Last month you had a healthy looking pipeline. So healthy you stopped actively prospecting and had to focus on meeting prospects, analyzing needs, and moving people through the funnel.
Now you are working on three to five hot prospects that just won’t close.
They were super excited at first. Now your leads won’t return your calls and emails go unanswered. You’ve even tried contacting other people in the organization to figure […]
Your prospects naturally compare your business to what they perceive as your competition. If you want to get leads and acquire customers efficiently, you have to choose your market and ideal clients carefully.
It turns out how we feel about our achievements is relative to how we measure ourselves. How we perform in the future, is impacted by how we relate to the results of the measurement.
Harvard or MIT
If you graduate at the top […]
Arsheen Dhalla has been busy doing remarkable work in Zanzibar through the Daraja Foundation. Daraja means bridge in Swahili. During one of her infrequent visits to Calgary, I had the pleasure to sit down with her and listen to her story. There are many stories to tell. For the third video in the series, we decided to focus on business skills and the bicycle empowerment center.
The first time Arsheen traveled to Zanzibar in this volunteer capacity, her work primarily focused on an orphanage and a local […]
Are you holding both the business and your marketing team accountable for marketing results? Wise business leaders understand that effective marketing amplifies the message the company is already putting out – the two must be in sync.
Know What You Control
Three things that you control determine your perceived position in the market include your
- Business strategy and how well you execute on it,
- Company culture and the people who make that culture, and
- Business processes and […]
Most small businesses start with someone who has an innovative idea, or at least the desire to build a business around what they do. In most cases, these entrepreneurs fall into sales out of necessity. You either figure out how to get more clients, or you fail.
Our story started this way. Early successes led us to underestimate the power of mastering marketing and sales, both the skills and the […]
Most businesses seem to hit trade shows as if they are a necessary evil for lead generation. They do what is needed, but don’t try to stand out. At a time when budgets are tight and trade show attendance is dropping, is this approach wise?
As I was walking through the Global Petroleum Show here in Calgary on Tuesday, I was struck by a few insights.
Fitting In – The 80/20 Rule
The key to being the ultimate survivor in business in an extremely competitive landscape is to have a strategic plan. These five components will help you thrive.
Before I stopped watching television, I used to watch Survivor. One of my favourite scenes was an episode where Rupert stole shoes and other items from the other tribe, and then they used the pirated loot to trade for more useful – and untraceable – […]
Arsheen Dhalla has been busy doing remarkable work in Zanzibar through the Daraja Foundation. Daraja means bridge in Swahili. During one of her infrequent visits to Calgary, I had the pleasure to sit down with her and listen to her story. There are many stories to tell. For the second video in the series, we decided to focus on Amina’s business story.
The first time Arsheen traveled to Zanzibar in this capacity, her […]
Most small and mid-sized businesses cannot clearly define the process they use for successful sales. This lack of clarity severely limits the growth potential of an SMB. Here’s why.
I didn’t say YOU can’t sell. If you’ve been in business or sales for a few years and are still around, you’ve probably figured something out that works for you.
In fact, I haven’t met very many business owners who don’t think they can sell or at least have someone on […]