Take Inventory of Your Sales Team: The Good, The Bad And The Pretty.

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An innovative contractor that I coach recently asked me if she should bring on sales training for two of her weakest salespeople. The short answer is: invest in training with your Strong and Natural salespeople; outside training will not help someone who is not predisposed to sales. Let’s explore this further: 1. Weak salespeople tend to sell at discounts or …

Daily Huddles Increase Productivity

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Do you ever feel so crazy busy, that you end up skipping or dropping your internal meetings in order to just focus on the work at hand? All the best companies are good at making strategic plans over the winter, but when the spring rush hits (and punches them in the face, as Mike Tyson …

Compete Like an Ironman

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This weekend I was in southern Utah, visiting my daughter who is in school there. We arrived in town the same weekend as the Ironman 70.3 St George. The views these athletes enjoyed are spectacular, including Snow Canyon and the Red Cliffs Desert Reserve. Apparently the bike and run courses are two of the most challenging, with …

Staying True To Your Brand

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After spending the weekend in New Orleans listening to music from all over the world, at the The New Orleans Jazz & Heritage Festival, I came to 2 conclusions that fit both life and business. Coming to New Orleans has been a ritual of mine since I came down south many decades ago from Connecticut to study Engineering. …

Partnering with Vendors

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Partnering with your vendors can help grow your business. There are different ways to approach negotiations and building relationships. What is your approach? Here are 3 different ways to look at your vendors, which fits your outlook? Commodity Provider,from whom you try to gain the lowest price possible (think: buy low, sell high) Logistics Support,helping …

Leadership Under 140 Characters

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Here is a short tip for providing focused, effective leadership when work is busy. Inc. Magazine is a great resource; last week it ran a short article on leadership that is applicable to everyone. Here is an excerpt. The magazine shared a tweet from Elon Musk: “Incredibly proud of the SpaceX team for achieving this milestone …

When Clients Leave On Price

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Every spring a certain number of your (service) clients will leave you. There are good reasons and bad reasons for clients leaving. Bad reasons If good clients are leaving over quality, then you are doing a poor job at the basics. But if good clients are leaving over price, it is worth considering what is …