May 2008
You are browsing the archive for May 2008.
Cash is King, Mantra of Small Business
Through my many years of working with small businesses, just like you, one thing I have come to realize is that “Cash is King”; and everything in the business revolves around budgeting for the current cash on hand and the expected incoming cash. Therefore, “wants” are a luxury that most small businesses cannot afford; and [...]
Mega Business
I am going to break from my sales process blog for a minute here and share with you an awesome experience I had this past weekend.
I attended the Mark Victor Hansen Mega Business event this past weekend in Irvine, CA, as a keynote speaker. I got to meet incredible people like Bill Bartmann , [...]
The Lead Warming Department
Every business has a sales department. And every business has a marketing department. Sometimes those departments are one in the same. And sometimes those departments are one person wearing (at least) two different hats. But the point is, we all recognize there are two hats.
Well, a recent article on InsideCRM suggests there ought to be [...]
Sales Catagory 1 – Education (fundamentals)
My last blog was about the theory of educating your prospects, as I stated I am now going to share with you a few fundamentals that have helped me to successfully perform the education process.
The first fundamental of educating your prospects is to know “Your prospects will buy from you when they are ready to [...]
Learnin’ from legends, swingin’ for the fences
Last week, Scott Martineau, and I spent a couple days in the Bay Area and then we flew out to Cleveland for a day of consulting with Dan Kennedy. The Bay Area was great, as always. I love the entrepreneurial vibe that oozes out of San Jose.
Sidebar—a couple funny stories. First, our car got towed from [...]
Sales Catagory 1 – Education
Since it has been a while since my last post I will recap quickly what the first blog was about. Three simplified high level stages of a sales process, education, buying facilitation, and closing. In this blog I will start to break down the first stage “education”.
In my experience 40% to 50% of every sales [...]
Learning from customers
Our customers are smart entrepreneurs. At a show a couple months ago, one of our customers pulled me aside and gave me a suggestion. He recommended we take Infusionsoft to our customers in major cities around the country, training them on the software and helping them revolutionize the way they grow their businesses. I took [...]
