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Before you get to the “wealth creation” part of franchising, you must write a powerful operations manual. This manual has to be your best work. It will be the foundation of your franchise, and you’ll have to live it and breathe it in order to ensure your success (as well as the success of your franchisees.) Read More

The 80/20 rule or the Pareto Effect in sales - There are tasks that you do everyday that take 1/5th of your day and give you 4/5ths of your results. Where do you spend your time to maximize results? How to figure out your 20%. Read More

Sometimes it is hard to tell how your social media activity stacks up. Are you more active -- or less active -- than your peers? Is your target audience likely to be using certain social media over other social media -- say LinkedIn versus video? Are you taking the right steps to build your presence online, or would you get better results if you adjusted your steps? This list of social medi Read More

What can you do when the service/product is not so well known or you have a different audience (market) to get the message to? Well, you could spend a ton of time (and money) doing research, focus groups, analysis, etc. or you could use a tool that has been used very successfully by online bloggers in recent years: keyword research. Read More

Here are 3 steps to boost your lead generation, earn referrals, and land more sales in your local business. Check out this video from John Jantsch Read More

As a writer I thought to myself I am not a salesperson. On second thought all businesspeople are salespeople by default. We must draw others to the goods and services which we offer. I've just learned some great principles for my business from THE BEST salesperson I've ever had the PLEASURE of dealing with! Read More

I've been asked by Charles H. Green of Trust Matters to host the April 2010 edition of The Carnival of Trust. As a sales trainer and management consultant, I believe trust is at the very core of productive sales relationships, whether those relationships are ongoing, long-term relationships (as in the relationship between an insurance agents and her accounts), or very short-term (as in the relati Read More

The primary reason that salespeople fail is that they are salespeople in name only. They fail because they never truly embrace sales. It is this failure to completely embrace sales that prevents them from taking the actions necessary to succeed in sales. Read More

Before Sales 2.0, there was Punk Sales. Malcolm McLaren like many others were able to combine marketing and sales to meet a demand missed by others. Read More

Last week, I had the occasion to visit a major five day trade show, and what I witnessed, I found difficult to comprehend. This article lists the poor performances in evidence on the day of my visit and suggests a number of ways those responsible for managing trade show activities, can improve future ROI. Read More