We are all sales people.  Not according to our job titles or our job descriptions. But the reality is: we all have to be finding and bringing new clients to our businesses.  Whether you are the business owner or sales person specifically, if you play any role in developing new business, these five truths apply…

Read More

A comment I have heard in at least four different conversations over the past couple of months: “I sell peace of mind”.  The four people who said this were: an attorney, a beauty salon owner, an auto mechanic, and a doggy day care owner.  But they all sell the same thing… or do they?  What…

Read More

Last week we took a close look at enterprise sales and the various level of customers within each client organization.  This led us to Educational Sales. But what is educational sales? And how do you do it? Why educational sales B2B sales will always be decision by committee. And not all people involved in the…

Read More

On October 12th I am co-hosting a one day conference at Cobb Galleria  Imagine your perfect day at work. You have the freedom to work when and how you choose, your business has a steady stream of clients coming in and you have a community of like-minded Atlanta business owners on hand to support you. …

Read More

You’ve been reading this blog for a while, and have by now determined your market position and messaging. People know who you are, and they know both what you do and what’s in it for them. Now what? Do these people know what to do next? Do they know how to hire you? If you…

Read More

And if there is only one take-away from this post – and the conference – let it be this: that it is, indeed, all about the customer. Even those things that are, seemingly, not about the customer, like internal operations, employee training, investor communication, etc. A business needs a viable market opportunity to be successful,…

Read More

Running a business is a balancing act, first and foremost of working at your business versus working in your business. My job is to help my clients manage this balance effectively increasing productivity, growth, and focus. The Jim Moran Institute for Global Entrepreneurship has the same goal. They provide classes, training programs, speakers and, of…

Read More