Who Really Won the Olympics?

Who Really Won the Olympics?

The greatest sports competition on earth just ended, with tears of wins, losses and upsets. So who actually won? The typical story line measures it by most medals (the USA by a long shot) and by the most Golds (the USA with China right behind). You can be sure the...

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Want to Serve Your Clients Well? Charge More

Want to Serve Your Clients Well? Charge More

Charge more - sound counterintuitive? Maybe so. But when you charge more, you can hire and retain better employees. And you can offer benefits to your employees to keep the great ones around. When you charge more...keeping up with or ahead of inflation... You can buy...

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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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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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The Four Sales Questions

The Four Sales Questions

Selling profitable work requires more than just having a good product and good people, it requires a sales strategy. I was reminded of this as I talked to a $10M landscape contractor from the west coast last week, who has more leads than his team can work through...

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Sales Commissions Can Fail in Three Ways

Sales Commissions Can Fail in Three Ways

Sales commissions can fail in three big ways––two are somewhat obvious, and one is hidden and does damage if unnoticed.  Before you even consider setting up a commission plan, you have to be ready for the culture change it brings. Commissions can be very “I” centric...

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Stop Working Below Your Pay Grade

Stop Working Below Your Pay Grade

As a successful landscape business entrepreneur, you need to stop working below your pay grade. In order to grow, focus on the $200/hr and the $2,000/hr work, and start delegating the $20/hr and $50/hr work.  There are four levels of work you need to familiarize...

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Why Run Your Company With “Profit Centers”?

Why Run Your Company With “Profit Centers”?

There is a debate going on in our industry — some say you should have a separate sales department and a separate production department. Others say you should set up your company as a collection of profit centers, where one person oversees both sales and production....

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