To a large extent, you are who you hang out with
Spend as much time as possible with people who are more successful than you are.
Nine out of 10 salespeople wing their way through sales calls, part two
To improve the quality of the questions you ask on a prospect call, it helps to do your homework.
Nine out of 10 salespeople wing their way through sales calls
I have always maintained that a salesperson’s number one goal on a prospect call is to get permission to come back.
Employee care is the best cure for a labor shortage
The number one reason key people leave one company for the next is because they believe management doesn’t appreciate them.
The search for future leaders should begin now
The single most difficult task for an owner or manager is to drop what he or she is doing and conduct an executive search.
Do you have more customers than you can effectively manage?
The number of customers you can effectively manage has a lot to do with the level of service your customers require.
Are you managing or firefighting?
What single area of a contractor-oriented business do salespeople most frequently neglect? My answer: Marketing.
Time management is critical to achieving optimal sales volume
When you analyze which aspects of your job consume the most time, the list is long; but servicing your customers is usually the most time consuming of all.
Salespeople know they need to know more, but not all know how
The way your competitors go to market and the way your salespeople respond to your competitors’ pricing tactics have a lot to do with both the sales and the gross margin your salespeople can achieve.
Finding qualified managers may be your next big challenge
The classic professional manager is less and less willing to relocate when an owner or an industry recruiter comes calling.