Profitability and SEO–3 things you can do

I’m known for asking business owner clients, “Is that activity having a direct impact on profitability?”  SEO is one activity that has a direct and profound impact on your profitability. If you’ve been leaving SEO to the experts, or worse yet,... Read »

Three Characteristics of “Challenger” Salespeople

Wouldn’t it be great if you could bottle what the best sales reps do and feed it to your salesperson? I’ve seen more than a few changes in the sales world in 30 years of sales. But it’s tougher than ever now because the customers we’re seeing today are at once... Read »

4 Components of a Challenger Sale

Over the past couple of weeks, I’ve been reviewing The Challenger Sale—an innovative, and I think, ground-breaking approach to selling where you “challenge” and “shake up” your customers and prospects as you educate them about not only your products and services but... Read »

The Power of a Killer Guarantee

Do you have a killer guarantee in your company? One that stops your customers in their tracks with its power… even makes them feel a little foolish for NOT doing business with you? Sure, sure, I’ve heard all the arguments against guarantees:  It’s too risky!... Read »

10 Questions to Ask Your Customers

Do your marketing and sales departments disagree about how to best reach customers?  Are you losing customers out the back door as fast as you bring them in the front door? Over the past couple of weeks, we’ve been talking about how to appeal, no really connect, to... Read »