First, I must apologize to those of you who were expecting this post last week. We had an amazing opportunity come our way and I wasn’t able to sit down and write last week but, as some would say, better late than never, right? So, as promised, I’d like to

Last week we talked about who you are in the post 5 Branding Tips for Business Owners. Once you know who you are, the next question to answer is: Who are they? Who are the people – the humans – who make up your target audience? You must know your

Your brand is the personality of your business. And just like every person has a story to tell, so does every brand. If you aren’t in control of your story, that means your employees and your customers are. It's imperative that you, the business owner, take the lead in telling

As sellers, aren’t we always looking for an easier way to talk to buyers? We’re looking for easier conversations. Looking for ways to relate and be relevant to our customers. We’re trying to find ways to make people want to listen to us amongst the crowded field of our competition

Many sales people and business owners tell me networking is how they fill their pipeline with leads and opportunities. And rarely, do I ever believe them. I do believe networking can lead to opportunities, but more often than not, networking simply fills up their calendar and gives them the feeling

What’s the easiest thing you’ve ever sold? What product was a home run for you? For me, the easiest thing I’ve ever sold is Girl Scout Cookies. And by “me”, I mean, my daughter, and her troop. I’m just the driver and logistics support for the outfit. Maybe this isn’t

You have a sales team or maybe you’ve been plugging away at your own sales efforts for a while now. How do you know how you’re doing? Other than hitting your sales goals, how do you measure the health of your sales program? Sales results are one indication of how

If you take a trip to pretty much anywhere there are always those areas that are tourist traps full of t-shirts, magnets, key chains, and “I was here” merchandise with the name of your destination labeled on everything. Recently, I vacationed to the gorgeous island of St. Lucia and traveled

Many businesses in a B2B channel get their start by filling a need or having a solution that provides a jump on the market. Or maybe, you, as the owner, took your experience and started your business with a front loaded customer base that followed you. However your business got

*Note: This may ruffle your feathers. Good. If you disagree with me, let me know why. When I’m speaking at an event with sales pros, many times veteran sellers will approach me and size me up with these questions, “What techniques do you teach?” or “What are the hottest new