4 Stages of Building Your Customer Herd: Lessons Learned From a Baby Horse

May 16, 2012 by  | Leave a Comment Filed under: Marketing 

In business it’s more important than ever to build your tribe, or your herd. One of our mares here at the Hacienda just had a baby horse. The Hacienda is our working Spanish horse ranch. Getting the trust of a beautiful foal reminds me a lot like earning the trust of a new customer. A (read on...)

Trust My Manager? Are You Kidding Me?

May 11, 2012 by  | Leave a Comment Filed under: Management 

I heard somebody saying this last week to, presumably, a colleague of his. And it made me think and realize that one of the major problems in companies and organizations nowadays is indeed a huge lack of trust. In fact it is a huge problem in our society as a whole, but let’s focus on (read on...)

New Manager or Leader? Don’t Make These Mistakes With Your Team

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

Whether you are a newly promoted manager, recently hired executive or have been in your position for some time, odds are if you are not ahead of the game, you may make one or more of these potentially costly mistakes: Mistake #1: Ignoring the obvious What it looks like: You are the “new (read on...)

How To Be Confident In Selling And Why It Matters

March 2, 2012 by  | Leave a Comment Filed under: Sales 

Confidence is everything when it comes to selling. You must be confident in your product or service and in the solution it will provide your prospect. Anything short of confidence will show and it will compromise your ability to help your client and close the sale. Confidence is an acquired (read on...)

Stop Selling Your Products!

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

Before you categorize me as an idiot, please read on. What is common practice in B2B sales? The sales person meets with the prospect and before you know it he starts throwing around brochures or he fires up good old PowerPoint and let that do the ‘talking’. In other words, the (read on...)

Sampling Makes A Lot of Sense: Do It

February 18, 2012 by  | Leave a Comment Filed under: Marketing 

There is one question that arises more than any other these days: “When do we STOP giving away FREE information and begin charging our fee?” The answer is elementary, or so it seems. “After you establish value, but before you do the work.” I agree with this advice, but I (read on...)

Building Your Online Reputation

February 15, 2012 by  | Leave a Comment Filed under: Marketing 

Consider the following scenario. You have set up your website, your blog has relevant content, your fanpage is up and running and you are tweeting away but your business is not experiencing a strong ROI. What is the problem? What are you doing wrong? Simply put, having all of the online pieces in (read on...)

10 Ways to Earn the Trust of Your Staff

January 18, 2012 by  | Leave a Comment Filed under: Management 

Trust is in short supply, according to a poll by Maritz Research. It found that employees were more distrustful of their organizations’ management than they were one year ago. Maritz cites “poor communication, lack of perceived caring, inconsistent behavior and perceptions of (read on...)

Trust: The Key to Successful Leadership

December 30, 2011 by  | Leave a Comment Filed under: Management 

Trust Trust is generally defined as a reliance on the integrity, ability, or character of a person or thing. Trust is also described as being willing to be vulnerable to the actions of another party. Trust is very important to successful leadership. Leaders who have trusting followers find it (read on...)

Selling Is All About Building Great Relationships

December 9, 2011 by  | Leave a Comment Filed under: Sales 

Many moons ago I was competing for a large computer sale against IBM. This sale was ours to lose and we didn’t plan on losing. Our price was lower, our technology was superior, the service levels were better and there would never be any additional fees for upgrading to a larger system. Yet, (read on...)

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