A friend of mine and his wife once started a weekly newspaper in a very rural area. She was a graphics professional and he was a former newspaper reporter, so it was a natural fit. Before their launch date, the wife hit the back roads and visited all the local businesses selling ads and setting […]
In a previous post, I outlined how many small business owners and solopreneurs alternate between looking for clients and working for clients. When they’re busy with projects, they stop filling their sales funnel with prospects. To break this cycle, you need to automate funnel filling and there are two modes of automation: setting loose a […]
When you strip away all of the notions that we pile on top of what it takes to be successful at selling you get down to the basic fact that to be a success at sales you need to understand and act on some universal attributes of human nature. If you only focus on what […]
They say selling is an art, but in reality it’s a science. While some salespeople appear to have the gift of natural salesmanship from birth, even the billionaires began with the basics. Whether you’re staring an entry level job or director of sales for a Fortune 500 company, there are specific attributes that will always […]
Small business owners focused on merchandising for the next major shopping holiday and worried about making next week’s payroll often have a difficult time taking a step back and looking at longer-range goals. Failing to understand, form and implement a strategy for long-term success, however, will put you on a slow road to failure. There […]