The Referral Engine by John Jantsch
I am excited about John Spence coming to speak to our audience on October 28th about “How Successful Companies Take Market Share from the Competition.” I was visiting his website and came across a book review John wrote about the “Referral Engine” by John Jantsch and think you should read his review. Getting referrals is…
Are You Remarkable?
There are many questions you need to ask yourself every day to determine whether or not you are remarkable. Would you be proud of the things people say about you or not? Did you do enough for anyone to notice you or not? Did you stand out in a positive way or not? Would people want to work with you again or not? Would people want to buy from you again or not?
The 7 Strata of Strategy: Growing Your Business
It’s no secret that the recession has decimated the building industry the last few years. But Jeff Booth’s company, BuildDirect.com, isn’t hurting. It sells building materials at a steep discount through its website, thanks to arrangements to ship directly from manufacturers. “It’s almost like an online Costco of building materials,” says Booth, president and CEO.…
Optimizing Sales Force – Common Mistakes
There are two common mistakes companies make that cause them not to optimize their sales force. The first is self-diagnosis. Companies hire consultants to be their experts to help them improve their sales force, but have already decided what needs to be done in advance of the assessment. A CEO may have a lot of…
Confusing Environment and People Problems
If you have not yet read Switch: How to Change Things When Change is Hard by Chip and Dan Heath, put it on your “must read” list. In it, the Heaths refer to a study done by Brian Wansink, who runs the Food and Brand Lab at Cornell University. In the study and his book,…
