By Robert Estupinian In this article I wanted to discuss the valuable concept of follow-up and why it is not working in many businesses today. Recently, I had the opportunity to attend a professional services conference during which I left my contact information at many vendor booths. Three weeks later only two of the many […]
Three Big Levers to Grow Your Business and What We Can Learn from Starbucks, McDonalds, and AMC
There are a billion different ways to grow your business, but there is a particular set of three “levers” that you can use to make game-changing increases in cashflow. Your businesses cashflow is basically defined by: Cashflow = Number of Customers x Average Ticket Sale x Frequency of Purchase This means that if you can […]
Three Successful Sales Call Strategies for Entrepreneurs
These days every business owner is out there making sales calls to drum up business. The conventional wisdom has been that the more prospects we call on the better. This has been known as filling up the sales funnel. This approach needs modification if entrepreneurs want to thrive and grow their business
How to Get Your Money’s Worth from Sales Training
Are you thinking that maybe it is time to brush up on your sales skills? How about your company? Are there salespeople in your organization that could benefit from training to improve their skills and positively affect the bottom line? Many industry reports and articles are coming out these days talking about the new sales […]
Why Having The Best Darn Widget Does Not Guarantee Success in Business
Many times I am asked by clients to review their business model in an effort to help them with their marketing or business development. There are many times that these same clients have actually developed a product that they feel is superior in performance and appearance. When I ask them why anyone should prefer their […]
3 Strategies to Help Anyone Who Has Bombed a Sales Call
Just about everyone in business is selling these days. The ability to sell and persuade customers is a skill that takes some time to develop and is among one of the highest paid activities any business owner can do. Nevertheless, just about everyone that has sold something can relate to the sinking gut feeling you get when you have […]
Creating a Unique Customer Experience
Last week my wife and I were invited to be a guest of CH Premier Jewelers as they hosted the Patek Phillipe watch collection. For those of you not familiar with Patek Phillipe, it is one of the worlds top luxury watch makers that can trace their origination to 1839. So, if you like complicated watches and have […]
You Just Can’t Beat Them Into Producing (Part 2)
In part one we introduced some of the problems companies face when simply demanding more from their salespeople these days. In this second part we will look at where the hidden costs are for most companies and what can be done to overcome a non producing salesperson or sales team. Although what is discussed here pertain […]
You Just Can’t Beat Them Into Producing (Part 1)
The recent economic challenges has caused many owners and managers to have a sense of urgency in bringing in sales like never before. It was not long ago when simply having the open sign turned on meant people would buy and revenues would come int. Not anymore. The desperation caused by low sales numbers had […]
Get It Done Already: Good is Good Enough!
When I checked my mail today, I eagerly tore off the plastic wrap of this month’s edition of Wired magazine and flipped open to find myself staring at the start of an article entitled “The Good Enuf Rvlutn” about how cheap and simple beats perfect almost every time. I’m always surprised when I meet a fellow […]
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