A Note to Entrepreneurs on Leading Sales

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“How do I lead and manage a sales force having never had any sales experience?” I’ve heard the same question three times in as many days, although it was worded a little different each time. One entrepreneur asked me for the one book he should read to try to get up to speed as … [Read more...]

Value Creator’s Code: 100% Brand Equity

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Not so long ago, call it right after World War II, a bargain was struck. You would trade 47 years of your life for a salary, healthcare, and a pension plan. At some point in time this bargain fell apart. It wasn’t broken all at once. It deteriorated over time, maybe starting in … [Read more...]

What Entrepreneurs Need to Know Now

A few weeks ago I gave the opening keynote at the Ohio Growth Summit. Michael Bowers, the program director of the Small Business Development Center, did an outstanding job building a great conference for entrepreneurs. Here are two thoughts on what entrepreneurs need to know … [Read more...]

Three Ways to Increase Your Revenue

Three Ways to Increase Your Revenue

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. I've been compensated to contribute to this program, but the opinions expressed in … [Read more...]

What They Did to Succeed

What They Did to Succeed

Some dreamed. Some talked about doing something. They started. Some listened to others. Some heard the voice of the critics. They ignored the others. They didn’t even hear the critics. Some never tried because they were too afraid to fail. They failed. Some never tried, … [Read more...]

Follow Your Recipe

Follow Your Recipe

If you don’t follow the recipe, things don’t turn out like they should. This is especially true if the recipe is your business model. Most of us don’t sell the lowest price. We also don’t sell the best product, either. We sell the best total solution, the combination that is … [Read more...]

Two Rules for New Entrepreneurs

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Rule Number One: You Are In Sales. Sell. It doesn’t matter what your entrepreneurial endeavor is, your primary job at the beginning of your adventure is client acquisition, i.e. SELLING. You started your business because you recognized a need in the market. You developed a plan … [Read more...]

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