Where should a business strategy focus to win clients? Does better service outweigh a higher price? Or are most buying decisions ultimately a battle between pricing options? Most business owners and leaders have wondered this at some point or another; often after having lost a deal to a cheaper competitor. Slashing prices seems like such…

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That is: if you want to grow your business. People who work with me regularly are familiar with my approach to sales, which is to refocus it on “buying”. A commercial transaction requires actions performed by another person. That is the key to a new sale: it is actually the other person performing the act…

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Contrary to many headlines and Facebook posts: networking is neither dead nor useless. It probably is over-used and badly used. But it still remains an essential tool for business growth. I recently did a series of Consultant Corner videos about how to prepare and follow up for networking and meetings. Here I look at that…

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Rescue a CEO is a blog operating under the CEO Blog Nation umbrella, and I am delighted to have been featured as one of their 25 Entrepreneurs Sharing Business Tips. See number 17 on the page.

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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,…

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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…

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It is my absolute pleasure to be presenting at this year’s Jim Moran Institute’s Small Business Leadership Conference held in Orlando, FL, from August 1st – 3rd. This year’s conference theme is: It’s All About The Customer! Regular readers of this blog will know that I could not give up an opportunity to participate in this…

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(Photo: Gustavo Frazao/Shutterstock)

A big thank you to Meg Hall of Creative Kitsune and NCR Silver for using me as a source for their blog post: 10 Business Buzzwords It’s Time to Retire Following on my series of blog posts on effective messaging towards problem solving, and my ongoing series on buzzwords to avoid, Meg called me up…

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And how can  you know? Defining your Solution is all about understanding that moment. You can hardly sell value to your clients if you don’t understand how their lives change thanks to your product or service. Almost all of my clients – whether for consulting work or training – request a work-through of Defining their…

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