Why Cross Selling Fails in Most Companies

Why Cross Selling Fails in Most Companies

Why does cross selling fail in most companies, and why should you care? The main reason to care is that your current clients are your best clients, meaning they will buy services at higher margins than a brand new client would. You may think you are too busy to care...

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Fast Growth Companies Have This in Common

Fast Growth Companies Have This in Common

There is one thing that fast-growth companies have in common: they are always contemplating their next critical hire. A common question I hear regarding new hires, "Which comes first, the growth to support the new critical hire, or do we make the critical hire first...

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Removing the Culture Killer

Removing the Culture Killer

A single culture killer can disrupt the performance of everyone on your team, if you let that person's behavior persist. A culture killer is a person who's strong personality plus bad behavior combine to form a poison that slowly (or quickly) infects the output and...

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Hiring in a Hot Economy

Hiring in a Hot Economy

Hiring in a hot economy is the key to growth this year. Any edge you can get, in both recruiting and retaining employees, is worth exploring. To this end, I am currently reading about Netflix’s explosive success in Reed Hasting’s new book, No Rules Rules. It outlines...

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100 Days to Sell

100 Days to Sell

There is an expression in our industry “100 Days of Hell.” While it is humorous, it also sets the wrong tone. I like the following upbeat expression better: 100 Days To Sell. Spring is here and it’s time to sell, sell, sell. Last week, Paul Reder (who came up with...

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