Business Coaching Articles For Entrepreneurs & Small Business OwnersKnowing Your Products And ServicesYour products or services are the heart and soul of your business; without them, your business cannot exist. Much like the human body, a healthy heart is imperative to a healthy body. Although there are other organs and appendages that carry out the body’s functions, none of those can be completed without a functional, intact […] Taking Aim With Your BusinessAt the start of a new year, it’s a good idea to take stock of your business by reviewing your Vision, Mission, and your Main Business Goals (If you don’t have a Mission or Vision statement, click here to download an exercise on writing them). Now, I hear you asking, “How are a Mission and […] What are the New Ways to Promote Your Business?Over the last year or so, lots and lots of new ways to promote your business have appeared. Some of these were there before, but they’ve now become mainstream and have opened the doors for smaller businesses to compete with larger businesses for the first time. And they all have to do with advances in […] How to Achieve Your Sales Targets in 2010I’m sure by now that you have established your sales targets for next year. If you haven’t I suggest that you get cracking and do it now. Time is slipping past! If you have set your targets, congratulations! Here are 10 things you can do to achieve those goals. 1. Invest time prospecting for NEW […] Stop Trying So Hard And Prosper MoreThe wealthy man is not he who has money, but he who has the means to live in the luxurious state of early spring. ~Anton Chekhov Have you ever had a friend who always seemed to date the wrong people? Often this is the result of a confusion of values and standards. If your friend […] Live At 5 – Handling The TV InterviewWhether you go to their studio or the camera crew simply arrives at your front door there is nothing that fully prepares an executive for the TV interview. You’re so busy today running the company, planning new products/services and struggling to win sales; it is difficult to perform with grace and poise when a television […] Skill And Knowledge Are Telemarketing PartnersTelemarketing is nothing new. Since early in the last century, Wall Street brokers have used the telephone to sell securities, commodities, stocks and bonds to customers scattered across the country. Then, it was primarily a matter of logistics. The world was large, and telephone sales offered a practical alternative to the inconvenience of telegraphic communications. […] Why Your March Sales SuckJournal entry: December 10, 2009 “My calendar is full and my sales are on track. Looks like I’ll end the year ahead of target. This means my boss will finally stop bugging me to get my sales on track. After several years of developing my client base, I’m making headway. That means I can finally […] If At First You Don’t SucceedI suspect that you have heard the expression “If at first you don’t succeed try, try again.” This adage was created many decades ago and it remains true to this day. And even though many sales people understand it, they make a fatal mistake—they use the same approach although their original approach was not effective. […] Why Sales People Hate Cold CallingCold calling is a fact of life for most people in sales. Sure, the vast majority would prefer to rely on referrals, word-of-mouth, or some other lead source that reduces or eliminates their need to make cold calls. However, unless you deal with an established set of accounts, you will, at some time, be required […] 3 Sales Lessons I Learned from a RaccoonFrom the outside, selling seems like a fantastic career. Many sales people get to travel, attend trade shows, go to conferences, socialize, and earn a ton of money. However, those of us in the profession know that selling can be intimidating. Cold calls. Objections. Frustration. Rejection. There are many occasions when we encounter resistance from […] Do Your Own Business Valuation – Part 4: Quantifying Business RisksThe basic concept of business value is that the future benefits (return) of owning a company must be adjusted (discounted) for the risks associated with owning the company. The sales or earnings of a company are typically used to represent the benefits (return). Multiples and rates are used to represent the risks. The sales and […] Small Changes To Achieve Big BusinessWhat would your business look like if you made even minor changes to how you think and do business so that you can grow your business? It’s not how much you do in your day, it’s what you do in that day that can make or break your business. Growing your business can be broken […] Collect Your (Good) MarblesLarry Sharpe of Neo-Sage states that when two companies are similar, it’s the little things that differentiate them. If your company is similar to your competitors, things such as smiles, warm greetings, or eye contact might just tip the balance in your favor. If each “little thing” is represented by a marble, and you compare […] Seven Fundamental Marketing PrinciplesMarketing is defined as a suite of principles and strategies you use in your business to persuade your target market to contact your business. Marketing is beneficial to your business because it: Establishes awareness that your business exists Promotes branding and name recognition Provides general information about your business or your products / services When […] The Evolution Of Your BusinessYour business has evolved, and it will continue to evolve, as long as you let it. It is part of the evolution of who you are and what you are becoming. It is part of the evolution of your skills, knowledge, experience, beliefs, purpose, and dreams. You have probably already evolved from a participant in […] Getting Your Horses (Customers) To Drink WaterThe old adage “you can bring a horse to water, but you cannot make him drink” is an extremely pertinent one in the world of Sales & Marketing. For instance, let’s use this adage as the metaphor that it is: The Horse: Though not the most flattering thing with which to associate a consumer, the […] Customer Loyalty And Chinese FoodAllow me to share a little anecdote about a friend of mine – for this story’s sake, I’ll call him Bill. Bill works in midtown, and due to his extremely rigorous work schedule, he rarely has time to prepare his lunch prior to coming into work. Bill’s favorite cuisine has always been Asian food – […] Run Your Business; Don’t Let it Run YouOne of the most important principles of being a business owner is to run your business; don’t let it run you. To run your business is to create a vision of what is possible – a vision that’s bigger than doing the day-to-day work associated with your skill or trade. To lead your business is […] Product Differentiation: “A Success Story”In 1983, Howard Schultz was inspired to buy the Starbucks Coffee Company, and according to his book Pour Your Heart into It – this occurred because of a cup of watered-down, bland instant coffee that he was served on a flight to Canada. On that flight, he was inspired to bring a European-caliber appreciation for coffee […] |
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