I know you want to keep your customers, especially the ones that are a great fit for your business. If you're reading this, you either want to be proactive about keeping them, or you're already experiencing losses and looking for a way to make it stop. In both cases, this

What’s your focus for improved sales results this year? Cleaning up my office this week and the biggest stack of papers on my desk is my “session notes” pile. It’s the colorful printouts of PowerPoint decks and session worksheets that are scribbled on in blue, purple, hot pink, and aqua

Ask anyone how they determine who to pick for their fantasy sports team and they’ll tell you it’s all about the “stats.” Performance metrics are the best indicators of future success. Stats are kept for each play, each hit, tackle, pass, catch, whatever the sport if an athlete moves, it’s

Why are you in business? The answers for each person might vary from deeply personal motivation such as, “To create jobs for veterans,“ “To be my own boss,” or in my case, “It’s my calling, this is bigger than me, I had to build this business.” Most people start or

Everyone needs outside perspective. I got some recently from a really smarty pants colleague who pushed me to really focus on what the experience, core competencies and key deliverables would be for our clients. I ended up with this list: Quickly closing the gap on missed opportunities Increasing revenue and

Is it hot in here? Or maybe that’s the heat of competition you’re feeling. You’re sweating at the cheaper, faster, bigger or slicker new kids on the block, trying to eat away at your market share and customers, clients or donors. Almost all our clients bring up “the competition” in

Whether you are selling your business, your services, a product, an idea, collaboration, or yourself, marketing alone doesn’t bring in the results. Selling—asking for business, reaching out to build relationships—is what brings business through your door. If you’re not getting the results you want, take a look at what you’re

If you’re not happy with where you are, you commit to change, right? But where are you putting your commitment? Are you committing to the results or to the changes that get you to the results? A wise sales director once told his team, Be accountable to the plan, not

When you preach “process, automate, organize, and measure” to scale and grow your business, you had better walk the talk. So, I’d like to peel back the curtain and share some of my favorite business tools that help me: Buy Back Time Measure Productivity Get Focused Get Organized Here is

What are you measuring in your business? I’ve found one of the biggest perils for small business, second stage businesses and even sales professionals is a lack of measurement and metrics that quantify their results. It’s an interesting mix of denial and flat out lack of application. “I don’t have