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The best way to demonstrate value is to increase your value to your buyer. You can differentiate not only based on what you deliver, but how you sell. Deliver value, not subservience. Read More

After working for over 20 years on various projects simultaneously I have tried to figure out the very best To Do system. I have done the hacked Get Things Done, Franklin Covey binders that were so stuffed that you couldn't... Read More

Self-discipline is the cornerstone of effectiveness in sales. Here are 7 methods for building the self-discipline and the strong foundation for success in sales. Read More

If and when you ever find yourself in a crisis situation, the best thing to do is come clean, admit your mistakes, apologize, and talk about the steps you’ll take to make amends. Most important, though, is that you must truly show a sincere compassion for those you’ve hurt. I’d rate Tiger’s “performance” during his public apology as a C+ since I wasn’t convinced that his statement came from the h Read More

There have been several articles on the net recently suggesting that writing a thorough business plan might be a waste of time. What is the real truth and are there exceptions? Read More

In these tumultuous economic times, small business owners need to find ways to squeeze more value from every dollar invested. One of the larger expense lines is advertising. So why not start here? Read More

What is Culture? Here are some great definitions of culture taken from Cross-Cultural Twitter Interviews of cross-cultural and international people on Twitter Read More

Great employees who give superior customer service, have a consistent professional appearance and keen knowledge of your service or product are one of the best investments you can make in your business. Read More

I read a blog post yesterday declaring the death of direct mail and found my inspiration to write this blog post. I am a firm believer in a multi-channel marketing approach; although direct mail is my business, I also market via my blog, my e-newsletter, Twitter, LinkedIn and old-school face-to-face networking. To demonstrate that direct mail is not in fact dead, I received permission from 2 cl Read More

Anyone contemplating doing business with you will go to Google or another major search engine and research you, your key executives and your company. What they find in the search results will determine whether you have a new client/customer or whether that potential client has been driven away by negative comments and an overall negative perception of you, your company and your executives. Read More