Latest Articles
Latest Articles
The Holiday Review
This is a great time to take stock of your business and your work: What marketing activity worked particularly well for you this year? (Double down on it next year.) Which business-development activity didn't produce the results you wanted? (Change it. Or kill it....
The Personal Effort
Personal communication, along with certain rhinos and all Blackberry models, is on the endangered species list. In an era when anyone can use technology to shout anything to anybody at any time, the simple one-on-one communication will, ironically, help you powerfully...
A Powerful Question To Ask Your People…
Want some powerful, instant ideas to grow your business quickly? Ask your customer facing staff -- inside sales, outside sales, customer service, even your independent reps -- this question: What is our lowest-hanging fruit for fast growth? Because of their varying...
Year-End Revenue Growth
It's December 1. Here is a powerful, fast, easy technique for strong revenue growth this month; 1. Make a quick list of all the customers and prospects who discussed a deal with you this year, but did not buy. (Go back through quotes, proposals, and emails to make...
Even When You’re Busy…
Even when you have meetings all day... Even when you're at a trade show... Even when you're on the road, calling on one customer after another... Even when you're on long, highly-productive conference calls (ha!)... ...Take one communication action per day, and insist...
The Positive Work Of Revenue Growth
I was meeting with a new client last week to introduce our project to the top leadership team. In the room were about a dozen people: presidents, along with a number of heads of sales and customer service departments (my work focuses on changing the thinking and...
Boldness
Most people spend their work days putting out fires, which, by definition, is reactive effort. It also tends to be the work of dealing with unhappy customers -- who are complaining about an incorrect order, a delayed delivery, or simply demanding to have your product...
Testimonial Paranoia
In the last week, I've delivered six workshops and keynote speeches in Denver, Houston, Chicago, and Las Vegas. During the portion of my sessions that covered communicating (not just collecting) testimonials, several people had this rather common resistance: "I'm not...
Thriving
You deserve more revenue. You provide tremendous value to your customers. You improve their lives and grow their companies. Ask them, and they'll tell you. As such, you deserve more revenue. But many others deserve for your company to grow as well: Your existing...
Accountability
My average client grows by 15% to 20% in their first year with me. On the low end, some clients grow by "just" 5% or 10% because you can stumble accidentally into that kind of growth after experiencing the mindset change we work on, and applying just a few of the...