There must be 50 ways to leave your customer

Do you love your customers? Do they know it? And more importantly do they love you? If you love your business than you’d better love your customers. They are the ones who allow you to do what you love. Without them it is just a money-losing hobby. You don’t need to love all your customers. Some you like and others ... Read More »

Death Of Salesman 2.0

Ah, the poor 21st century sales professionals, if he/she is not getting it from their manager, they are being squeezed by what he thought was a “loyal” customer, wringing yet another concession to ensure they keep the business. As if all that were not enough, there is always a sniper, pundit or sales expert ready to threaten their existence and ... Read More »

It Could Be Pretty Lonely At The Top

It Could Be Pretty Lonely At The Top I’ve been asked numerous times by my business partners what the difference was between mentoring and coaching. While coaching is short term, performance driven and task oriented; mentoring is relationship oriented, long term and development driven. Coaching is used when an organization is seeking to develop its employees in specific competencies using ... Read More »

How To Know It’s Time To Fire Your Employee?

Letting an employee go is not easy.  In fact it’s one of the hardest tasks a business owner is faced with when dealing with human resources. After all, you are handling the other person’s livelihood. It makes it even harder when you know that the person is facing difficult personal issues.  In addition, the fact that this situation is also ... Read More »

Interview with Edge to Epic

Edge to Epic offers all Canadian VARs, MSPs and ITSPs their membership benefits through VAR Office Suite. It is FREE. There is a variety of benefits ranging from health insurance to discounts on flights. For example, Small business owners with 5 employees or less, typically cannot get great deals on health insurance but through one of their programs fees start ... Read More »

Eight Keys To Building Better Relationships With Your Customers

Sales, one of the oldest professions in the world, and for thousands of years very little has changed. Traders ventured across the seas, across deserts and mountain ranges to obtain goods to bring back to their customers. The industrial revolution of the 19th Century started to alter the production of goods. Factories started to pump out products at an alarming ... Read More »

The 12 Rules Of Time

 1. Have goals Being more efficient with your time is irrelevant if you don’t know how you want to spend it. In managing time, the compass is more important than the clock. Know where you want to go and spend your time on the things that get you there. Many people spend energy trying to be more efficient without first ... Read More »

Find the sweet spot between products and services to increase net profit by as much as 30%

Selling products or services that carry a higher gross profit can substantially help bottom line performance. In many cases, this shift can be accomplished by working with your sales force to change the way they sell. Unfortunately, many sales personnel gravitate toward selling items that carry a lower gross profit because they have conditioned themselves to sell based on price ... Read More »

10 Tips to Establish Stronger Rapport with Your Audience

Rapport with your audience is the secret to connecting, building trust and working together. If you’re selling that leads to more sales. If you’re managing that leads to more cohesive teams. When you don’t have rapport with your audience you are wasting everyone’s time and digging your grave. Start building rapport early in your presentation and reinforce it often while ... Read More »

The Reality Of Prospecting and Rejection

Talk to any group of sales people and ask why they don’t like prospecting, specifically cold calling, and rejection is at the top of the list.  In actual fact, it should say fear of rejection, because all too often they don’t even get around to making the calls to be rejected, the fear of it prevents them from picking up ... Read More »