Client Management: Avocados and Advocates. They’re not the same thing!

My girlfriend makes THE BEST guacamole. Fact. She even got an 8lb pestle and mortar for her birthday so she can grind and pound the living you know what out of any avocado to make this amazing appetizer. The thing about about avocados is that, unlike a lot of things, they can serve their greatest…

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Lead Generation: How to be more effective, an interview with David Jehlen

I was fortunate enough to have the opportunity to jump on the phone with David Jehlen this week where he interviewed me for my insights on lead generation. David is the creator of the Sales Cycle Tsunami program and has worked closely with a number of small businesses to get them where they need to…

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Is Your Business Remarkable? (How to be REALLY marketable)

I recently joined Business Network International (BNI) and attended their annual visitors day this week. For those that don’t know, BNI is a referral organization. Each ‘chapter’ has one seat available to a representative from each industry, so there can only be one plumber, one accountant etc. As a result you become a sales team and help…

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Marketing Lessons From A Man, A Boy and A Donkey

I do love Fall! As the seasons start to change you can almost see the optimism oozing from people. It’s the time of year that people in the US start sharing their love for cooler weather and anticipation for all things ‘Fall’. For me, I love that my girlfriend oftentimes reminds me of the imminent…

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Sales Training – A New Perspective On The Price Debate

When having a sales conversation with a prospect you are likely to have heard ‘We are going with someone else due to the price’, right? How many times have you doubted your own ability or your process as a result? I will be honest, it is good to reflect on ‘a loss’ and evaluate what…

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How To Get More Clients

The question seems simple enough. “How do I get more clients?”. So simple that I get asked this on a frequent basis as if there is one answer that fits all and that I can deliver the golden egg on a platter in less than five minutes. Well, good news. I do have the key…

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The Story Of The Over Prepared Salesman

Monday morning, 8am. The sales manager stands in front of his troops and offers a rallying cry that will defy even the most feared warlords as he prepares to motivate the team ahead of their week. The meeting ends with a round of hi-fives and a series of ‘woops’ that scares the lady in accounting…

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How To Sell More In A World Of Over-Supply

Professional Selling is: “The holistic business system required to effectively develop, manage, enable, and execute a mutually beneficial, interpersonal exchange of goods and/or services for equitable value.” – ASTD If you follow me on Twitter you may have seen me share a few tweets around the principal that, in my opinion, sales is a tactical game. The…

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Lessons In Branding – Taking Something Old and Making Something Fresh

As I sit here in the first month of my new home I am really pleased with how the furnishing is coming along. It’s supposed to be an exciting time full of fun activities. To name but a few; shopping, dreaming and making something your own. My girlfriend definitely has one over on me when…

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10 Steps To More Referrals In 12 Weeks Or Less

  One of the most satisfying things in business is when you earn referrals from associates that you spend time building relationships with. This could be through an organized group or initiative like BNI or the local Chamber of Commerce. I wrote a guest article on how to effectively generate more referrals in 12 weeks, or less,…

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