Thought Leadership

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In Leadership YOU are the Brand.

Consider the following metaphor: Your leadership is your company’s brand. To customers you and your brand are a promise of what to expect from your organization. This is “brand reputation” and what carries you in the market place. Internally the same brand communicates to your employees what they can expect from the company. This is called [...]

Let’s Talk About Leadership.

Earl Nightingale defines success as “the progressive realization of a worthy goal”. This directly addresses the fact that success is a result - and not just a randomly arrived at result. Leadership is most often used by business or organizations but it applies equally to anyone who is prepared  to “step up” into a responsible [...]

Bring your customers new revenue.

Wait a minute, as a seller my job is to sell, get paid and line up the next sale, there is no place in the sales process for the process to work backwards, they pay you, and not you pay them. And in this singular logic lies the magic of bringing your customers value, in [...]

How To Build A Customer Service Star In Two Seconds

In the fall of 1983, around 7:00 pm, I was about to start my first class at an adult education level, a program called something like “Basic Skills for New Supervisors.” Looking around, the class was filled with all men, mostly in their early twenties, plus a few guys probably close to forty. The company [...]

The Sales Essays Volume #2

The Tomatoes Ate Your Profits Here is a tale of how to not lose your lunch and your profits. Late last year I was in Calgary  touring some of our operations  where I met a potential new sales representative. An arrangement was made to meet at the local eatery and have a “get to know [...]

The Sales Essays Volume #1

The Sales Essays: Introduction For quite some time now I have been thinking about doing some business writing. I wanted to write about past experiences both good and bad and what lessons I have learned from these experiences. I read a lot (at times up to three books a week) and so I know what [...]

Three Business Lessons From The Drag Strip

I learned the following at our “Guys Night at the Drags.” The cars were all in top form and as I sat enjoying the racing action I found myself reflecting on the similarities between the business world and the sport of drag racing. Some key business lessons to be learned from the sport: 1. Be [...]

Customer Service Super Star – Case History #1

Customer Service Super Star Case History Number 1: Auto Shop Shocker My daughter was in a small car accident and thankfully she was not hurt. The other driver quickly admitted 100% fault, so off to the auto body shop she went. While at the auto body shop my daughter asked for a few other things [...]

Marketing Strategy – Four Simple Marketing Ideas

Four Simple Marketing Ideas As a part of a winning Marketing Strategy you need to review the use of a frequent contact program to communicate with customers in order to gain a larger share of their business. When doing so, here are some simple ideas to carefully consider: 1.       Most businesses invest too much in [...]