How important is a CRM in 2020? How does it affect a company, the users, and most importantly the company experience? In this new series, we’ll have a look at all of these aspects, for the role of CRM has become more important than ever. Processes Today some C-level executives are very nervous as they ... Read More

Part 2 of a 4 part series. In my last article, I declared that “customer focus” is too vague to measure and implement, but that “customer value focus” was the essence inside customer focus that you were unknowingly seeking. Then I introduced three domains in which any journey toward value focus should operate. In this ... Read More

The US is currently enjoying the lowest unemployment rates since the 1950’s. To say that talent attraction and retention is currently difficult would be a bit of an understatement. According to a recent Goldman Sachs “10,000 Small Business Summit” report, 70% of all small businesses within the country report facing difficulty in finding and retaining skilled talent. The ... Read More

CASH FLOW MANAGEMENT Cash flow management is a critical business skill that, when done correctly, can help propel your business to successfully grow and allows you to further develop your company. Unfortunately, if your business is unable to manage its cash flow, it could be the very end of your business at all. According to ... Read More

A Director of Operations is a professional that handles the back-end of the business and play a central role in human resource management. They oversee the business operations that help the business make money. In many small businesses, this role is filled by the business owner or CEO. However, there are benefits to bringing in ... Read More

In this series, we’ve watched our house of business go through the vision, the planning stage, and construction. Now we’re finally to the point that it’s nearly ready to inhabit! “Staging” When a house is finished and is on the market, staging furniture is often brought in so that potential buyers can visualize how the ... Read More

If you don’t know what “being customer-focused” means or can’t measure it, you can’t know if you’re doing it.  Many company leaders desire customer focus. Fewer know exactly what that term means. Fewer still can describe specific behaviors to know how far they’ve progressed on a journey toward customer focus. Let’s fix that in this article. ... Read More

Service-based businesses face a variety of unique challenges when trying to attract clients. Businesses that provide a service, instead of a product, are organizations that sell knowledge, skills and whatever is between their ears. Be Clear on the Ideal Client: Many businesses don’t have a real, clear definition of their ideal client. People assume that ... Read More

New salespeople can quickly become frustrated with their chosen career path.  They don’t realize that ‘no’ is usually the conversation starter. However, a few simple questions can provide the underlying thought and the exact meaning behind ‘no.’  The response is not always exactly as you believe it to be. For entertainment, ask senior salespeople to ... Read More

It’s not often that a radical idea enters the sales world and significantly alters the way that things are done. However, there are many assumptions about the traditional approach to sales management that are not correct, and a radical idea was needed to make things optimal. The Radical Approach: In many different areas of work, ... Read More

There is no doubt that Sales is becoming more complicated due to the ever-expanding networks that prospects and clients are part of. The advantage is that Salespeople can search these network connections as many of them are digitally available (LinkedIn, Alumni websites, etc) and discover the kind of six degrees of separation that would have ... Read More

Previously in our series on building a house of business, we’ve taken up the vision, the experts it takes to get started, and bringing the vision and plan to reality. Now, let’s see what it takes to bring that building smoothly from stage to stage, in a timely manner. The Teams An interesting fact about ... Read More