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SMB Journal

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Let’s Talk About Leadership.

By | 2017-06-13T01:25:03+00:00 June 13th, 2017|Business Leadership, Leadership, Leadership Development, Organization Leadership, Thought 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 [...]

Tips on Great Customer Service

By | 2017-06-06T19:24:56+00:00 June 5th, 2017|Industrial-Sales|

How would you react if… … you got a call from your car dealer service manager a week after having some repairs done just to make sure everything is okay? You got a call from your doctor the evening after treatment just to check up on you. You got a questionnaire in the mail from a [...]

Bring your customers new revenue.

By | 2017-06-06T16:58:02+00:00 June 5th, 2017|Best Practices, growth, Industrial-Sales, revenue, Sales & Marketing, Sales Process, Sales&Marketing, Thought Leadership|

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 [...]

Business Lessons From My Garden

By | 2017-06-06T21:10:27+00:00 June 5th, 2017|Industrial-Sales, Leadership|

Today I am fixing my garden… Back in May of this year, I started a garden. It was a lot of hard work, but good honest work; the kind that makes a guy really sweat, fall asleep quickly at night and take a lot of pride in. I planted potatoes, carrots, peas, kale, beets, onions, [...]

The Tomatoes Ate Your Profits

By | 2017-06-06T18:52:04+00:00 June 5th, 2017|Best Practices, growth, Industrial-Sales, Leadership, revenue, Sales & Marketing, Sales Process|

Here is a tale of how to not lose your lunch and your profits.  I was in Calgary touring some operations when I had the chance to meet a potential new sales representative. An arrangement was made to meet at the local eatery and have a “get to know you” meeting. The meeting was going as [...]

How To Build A Customer Service Star In Two Seconds

By | 2017-06-06T21:25:59+00:00 June 5th, 2017|Best Practices, Business, growth, Industrial-Sales, Leadership, Thought Leadership|

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

By | 2017-06-06T19:20:54+00:00 June 5th, 2017|Best Practices, Business, Industrial-Sales, Leadership, revenue, Sales & Marketing, Sales Process, Thought Leadership|

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

By | 2017-06-06T19:20:02+00:00 June 5th, 2017|growth, Industrial-Sales, Leadership, revenue, Sales & Marketing, Sales Process, SMB, Thought Leadership|

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 [...]

Are You Prepared To Handle the Unexpected?

By | 2017-06-06T18:44:05+00:00 June 5th, 2017|Leadership, Sales Process|

I don’t know if you know this but your natural state is that of joy and inner peace. Everyone is born in that state. It’s your responsibility to make sure that you stay connected to that state throughout the course of each day. It’s your humor being’s™ job to help you stay connected. Your humor [...]