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As you may read from my earlier posts, the cornerstone of Lean thinking is about value. Every step, every activity is about creating value. Steps and activities that don't create value are waste. Waste detracts from value--it creates cost--for our customers, our companies, ourselves. Read More

Strategic account programs can be very powerful, but make sure they are really strategic in the eyes of the customer. There is nothing wrong with having large customers who give us a lot of money who are not strategic. Read More

I bet that you started your solo small business to make more money. Now that you have your own small business, you want to make even more money. Here are 6 ways for you to increase your bottom line. Read More

If you are an advocate of giving away free things to generate leads, please give this a read and consider these three thoughts to help guide your thinking going forward! Read More

Learn about Cold Calling from America's #1 Corporate Sales Trainer, Steve Schiffman. Some great tips here. Read More

There aren't many elements of selling that cause so much grief as a sales proposal. It seems that many sales fall at this final hurdle. This post will show you how to overcome this and write a sales proposal that works. Read More

There are many people involved in the decision making process, we need to engage many of them, we need to understand how power and influence will be exercised and invest more time (though not exclusively) in those with great power and influence for the specific decision we want made. Read More

Own every lead that comes your way. After all, they’re yours to lose! Whether it’s a phone call, email, website form submission, or patron who walks through your business door, be aware that customers shop around to find the best service provider. Make sure they know it’s you. Read More

2 really important questions you need to ask yourself right now.

It will only take you 10 seconds to read this post and it might just make a difference in how you treat your customers! Read More