Why Focusing on Increasing Sales Doesn’t Increase Sales

It is the distress call of almost every company in the world, no matter how successful they are: We need more sales! Given my occupation, I hear it several times a day from clients and prospects. Usually, the idea that business owners, CEOs, sales VPs, etc. have is to focus on increasing sales. And even…

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What do Unicorns and Value Propositions Have in Common?

The short answer: They don’t exist! Now, I’m sure that sounds like lunacy to you. After all, there are books, courses, training manuals, blogs, articles, websites and even retreats devoted to creating value propositions. Not to mention it is drilled into every marketer’s and salesperson’s head by their company: Lead with your Value Proposition. It…

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How to Always Get Through to the Ultimate Decision-Maker

If you read any list of “problems” faced by salespeople and marketers, you will always see “Reaching the real decision maker” somewhere near the top of the list. I have always found this amusing because the moment you reach anybody in a company you have reached the “ultimate decision maker.” At this point you’re probably…

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Why “Free” is the New “Too Expensive”

Many business people believe that if they just offer a “free trial” of their product or service that their prospects will instantly say ‘Yes’ and sign up. This is built on the old idea that “no one turns down free stuff.”  But the truth is that we turn down free stuff all the time. How…

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Does Your Business Need to Make a Sex Tape?

You want a REAL lesson in business expansion, innovation, brand building, joint venturing and revenue generation? Then go to the supermarket! Once you get there walk over to the checkout newsstand, and you are guaranteed to see at least one member of the Kardashian-Jenner family on the front and/or back cover of at least one…

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I Will Eliminate ALL Your Business Problems in This Blog – Guaranteed!

It’s a question as old as time itself: What is the problem? And we go through life having School problems, Health problems, Love Problems, Family problems, Money problems, Learning Problems…and, of course, Business problems. Here’s the thing – and when you REALLY get this “thing” your whole life will change. There is no such thing…

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A Broken Nose, Bruce Lee and Rapid Business Growth

“Take the first shot,” he said. “Bob, you’re my friend. I’m not going to hit you,” I drunkenly slurred back. That was the last thing I remember. Soon after I was in the hospital, and even though my face looked like a piece of cauliflower, the doctor said my nose was not broken. Sadly, he…

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You Built Your Business by WOM and Now You Have Run Out of Mouths

Although you will find this in every industry, there seem to be many companies in the tech & software arenas that have a “mouth” problem. The vast majority of the tech/software companies that have enlisted my help over the past few years all say basically the same thing…  “We built the company by word of…

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Assume the Position

Some days it just feels like you are getting the wrong end of the stick! Usually it’s the days you ask yourself questions…like… This company could be (even should be) HUGE, so why can’t we get it there? Why are we trapped at this level of sales and revenue? It seems so easy for the…

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4 Warning Signs You’re a Linkedin Connection Whore

Since I do a lot of business via Linkedin I am always looking at how people use Linkedin. One of the things I always find fascinating is how people connect on Linkedin. I have seen some brilliant strategies for connecting. I have seen some okay strategies. And I have seen some really BAD strategies. The…

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