April 22, 2013
When it comes to valuing and selling your business, there is probably a huge difference between what you need and what you want. Rick Jones, a merchant banker in Toronto, suggests that one of the most common problems encountered by those selling a business is...
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February 26, 2013
You can’t always tell if something is real. Fool’s gold, Ponzi schemes, green labeling, creative resumes; most of us have been duped at least once by someone who deliberately misrepresented themselves or their deal. A prospective buyer looking at your company...
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January 08, 2013
With apologies to Richard Carlson who wrote Don’t Sweat The Small Stuff (and It’s All Small Stuff), I’d like to suggest that, in sales, the small stuff is important.
Now to be fair, I do agree that we shouldn’t get hung up on things that we can’t change....
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December 21, 2012
Can you build a business based on the precept, “do what you love and the money will follow”? Maybe.
Viewers of the successful TV show Dragon’s Den or its American spin-off, Shark Tank have seen many examples where that advice for entrepreneurs just doesn’t...
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December 11, 2012
How would you define your perfect job?
Would it include independence? The opportunity to dig hard when you want; yet still take time off for important family events? Would you like a job in which continuous learning and ongoing training would be available,...
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November 13, 2012
Thirty-five years ago, while still in my twenties, I grasped a winning idea that a lot of mature salespeople still haven’t figured out. Perhaps, at that time, I had stumbled upon a little known secret; something I learned years later from Richard Koch in an...
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September 10, 2012
Your first response might be to say that salespeople are responsible. You might say the sales manager. Or, you might point out that everyone in the company is responsible for sales.
Everyone could be the right answer. We expect everyone in an organization...
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July 09, 2012
Professional selling must start with the assumption that the salesperson will always put his/her customer’s best interests first. If you are a professional, you have the responsibility and an obligation to help your customers make timely, appropriate...
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September 07, 2011
Do you believe that to earn double the money you have to work twice as hard? If so, you are mistaken. Use leverage in your sales strategy and turn a little extra effort into much bigger results and earn more, but work less.
It sounds good in theory, but...
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August 17, 2011
You may be in limbo about what to do with your business. Do you sell it to a stranger, a supplier, a competitor or your employees? Do you sell it or give it to a family member? Do you just keep it and continue to harvest the income while someone else runs it...
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