposal

| February 25, 2014 | 4 Comments

In the article, 5 Reasons Why Your Business Proposal Sucks, I talked about what to avoid in your proposal. At this point, you might be asking yourself “what should be in a proposal?” First start by understanding that executives and buyers make decisions by asking, “Why do we need this?” or “What problem does this […]

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5 Reasons Why Your Business Proposal Sucks

5 Reasons Why Your Business Proposal Sucks

| February 18, 2014 | 6 Comments

I review many business proposals supposedly written to win new business. Most of them are awful. If you are losing too many proposals, take an honest look at what you are including in your proposals. Here are 5 common mistakes I see all too often in business proposals. 1. You Lead with Your Experience Decades […]

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Innovation: How to Price it, Deliver it, and Transform an Industry

Innovation: How to Price it, Deliver it, and Transform an Industry

| February 11, 2014 | 2 Comments

I recently discovered an innovative new product that demonstrates brilliant pricing and marketing.  I just had to share it with you and how to apply such innovative success to your business. What Was So Cool? During an evening out with friends, we sat in the lounge waiting for our table.  A gentleman asked us if […]

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Learn a Valuable Lesson From Obama’s Big Mistake In The State of The Union

Learn a Valuable Lesson From Obama’s Big Mistake In The State of The Union

| February 4, 2014 | 0 Comments

Whether you love him or hate him, you can’t deny that President Obama is a brilliant speaker, and effective communicator. All great speakers can make missteps. In his 2014 State of the Union Address, Obama made a common mistake that many businesses make, too. What He Was Selling One of the points the President conveyed […]

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What To Do When A Client Says ‘Your Price Is Too High’

What To Do When A Client Says ‘Your Price Is Too High’

| January 14, 2014 | 4 Comments

Recently I had the great pleasure to collaborate with Joey Coleman and Marcus Sheridan for the Remarkable Growth Experience. The attendees made it an amazing couple of days as everyone gave 110% to help grow their businesses. During one of my sessions a remarkable attendee asked, “What do we do when the customer comes back […]

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Finally – Proof That Size Doesn’t Matter

Finally – Proof That Size Doesn’t Matter

| January 7, 2014 | 1 Comment

Someone recently asked me about their attendance at trade shows as way to generate sales leads and new customers. They used to have great success attending small trade shows. As their business grew, the marketing department started enrolling the company in larger shows. Their theory was “We’ve been fishing in these little ponds. Let’s take […]

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The One Word You Need to Grow Revenue in 2014

The One Word You Need to Grow Revenue in 2014

| December 31, 2013 | 1 Comment

Ask five people for the key to grow your business in 2014 and you are likely to get six different answers. Too often, the advice is just a word or two, without much in the way of specifics that can help you turn that concept into action. The real key to growing your business in […]

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Be Specific to Grow Your Business

Be Specific to Grow Your Business

| December 24, 2013 | 6 Comments

I love it when everyday life provides a great business lesson. Recently my wife and I learned that our son needs a gluten-free diet. Whereas before we would select a restaurant based on what we felt like eating that day, now it seems that each and every dining decision first starts with “Do they have […]

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How To Go From Ordinary to Extraordinary For Your Customers

How To Go From Ordinary to Extraordinary For Your Customers

| December 17, 2013 | 6 Comments

When business is slow, you can either complain about the lack of business, or decide to be extraordinary and deliver a remarkable experience for your existing customers. Seeking opportunities to be extraordinary has the power to create a remarkable experience for your existing customers. When you create that remarkable experience, it just might turn your […]

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What To Do If You Overpromised During The Sales Process?

