Why do salespeople waste time on dead-end prospects? As leaders, we think we are very explicit when we tell people what we want them to hunt for. We have been selling for years ourselves and sales … [Read more...] about Why are my sales people missing the target?
What are the three rules that all buyers in a national account role follow?1. Don’t make any changes that could get you fired.* People in charge of purchasing for national accounts … [Read more...] about Selling to national accounts; the 3 most important rules I learned
Your business is not a sprint, it’s not a marathon.It’s a relay.The people who got you here, are unlikely to be the ones to get you there.To continue to break through plateaus, growing … [Read more...] about How to know when it’s time for a Changing of the Guard
Junk bonds, dot.com, real estate all went through a spectacular rise and then a dramatic crash. I survived the dot.com & telecom bubble and crash of the late 90’s. It got me to thinking, “if we … [Read more...] about 013: How do you spot a market bubble?
Picture this: Kevin was beyond panic. October was approaching and the CEO/owner of a small tech company in Southern California had just watched his fifth newly hired Sales Rep walk out the door. The … [Read more...] about Have you met a Unicorn Hunter?
You’re not just taking on another business, you’re taking on somebody’s life’s work.David Samuels is a corporate executive benefits designer. In the course of his career, he has also bought out … [Read more...] about 011: How to buy seven competitors with $0 down
Have you ever seen a company file bankruptcy and you ask yourself “how did that happen?” There are always signs. And it’s rarely from the leadership. Executives are generally skilled at giving some … [Read more...] about How to recognize Business Hypothermia
For an entrepreneur, retirement isn’t always an easy thing to accept. Stan Glawe had been working since the age of four, and when it was time to retire, at the age of 75, he faced some struggles. … [Read more...] about 009: What’s life like after retirement?