If I had to sum up the philosophy that influences my coaching, speaking, and writing in one sentence... I don't think I could do it. But one idea that would be prominent: "Having a good process is important, but it's how you engage with that process on a human level that determines the outcome." Or to put it in another, geekier, way: "Systems and processes are necessary for success, but not sufficient in and of themselves". Life Gets in the Way This thought was spurred by my wall calendar that I use to guide and motivate my daily writing. Actually, the thought was spurred by the massive amount of blank days on my wall calendar … [Read more...]
Running a Small Business? Why a Sales Playbook is Key to Growth and Success
One of the first areas that many small business owners look to delegate is sales. Maybe they started their own firm because they liked the providing the service and, but they don't enjoy the business side. Maybe they enjoy selling but it just takes up too much of their time. Or maybe they just aren't very good at it. But a little time spent on creating a sales playbook can go a long way. It's common to want to pass on the sales activities (and headaches) to someone else. They figure that they will just hire a salesperson or two and then be able to wash their hands of any sales activities. It's true that having a robust sales team, … [Read more...]