KPIs: Metrics for Business Success
My last post, Cash Is King in Small Business, discussed the importance of cash and the potential pitfalls of focusing on sales as a business metric. Growing sales can actually choke off cash and create more financial problems than it solves.
Beyond cash and sales, there are a myriad of possible measurements that business owners …
Are you routinely taking these 5 steps to make the sale?
We invariably and continually make changes in our lives. While the topics are endless, the approach for each holds five basic steps in common. Routinely making these steps a habitual practice will serve to improve your results.
Research
Email and social media are perfect examples of people attempting to sell without knowing a thing about …
7 Keys to Entrepreneur Success
Successful entrepreneurs exhibit a series of traits and behaviors that set their businesses apart from their competition. Striving for perfection in every area is, of course, next to impossible. But with an awareness of what has made business leaders in the past successful, getting close to perfection is achievable.
Here are 7 key ways to …
Cash Is King In Small Business
In my last post titled Big Revenues for Small Businesses, we considered the need for an organized sales function to drive revenue growth and allow the owner/entrepreneur to gain back critical time for general management activities… and possibly work/life balance improvements.
So, let’s assume you have your sales function well organized and revenues are ramping …
Why Should I Do Business with You?
The title of the article says it all when it comes to leading effective meetings. As the sales executive, you are the leader when meeting with clientele.
False Start
On occasion you may hear someone say, “I can talk to you now, but I only have a few minutes. In a snapshot, tell me what …
One Geometric Principle Smartly Leverages Business
Business operating with a single threaded mindset rarely survives for very long. These owners are the same ones who frequently proclaim, “You should do” but it’s usually a singular piece of a complex puzzle.
Unfortunately most people who make pronouncements like that aren’t aware of the missing pieces. But by putting them all together to …
Big Revenue for Small Businesses
In case you missed it, I just completed a series of posts that addressed Big Challenges for Small Business Owners. The three challenge discussed were people, finances and time. Assuming you have these three big challenges under control, what’s next?
Let me suggest one obvious topic: Sales.
Many successful entrepreneurs and small business owners have …
How to Easily Increase Sales
The seller’s demeanor is what will either negatively or positively begin the sale cycle that either leads to an answer of “no” or “Yes!”
In order to attract a positive flow of sales, the following adjectives come to mind: Be respectful, kind, thoughtful, inquisitive, an advisor and a benefactor. The last descriptor, “benefactor” refers to …
Moving from no communication to harmonious relationship
You might have just landed a new and exciting client. Putting your best foot forward is essential for building a long lasting relationship.
But sometimes, although your best was delivered, the communication seems to die. It completely ruins your day and sometimes even an entire week. It’s not worthwhile to allow this to happen because …
Lies They Tell in Business School
Anyone who has been to business school knows that there can be huge discrepancies between what’s taught in the classroom and what happens in the working world. These discrepancies aren’t the fault of professors, but are the result of what occurs when humans – and their penchant for unpredictable and less-than-scientific behavior – are thrown …