Sorry – You STILL Have To Prospect In Sales

March 29, 2012 by  | Leave a Comment Filed under: Sales 

Congratulations! You’re a new salesperson. You have no contacts, little…if any…industry experience, and the clock is ticking. You’ll have a grace period for awhile while you are being trained, but at the end of the day you’ll have a number to hit. You better start (read on...)



Build Your Organization Like the Steelers

March 23, 2012 by  | Leave a Comment Filed under: Management 

It can be argued that no organization in the National Football League has had more success than the Pittsburgh Steelers. In the “modern era” of professional football, your organization’s accomplishments are measured with one metric – winning the Super Bowl. Nobody’s (read on...)

Stop Overcoming Objections

March 23, 2012 by  | Leave a Comment Filed under: Sales 

In almost every sales training seminar or book on selling ever written, there is inevitably a chapter on “overcoming objections.” They will tell you that these are buying signals or a marker that tells you the customer is really requesting more information. I’m here to tell you (read on...)

Restructuring and Organizing Your Warehouse

February 27, 2012 by  | Leave a Comment Filed under: Management 

Warehouse Organization can seem like a daunting task to take on when attempting to restructure and reorganize your business. Often, the task does not simply involve having the staff come in on a weekend and straighten up. If there are other underlying causes to the disorganization, this will only (read on...)

Unseen Clutter in the Dental Office

February 9, 2012 by  | Leave a Comment Filed under: Management 

When people think of getting organized they are usually referring to the clutter that is stored on the counters, in the corner, on desk tops, and any area where it does not belong. Eventually there is no place left to work so they spend precious time, energy, and money getting organized. (read on...)

7 Tips for Organizing Your Marketing Efforts

December 22, 2011 by  | Leave a Comment Filed under: Marketing 

Joseph Ghabi once said: “Your life will begin changing the moment you decide that you want it to.” I’ve found that the same is true for growing your business. If you want to see different results than what you’ve seen in the past, you must make a heartfelt decision to do (read on...)

Sample Mission Statements

December 13, 2011 by  | Leave a Comment Filed under: Management 

Constructing a meaningful mission statement is, I believe, a very important activity for any business so, in my business management training sessions, we always discuss the importance of having a well-crafted mission statement. I usually start the session by asking people to raise their hands if (read on...)

Tips to Keep Your Business Afloat During the Holidays

November 22, 2011 by  | Leave a Comment Filed under: Management 

Every business owner deserves a break during the holiday season to relax and spend time with their family. And while it is possible for some businesses to completely shut down over the holiday season and reopen again in the New Year, it’s not an option for some. The following are a few (read on...)

Elevating The Facility Manager To The Role Of Asset Manager

November 22, 2011 by  | Leave a Comment Filed under: Management 

The past practice of reacting to emergencies, breakages, and anecdotal information is being replaced with proven capital planning business solutions. A new strategic approach integrates high quality defensible data, rational allocation methodologies, and enterprise-level decision support (read on...)

Managing The Resistance To Change

September 23, 2011 by  | Leave a Comment Filed under: Management 

Change is frequently resisted, even when it would be beneficial to those who resist it. Managements are frequently puzzled by this opposition, and because they do not understand the reason for it conclude that it is the result of obstruction. Yet there are usually good reasons why people dislike (read on...)

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