Posts by admin

Sales Tip: Become A Champion Listener

»Posted by on Sep 7, 2011 in Personal Development, Sales & Marketing, Sales Training | 0 comments

When I was just starting out as an investment salesman, many years before computers and the Internet, I had a personal meeting with a prospect that proved much more valuable to me than the no-sale that resulted. My company in those days invested heavily in return postcard advertising inserts in Reader’s Digest, perhaps the most widely circulated magazine at that time.  The returned postcards were distributed to the company’s salespeople all across the country. I followed up on one of the cards, setting an appointment at the home of a woman, who turned out to be an elderly widow.  She was very...

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Sometimes You Have To Just Bite The Bullet

»Posted by on Sep 6, 2011 in Management | 0 comments

Do you know in your heart that you have a problem?  It’s a big problem, and something needs to done about it, because it is going to get bigger if left alone. Wasting time can be fatal when change is needed. Sometimes you have to just bite the bullet. Here is a three-step plan to make big changes: Stop procrastinating.  Face your problem head on. Before changing things at the bottom or in the middle, look at what needs changing at the top. Replace an executive-only leadership team with a diverse leadership team from all parts of your company or division with a mix of management and workers.  Give this...

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Is Your Business Too Dependent On You?

»Posted by on Aug 24, 2011 in Business Growth, Management | 0 comments

Building a business is similar to raising children. As a parent, you should remember that your children are just passing through your life on the way to their life. At some point, you must let them go. It should be the same with your business. You should build your business with the goal of having it demand less and less of your time until the day when it no longer needs you on a day-to-day basis. With children, if you continue to direct their lives after they leave the nest, you’ll cause all kinds of trouble. You could possibly ruin the relationship, by not allowing them to develop in their own...

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Profitability: The Top Line; The Bottom Line

»Posted by on Aug 17, 2011 in Business Financial Planning, Business Growth, Growth Strategies, Management, Sales & Marketing, Sales Training | 0 comments

Before a business has a bottom line (profit), it must have a top line (revenue). Sales and marketing generate revenue; cost controls and performance measurements (metrics) determine the profit. In tough economic times, business owners discover that the first thing to suffer is the top line – sales.  They can cut costs and measure results until the cows come home, but they will not have a good bottom line without a strong top line. Integration of marketing, sales, cost controls, and performance measurements are necessary to foster profitability for any business. To make sure profitability is a rising...

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Do You Want To Sell Your Business or Just Sell More Business?

»Posted by on Aug 14, 2011 in Business Growth, Coaching, Management, Sales & Marketing, Sales Training, Selling A Business | 0 comments

I’m often asked, “Harvey, what do you do?” My answer is, “I help people sell their business, and I help people sell more business.“ That may sound strange, but it isn’t.  More than 80% of businesses cannot be sold for any price, not even by skilled business intermediaries. The main reason they cannot be sold, is their sales volume isn’t large enough to attract a buyer for the business. Many businesses don’t even have a salesperson, much less a sales manager. Those businesses are dependent on customers walking in the door, calling on the phone, or sending an...

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