What To Do If You Overpromised During The Sales Process?

| December 10, 2013 | 2 Comments

While speaking at a recent event in Atlanta one of the attendees raised a great question. He asked, “What if you realize that you have indeed overpromised on what you can deliver?” The best advice when something goes wrong is to communicate early and honestly with your client. When you make a mistake, take ownership […]

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How Competition Can Grow Your Business

How Competition Can Grow Your Business

| November 19, 2013 | 0 Comments

You can easily get caught in the trap of worrying about your competitors. You might spend hours in meetings to develop a strategy to address “the enemy.” Instead, what if you spent that time thinking about how your customers might benefit from your collaboration with those you consider, at some level, the competition? I’m not […]

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How to Increase Sales the Smart Way

How to Increase Sales the Smart Way

| November 12, 2013 | 3 Comments

When you are not hitting your growth objectives for your business, it is easy to panic. When members of your sales organization do not seem to have enough good opportunities on their plate, it is easy to think about asking them to drive more activity. It might seem like expanding your focus and casting a […]

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The Best Elevator Pitch Has Three Elements

The Best Elevator Pitch Has Three Elements

| November 4, 2013 | 4 Comments

Last week, I shared how to use an elevator rant to form the foundation for your elevator pitch. I challenged you to think about what your ideal client would complain about – knowing that you are the best person or company on the planet to solve that issue. But, if someone asked you what you […]

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Discover How Your Client’s Rant Creates The Best Elevator Pitch

Discover How Your Client’s Rant Creates The Best Elevator Pitch

| October 29, 2013 | 9 Comments

Does Your Elevator Pitch rise to the top, or sink to the Basement? At a recent networking event, the host asked each person to give a brief elevator pitch about their business. As I listened to each person’s pitch, it reminded me of the movie Groundhog Day with Bill Murray. I’m pretty sure that the […]

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The Best Way to Price Your Services

The Best Way to Price Your Services

| October 22, 2013 | 8 Comments

  How do you come up with pricing for your services? I graduated from one of the top 25 economic institutions in the world. I recall lectures about how to generate pricing models based on costs. The topics were challenging, thought-provoking, and in retrospect, a complete waste of time. The fact is that if you […]

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What Happens in Vegas Should Inspire Your Business

What Happens in Vegas Should Inspire Your Business

| October 14, 2013 | 3 Comments

I spent this past week with a group of outstanding Maverick1000 CEOs focused on learning, enjoying, and giving back. The anticipated highlight of the agenda was meeting with Tony Hsieh, Zappos’s CEO, and touring the Zappos headquarters. Tony was very gracious and personally showed us their Las Vegas Downtown Project (DTP). DTP invested $350 million […]

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Why Phone Calls and Meetings Don’t Result in Sales

Why Phone Calls and Meetings Don’t Result in Sales

| October 7, 2013 | 2 Comments

I recently received a sales call from an individual saying he “wanted to setup time to meet with me about his firm.” The caller’s introduction was vague and gave me no information into what services his firm provided. It turns out the caller was an investment advisor. I explained to the caller that my current […]

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Is your client rooting for you to fail?

Is your client rooting for you to fail?

| September 30, 2013 | 3 Comments

I was at dinner last night with my wife and our 12-year-old son.  We went to a steakhouse, and I noticed a few mistakes from our waiter that I often see in business. When he approached the table, he did not smile.  He was professional and courteous, but was simply stoic. He treated me with […]

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The Danger of Upselling in Sales

The Danger of Upselling in Sales

| September 23, 2013 | 2 Comments

Anyone who has ever placed an order at a fast food restaurant has heard the question “Would you like fries with that?” Fast food establishments use this technique, referred to as upselling, to grow the size of an order. It is easy to understand why upselling is effective in a food establishment: Your guest is […]

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Selling on Price is for Wimps

Selling on Price is for Wimps

| September 16, 2013 | 1 Comment

I was speaking at a conference recently in Washington DC. After my keynote address, while signing books for attendees, I asked one of the attendees her secret to growing their business. She replied “We just make sure that we are at least 5% below our competition.”  Her response made me want to cry.  OK – […]

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Why Thinking Destroys Sales Opportunities

Why Thinking Destroys Sales Opportunities

| September 9, 2013 | 1 Comment

During a recent coaching session with a client of mine, we were working on the strategy for an upcoming meeting. This was a huge opportunity for my client, and they wanted to maximize their chance of landing a piece of business that could virtually double the size of the company. Part of the preparation involves […]

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Three Questions to Evaluate New Business Opportunities

