Latest Articles
Latest Articles
Sell to Prospects, Not Just Customers — By Alex Goldfayn
Most companies get 80% or more of their business from repeat customers. What about the prospects? https://www.youtube.com/watch?v=iVQDYconZuk&inf_contact_key=ef79d6feb094744263accd592435f1dbef2cee54e14edbd939c4aedbce56aac3
5 Keys To Implementing Change
The revenue growth projects I engage in with clients involve implementing changes in thinking and behavior. Here are five keys to creating successful change which I've learned over the years: 1. It must come from the top. Change that originates from the middle levels...
It’s Impossible to Over-Communicate in Sales – By Alex Goldfayn
Alex Goldfayn discusses why there IS NO SUCH THING as over-communicating in sales. https://www.youtube.com/watch?v=tThSilADsJ8&inf_contact_key=a4a0c13fab055d4ef24dc1e396cc73afef2cee54e14edbd939c4aedbce56aac3
Recognition is More Effective Than Financial Incentive
My clients and I use a lot of public recognition of individual revenue growth success because study after study finds that being publicly recognized among peers is more motivating than financial compensation. That is, a company or department-wide communication...
The Power of Optimism in Sales – By Alex Goldfayn
Alex Goldfayn discusses the power of optimism in sales success. https://www.youtube.com/watch?v=5CPn8hnG5R0&inf_contact_key=9711d73466fdc7f863e13780c74a1b9eef2cee54e14edbd939c4aedbce56aac3
How To Ask For Referrals
Tom, you've been buying from us for years, and we love working with you. And we really appreciate your business. Who do you know who would benefit from working with us like you do? Then, be silent. Count to 1,000 if you have to. Sing an entire song in your head, and...
Dealing with Rejection in Sales — Alex Goldfayn
Alex discusses the rejection in sales, and how the "no" really gets us closer to the "yes" we're looking for. https://www.youtube.com/watch?v=K1B1-6QHv_Y&inf_contact_key=72333ad59bca3000b7ef62a2aa7a4aaaef2cee54e14edbd939c4aedbce56aac3
Revenue Killers
Discomfort paralyzes us, but as my friend and fellow consultant recently said, growing business is uncomfortable. The actions required to grow business are inherently uncomfortable. This is why we don't ask for testimonials, or referrals. We are uncomfortable doing...
Whether You Think You Can, Or You Think You Can’t, You’re Right! By Alex Goldfayn
Do you think you can? Or do you think you can't? The answer makes all the difference in the world when it comes to your revenue growth. That's the topic of this week's video. Your beliefs determine your sales success....
Revenue Killers
As you know, I very much prefer the solution to the problem, and not the problem itself. Just as positive psychology deals with what makes people happy (as opposed to what causes our myriad dysfunctions), my revenue growth work focuses on the great things you're doing...