I was doing an all-day training session with a client yesterday. The room was filled with employees that ranged in experience level from one to 39 years. Most of the group had been with the organization for 10 years or more. My challenge, which I relish by the way, is to quickly win over the […]
You’re in the running for a big deal. It’s a great fit for your company and you’re excited about adding such a prestigious name to your client list. There’s only one catch. They want you to lower your price (rate) by 20%. Arghh!!! What do you do? Do you: A.) Lower your price to […]
Whether you think the economy is still screwed up, or you think we’re moving towards another golden era in business—one thing is clear: the current changes in the market place have made it tougher than ever for a business to survive, much less thrive. I recently had a conversation with a colleague, discussing significant changes […]
As I study the trends that are impacting sales and marketing performance, one thing is clear. Competition is strong and it is only getting stronger. While competition can be great for consumers, how is your organization being impacted? And more importantly, what can you do to end up on top of the heap? There are […]
Business disruption happens when maintaining the status quo is not a viable strategy. In other words, what worked before is no longer working. And if you don’t make some changes to how you do business, you’re going to suffer the consequences. One of the biggest disruptors today is declining customer loyalty. According to many sources, […]
As I mentioned in my last article, most people who claim to have a 95% close rate are either stretching the truth or using some slick sales language. However, your chances of a higher close rate will be greatly increased by implementing a well thought-out, well-executed Referral Partner Cultivation Process (RPCP). Again, finding the right […]
I call it the Millenial Tsunami and it’s about to wreak havoc for organizations who fail to prepare for the impending surge. We all know that Millenials are the largest generation in history, eclipsing the Baby Boomers in size. So why should you care; particularly if you were born before 1980? Hint: Your work life […]
Affinity for horticulture has run in my family for generations. It started with my great-grandfather, Dr. Francis Clements, a country physician and plant whisperer. I learned of his botanical prowess through stories passed down by relatives who intrigued me with tales of the man’s masterful ability to create spectacularly brilliant fruit trees, roses, and prolific […]
Goal-setting seems to get so much of the glory these days–widely acclaimed as the cornerstone activity of success. Of course, naming a goal is the first step towards achieving results–and enough cannot be said for making a goal SMART (Specific, Measurable, Actionable, Realistic, Time Bound). However, as powerful as the goal-setting process might be, it […]
I was talking to a former client yesterday and she shared how her business was booming, which is always music to my ears. She was booked for several months in advance, something she was not used to in her line of work. She was also wrapping up her best year ever, as far as growth […]
