Modernizing The Buying Funnel
In our combined 50-plus years of doing this, we’ve learned sales resistance and loss of repeat and referral customers comes from one of two places.
Recruiting Good People — Overcoming Limits to Growth
You need qualified, experienced guys & gals who also have the work ethic and cultural fit that great companies like yours insist on. And one thing about those people is they're almost never looking for a job.
Tony’s Best Business Tips, On the Occasion of His Passing
Right from Tony’s first entrepreneurial venture, he understood that long-term thinking was a strategic advantage.
The Path to Employee Empowerment
The blind spot of most business owners occurs directly at EBITDA Net Profits. We lose sight of the long-game for what we have right in front of us.
Give Your Salespeople The Advantage With This One Tip
It’s the benefits that someone buys, not the features, right?! WRONG! Wait, what? Let’s explore for a moment…
Trust But Verify — Why You Should Take Ronald Reagan’s Advice
Unfortunately, the tendency is for “verification” to feel intrusive and negative. As if you’re trying to catch someone doing it wrong. But it doesn’t have to be that way.
How Company Culture Improves Your Marketing | Wizard’s Roundtable
Mike Slover and Mike Whitmire explain what felt kind of broken within the company and how that was having an impact on the results they were having.
Selling Magic
Looking to close more sales? Try magic… Every great magic trick consists of three parts or acts. Like all great magicians, the power of your sales presentation is in the setup. Let’s take a peek behind the curtain.
Choose Your Constraint — Why Choosing the Wrong Constraint is a Common-Sense Express Train to Catastrophe
There’s no such thing as a perfectly balanced company where every function is staffed and supplied at the exact right amount.
Why Culture Matters
My curiosity first peaked when I heard the phrase, “in any organization, culture eats strategy for lunch”. After 3 years of research on the subject following the scientific method, I’ve constructed and tested a hypothesis that I believe to be true.
Six Ways Sales Pros Can Create Great Word-Of-Mouth
While there’s no denying that we love to complain through Twitter and Facebook, people do talk about the great customer experiences they have.
The Aunt May Guide to Customer Service Excellence
Why your scheduling software might be sabotaging your customer service, and what to do about it.
The One Thing My Dad, Curly and Gary Taught Me
The path to my current ONE Thing began 24-years ago when the bank changed the locks and put 25 good people out of work.
Are You Making This Relationship Destroying Mistake with Customers?
You paid an extraordinary amount of money to bring that phone call in. Don’t screw it up by being selfish with your language.
Never Let a Committee Make Strategic Marketing Decisions
"If Columbus had an advisory committee he would probably still be at the dock." - Arthur Goldberg. A committee in small business can be a group of employees or a loose bunch of well-meaning family and friends.