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7 Steps to World Class Customer Service

By | Business By The Book, Organization & Strategy, Sales | No Comments

“Where’s the Beef?” Clara Peller made an indelible impression on television viewers in a 1984 Wendy’s commercial playing the part of an elderly fast food patron who wasn’t happy with her meal. You can find the original commercial on YouTube. Clara and her friends are standing at a restaurant counter eyeing their food order, a tiny burger sitting atop an immense bun. Suddenly, Clara bellows, “Where’s the beef?” There was something irresistible about the diminutive octogenarian snarling at the fast food chain’s competition. Wendy’s credited that ad with helping boost sales 31 percent and profits 24 percent in 1984. Furthermore, the…

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10 Ways Sales Managers Fail

By | Business By The Book, Leadership, Sales | No Comments

Just like sales, sales management requires training. It’s an uphill battle to walk into such a complicated role and see success without any help. Unfortunately, far too many organizations take their top performing salesperson and turn him or her into a sales manager. Other organizations just hire someone for the Sales Manager position and say, “go do it!” That simply doesn’t work. It doesn’t work because – more often than not – we see sales managers (veterans and rookies alike) making mistakes. Here are 10 ways Sales Managers fail: Unilaterally raising quotas on star performers… or making quotas impossible for…

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5 Things High Performing Sales Managers Should Be Doing with Excellence

By | Business By The Book, Leadership, Sales | No Comments

The sales manager plays a critical role in determining a sales organization’s success or lack thereof, and that pressure and responsibility requires a unique personality and the willingness to wear many hats. Leading a sales team to high performance levels isn’t a “one size fits all” task, as successful leadership in one company’s culture may not produce the same result in another. High performing sales managers are skilled in adapting their leadership style to fit the needs of their unique sales team. While this flexibility is key, there are 5 things that every great sales manager should be putting to…

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3 Questions Most Entrepreneurs Fail to Ask

By | Business By The Book, Organization & Strategy, Ownership & Purpose | No Comments

Walk through any local neighborhood, and it’s quite obvious that small business is having an impact on that particular community, while at the same time fulfilling an important role in the global economy. All across the globe, there are literally thousands of businesses being created on a daily basis. For some entrepreneurs, it is a “lifetime dream” to be able to own something that they can call their own. For others, it is an “opportunity to survive” in times of struggle. According to statistics from the U.S. Small Business Administration and the U.S. Department of Labor, only half of all…

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Is Your Brand Selling A Lie?

By | Business By The Book, Marketing, Sales | No Comments

On September 12, 1940, 18-year-old Marcel Ravidat scrambled through a tiny hole in the mountainside in Southern France. Just inside the mouth of the cave, Ravidat lit a grease gun from the garage where he worked and slowly walked deeper into the cavern. As the faint light from his makeshift torch crawled across the walls, he noticed a flicker of color. Marcel Ravidat shifted the light to get a better look and consequently discovered one of the most exquisite examples of prehistoric art in the world, the 17,000-year-old Lascaux cave paintings. Besides being some of the best preserved prehistoric cave…

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Innovation From a Peanut

By | Business By The Book, Leadership, Ownership & Purpose | No Comments

By Joel Montgomery When I was young, I said to God, ‘God, tell me the mystery of the universe.’ But God answered, ‘That knowledge is for me alone.’ So I said, ‘God, tell me the mystery of the peanut.’ Then God said, ‘Well, George, that’s more nearly your size.’ George Washington Carver was born into slavery in 1864 on a farm in Diamond Grove, Missouri. Carver was raised by his white masters, Moses and Susan Carver, and from an early age he had a fascination with plants. George Carver hungered for knowledge and when there was no school for black…

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Six Steps to Running a Successful Business

By | Business By The Book, Ownership & Purpose, Uncategorized | No Comments

It should not be a surprise to anyone that the entrepreneurial spirit is what drives America. According to statistics from the U.S. Small Business Administration and the U.S. Department of Labor, small businesses and start-ups are responsible for creating two out of every three new jobs in the country.   And more than half of all working Americans own or work for a small business. However, it is also true that statistically, only half of all new establishments survive five years or more and about one-third survive 10 years or more.  If you already have a business or thinking about having…

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Selling by the Book

By | Business By The Book, Sales | No Comments

Ask most people what they think of salespeople, and the best response you’ll often get is, “My mom told me if I don’t have anything nice to say about someone, just don’t say anything at all.” That is hardly a compliment. Why are customers so reluctant to say nice things about salespeople? Why is there this strong sense of dislike for the sales profession as a whole? The answer lies within the system of sales strategies that are prevalent today. Most sales strategies are designed to take advantage of the customer and denigrate the salesperson. The perception in the typical…

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Is Bronze Age Debt Forgiveness Relevant Today?

By | Business By The Book, Organization & Strategy, Ownership & Purpose | No Comments

“The rich rule over the poor; and the borrower is slave to the lender” – Proverbs 22:7 On September 17, 2011 droves of young people entered Zuccotti Park located in the Wall Street financial district of lower Manhattan to protest the growing inequality and wealth distribution in America. While the movement was far from spontaneous, in fact it was launched by Adbusters, a Canadian magazine, and promoted by a Manhattan-based PR agency, the reality remains that income inequality is on the rise at a staggering pace. Did you know that the 85 richest people in the world have as much…

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Discovering Conscious Capitalism

By | Business By The Book, Organization & Strategy, Ownership & Purpose | No Comments
Conscious Capitalism

“Business is good because it creates value, it is ethical because it is based on voluntary exchange, it is noble because it can elevate our existence and it is heroic because it lifts people out of poverty and creates prosperity” – John Mackey In 1978, two idealistic twenty-somethings launched a natural foods store in an old 3,000 sqft Victorian house in Austin, Texas. Two years later, John Mackey merged Safer Way with the founders of a natural grocery in Clarksville to form the first Whole Foods Market. Prior to becoming an “evil” businessman, Mackey embraced Eastern philosophy and progressive thought. He…

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