Generate Or Tolerate

Everything we do comes down to two choices. We generate, or we tolerate. We can generate a working business process, or we tolerate uneven results. We can generate new leads, or we tolerate a “feast and famine” cycle. We generate new clients, or we tolerate being held hostage by crazy people. We can generate value…

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Test (Private)

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5 Myths About Sales Growth (That May Keep You From Growing)

We want to talk a little bit about business growth.  Since, of course, that’s what people get in touch with us to do.  And when we have clients, they often come to us with things they’ve heard, passed down from generation after generation of business people, and they’ve taken them as gospel.  But they’re not…

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How To Give The Gift Of Founders’ Sales Magic To Everyone On Your Team

Company founders sell better than other team members.  This has been the case since long before Steve Jobs got on stage to show us “one more thing.” Need proof? People want to “deal with the owner (founder)” whenever possible. It is the “VIP” treatment.   We want to believe in heroes, and someone who founded a…

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Do You Even Scale, Bro?

How to grow a stable, unstoppable business with Stable Scaling! Scaling your business is a buzzword, right? We all want to scale. Let’s scale.  Let’s grow. Let’s all get bigger.    Let’s get swole.   Scale.  Up and to the right, man.   Woo hoo!  I got a bright future in sales, baby. Sure: to a certain…

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How To Design a Business Network (From Scratch)

(Proper Networking Is Underrated) Your network is everything. It will pick you up when you are down. It’ll help you get a job if you lose yours. It’ll deliver the introduction that delivers your sale. When you treat it right, it can do amazing things. It’ll even work miracles: sometimes your friends will get a job. But there…

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How to set up ANY CRM (so that you’ll finally use it).

There’s an old joke in sales: “Which CRM don’t you use.”  And people all have a love-hate relationship with their CRM.   A lot of people spend a lot of time messing with their CRM tools, but fewer get a good return out of them.  And the benefits of using a CRM are huge: You…

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How To Build a Minimum Viable Sales Process For Your Business

Let’s get paid, OK? So many service businesses make it way harder than necessary to do business with them. They have such a mushy process that they rely on the customer for next steps. Customers are confused, and the businesses are left with the attitude that their customers are just tire kickers. They are often…

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What to do AFTER you get a referral (to guarantee you’ll get more).

(And how most service businesses screw it up). This week’s process is about referrals. They are the easiest ways to make sales and get paid.  We’ve all covered that. The problem is, most service businesses screw up referrals pretty badly. There are a lot of great posts on  “how to get referrals.”  But, let’s say…

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This is the first blog post

“The process is fearless.” -Joe Maddon This is a blog post. It’s the first blog post on my new blog. I have high hopes for this blog. This blog is a blog post and it’s about process. It won’t be that long, and it won’t take a lot of time to make. This won’t even…

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