What makes a good salesperson? Charisma? Charm? An aptitude for reading other people? What about the ability to crunch data? Culturally, we’ve romanticized the idea of the gifted salesperson as a smooth talker who could charm just about anyone into buying just about anything. While there might be some benefit to having a talented talker […]

Recently I was speaking with a friend who owns a small professional services business. We were discussing how he has a great workforce with employees who produce a lot more than one might expect. Right now he has a team of about a dozen people. He remarked to me, “Once you have a team of […]

I used to work with someone who sucked at phone conversations.   Sure, personal calls to her family were one thing. But she could get enraged on the line with customer service reps or government employees, and when she would cold call leads, the calls went nowhere.   One day she was on hold with […]

When is the last time you bought a lottery ticket?   The majority of people I know purchase them extremely rarely, usually never. They look at a lottery ticket and see a bad ROI. (My high school math teacher called the lottery a tax on people who are bad at math).   Yet with the […]

I hear it over and over again from business owners: “We need a redesign.”   Design is not the problem.   If sales are lagging, business owners jump to the conclusion that the answer must be customers getting turned off by a less-than-sleek or confusing-to-use website.   99 times out of 100 the real problem […]

Pricing your product is one of, if not the most important things you’ll decide in your business. As I like to say, great businesses are built on great margins. So, price too low, and your margins will be too slim. But, price too high and you won’t be able to make enough sales. Your costs […]

I know 200 people that would love to make a quick buck, but only about 2 that are willing to put in the extra time and effort it takes to make a sustainable buck.   Take selling on Amazon: I see lots of people turning to FBA selling as a little side hustle to make […]

I once had a friend contact me, frustrated with his lack of success with an email campaign.   85 people received it, 50% opened, 35% clicked through, and he had $0 in sales.   I had a look at his site. The problem? It was completely impersonal.   The product (doesn’t matter what it was) […]

I see piles of content every day. 80% of what I read leaves me thinking, “What was the point of that?” Most people seem to write and post content with no purpose whatsoever beyond the internet equivalent of enjoying the sound of their own voices, or trying to fill some b.s. post quota or word […]

The first time I hired an assistant did not go as planned.   I was busier than ever, and naturally I thought there would be tons for them to do. After hiring the assistant, I was at a loss. I had no clue what tasks would be best to hand off and had trouble letting […]

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