I received a call from a friend in a panic. They asked me how to deal with a negative google review they'd missed. Their business had received a one-star negative google review, but it was worse than that. Someone posted the review two months ago, and they missed it. So, if this happens to you, [...]
Are you prepared for sudden business growth? After the year many businesses have experienced it might sound like a silly question. However, I believe things will get better and for many organizations business will explode. Do you think I’m overoptimistic? Ask yourself the same question after the upcoming holiday season. I was fortunate to be [...]
There's much I learned from the family business but these 5 things stand out. When I was 12 years old, my parents bought a grocery store. I spent much of my teen years working in the family business. That was more than 50 years ago. The world and the world of business have changed, but [...]
Are you in sales? Do your customers trust you? I read something from HubSpot recently that made me pause. According to HubSpot, only "17% of salespeople think they're pushy — compared to 50% of prospects. And along similar lines, only 3 % of buyers trust reps." -- HubSpot Sales Statistics I knew there was a disconnect [...]
But, what if the customer isn't right? Since 1909 when Harry Gordon Selfridge first uttered the words, "The customer is always right," businesspeople have followed his doctrine. But what if the customer isn't right? You're working with a customer. You've done your homework, and you understand what they hope to achieve. You've asked a hundred [...]
Every company I know wants to cultivate repeat business, but few consider how to achieve this. Everyone loses clients, budgets are cut, companies change directions, and some companies don't survive. But have you ever lost an account you could've and should've continued to service? Has a customer ever needed new work you could've done, but they [...]
What are the ingredients to a successful sales managers recipe? Is it hitting targeted sales quotas, building a roster, developing relationships with clients? Yes, it is, it’s all of the above and more, but what activities help successful sales managers reach these goals? As I’ve said more than once, you cannot do a goal you [...]
Salespeople in many industries could increase their sales IF they stopped selling. As counter intuitive as sell more by selling less may sound, the best sales approach may be no sales approach at all. Instead of (or at least along with) improving small talk, sales presentations, and closing skills — work on improving product knowledge, [...]
Isn’t it a little sad that marketers must be concerned about offending clients if they wish them a Merry Christmas? The truth is whether your business shares Merry Christmas or Happy Holidays, you might offend some. However, the facts are that more people use Merry Christmas than Happy Holidays. So, is it okay to wish [...]
Social media holiday etiquette is always important. However, this year it might be more critical than ever. As we near the end 2020 we can all agree it's been a demanding year. COVID, racism, and the election have divided America. Unfortunately, too many people use social media to vent, berate, and hold forth. Here's the [...]