Three Questions to Evaluate New Business Opportunities

| September 2, 2013 | 7 Comments

Over the holiday weekend, my wife and I were planning an outing with our children. As is often the case, my first question was “What’s the weather forecast?”  After doing some checking, it turns out that the combination of uncertain weather forecasts and traffic from special events helped us decide which option was most likely […]

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Back to School Lessons for Growing Business

Back to School Lessons for Growing Business

| August 26, 2013 | 2 Comments

  As children go back to school, what they do is a reminder for business. Consider all of the things that we remind our children to do, that you might overlook in your business. Reconnect The start of the school year is a time to reconnect with friends. You may have lost touch with them […]

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Are We There Yet?  The Parallels between family road trips and business

Are We There Yet? The Parallels between family road trips and business

| August 19, 2013 | 0 Comments

During a recent family road trip, our children would often ask the popular question “Are we there yet?” It got me thinking about the common ground between family road trips and business. Asking the Question Has No Impact on the Outcome After extensive research, my wife and I have concluded that no matter how many […]

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Don’t Wait for the Economy

Don’t Wait for the Economy

| August 12, 2013 | 7 Comments

It is one of my favorite comments I hear from business executives: “We’ll be fine once the economy turns around.”  I’m not suggesting that there have not been economic changes in the past decade. But, it amazes me that people don’t realize how the economy improves. The economy turns around when businesses grow.  So, you […]

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Make Money Where You Deliver Value

Make Money Where You Deliver Value

| August 5, 2013 | 4 Comments

I was flying back from a speaking engagement in British Columbia, and was chatting with the person seated next to me. She was expressing frustration dealing with her current law firm. It seems that on every invoice, she saw hundreds of dollars of charges for photocopies and phone calls. I asked why it bothered her […]

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Emotional Connection is Key to Growing Revenue

Emotional Connection is Key to Growing Revenue

| July 29, 2013 | 0 Comments

While speaking at a national sales retreat for a manufacturing company last week, I uncovered a common pattern that was limiting the company’s growth potential. Their team consisted of seasoned sales professionals and executives with a solid track record of performance. The company’s leadership felt the best way to ensure success was to define monthly […]

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The One Thing You Need to Sell with Success

The One Thing You Need to Sell with Success

| July 22, 2013 | 4 Comments

In the Billy Crystal movie, City Slickers, the character of Curly says that the meaning of life comes down to “Just one thing.” Curly, played by Jack Palance, serves as a cowboy philosopher helping Billy Crystal find his smile. I am often asked what is the “one thing” that businesses should know to be successful […]

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How Doing What You Say Can Be a Differentiator for Your Business

How Doing What You Say Can Be a Differentiator for Your Business

| July 15, 2013 | 1 Comment

As I wrote last week, my wife and I recently purchased new mattresses. Though I have received many emails asking which ones, I am staying clear of naming any brands, since selecting a mattress is a personal decision. Some people prefer to sleep on top of the bed, others prefer softer designs where you sleep […]

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Lessons from Holiday Mattress Shopping

Lessons from Holiday Mattress Shopping

| July 9, 2013 | 2 Comments

Over the holiday weekend, my wife and I went shopping for new mattresses. Holiday weekends are the best time to make such a purchase (or so the advertisements led us to believe), so we ventured to the two largest stores in the area. Our experience may shed light on your sales practices. The only thing […]

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The Most Popular Ways to Grow Your Business

The Most Popular Ways to Grow Your Business

| July 1, 2013 | 2 Comments

People often ask me about the keys to success in growing business. I generally rely on the keys I have found to be successful in growing my businesses and those of the wonderful companies I have been fortunate to be able to call clients. I decided to mix things up a bit, and I spent […]

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The Inseparable Link Between Sales Management and Laundry

The Inseparable Link Between Sales Management and Laundry

| June 24, 2013 | 0 Comments

You might think that using a washing machine has nothing to do with sales or business development. But, actually, they have plenty in common. In fact, you might get your next inspiration for business growth while doing the laundry (or so your spouse might suggest). It is Time A couple of weeks ago, our son […]

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How to Answer Customers in Social Media

How to Answer Customers in Social Media

| June 17, 2013 | 0 Comments

WANT THIS ON THE FRONT PAGE OF THE PAPER? Our teenage children know they should never do or say anything that they would not want to appear on the front page of the NY Times, Washington Post, Huffington Post, or most importantly to them… Facebook. In business, it can be challenging to always be polite, […]

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Inconceivable…How to Avoid Losing Your Best Client – Courtesy of the Princess Bride

Inconceivable…How to Avoid Losing Your Best Client – Courtesy of the Princess Bride

| June 10, 2013 | 1 Comment

One of my favorite movies is The Princess Bride. The brains behind the devious plot in the movie is a character names Vizzini. Among my favorite lines is each time Vizzini, when confronted with a potential threat, says “Inconceivable.” Vizzini actually faces similar challenges that businesses face every day in protecting an existing client account […]

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How to Avoid the Top 5 Business Lies

How to Avoid the Top 5 Business Lies

| June 3, 2013 | 2 Comments

I hear many statements that can derail the most savvy business executive. Even though they are often said with good intentions, they usually are just blatant lies. I’ve compiled a list of my favorites, along with a brief example of how to address each one: Please Send Me Some Information A salesperson calls and they […]

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How to Build Trust Online (or in Person)

How to Build Trust Online (or in Person)

| May 28, 2013 | 4 Comments

The single greatest reason someone buys from you is whether they trust that you can deliver what they need or want. In a face-to-face interaction, it comes down to listening, reviewing what you have heard, and demonstrating your interest in helping them accomplish their objectives above your own.  In the online world, the landscape changes […]

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Why Honesty is the ONLY Policy in Business

Why Honesty is the ONLY Policy in Business

| May 20, 2013 | 9 Comments

When I speak about finding a fit between your strengths and the client’s needs, I guess I have overlooked one point that I assumed everyone understood. Recently one of my new students said “Our client said that they felt we could be a great fit for their current situation.” He excitedly said “Even though we […]

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Pricing Pressure is More Common Than Catching Fire

Pricing Pressure is More Common Than Catching Fire

| May 14, 2013 | 8 Comments

I was speaking at a recent event, and I asked the audience to all shout out the three things they should do if their clothes were to catch on fire. In unison, everyone shouted “Stop, Drop, and Roll.” I then asked the same group to shout out the three things they should do if confronted […]

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How Do You Coach Your Sales Team?

How Do You Coach Your Sales Team?

| May 6, 2013 | 2 Comments

Are you getting your desired result from your sales team? You can! Believe it or not…even a kids soccer coach can do it! Find out just how easy it is and use this technique at your next sales meeting.

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Are You Attracting Looky Loos or Buyers to Your Business?

Are You Attracting Looky Loos or Buyers to Your Business?

| April 30, 2013 | 9 Comments

Are you attracting looky loos you feel like you’re constantly cajoling instead of those actual buyers? It could be your message!

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Could Your Own Words Turn You Into a Commodity

Could Your Own Words Turn You Into a Commodity

| April 16, 2013 | 12 Comments

Have you camouflaged your business to look just like your competitors? Try this exercise to ensure you stand apart, above, and beyond the crowd!

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How to Repel Friends and Annoy People

How to Repel Friends and Annoy People

| April 9, 2013 | 8 Comments

You want to grow your list with interested leads instead of collecting unsavory nick names right? Get good ones without annoying anyone else!

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Sales Channels: How To Maximize Results From Independent Sales Reps

Sales Channels: How To Maximize Results From Independent Sales Reps

| January 27, 2014 | 2 Comments

As a business grows, you have different ways to expand. You could hire all of your own sales representatives, or you could use a sales channel. Let’s say that you have already reached that point and decided that your best growth strategy is to work through a sales channel. You might work with independent reps, […]

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When Perks and Discounts Work Against Your Business

When Perks and Discounts Work Against Your Business

| January 21, 2014 | 0 Comments

I speak with corporations and groups around the world, so I’m constantly flying on planes and staying in hotels. I see the good, the bad, and the ugly of airline and hotel customer experience.  My experience proves there is one area where so-called loyalty programs consistently fall short. A customer shouldn’t have to jump through […]

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