It’s not like there’s just one method to rule your territory. But the one thing that is critical to all of it, is identifying your area. Identifying your territory. Focusing in on it. Making sure you become a known commodity, so people have the opportunity to choose you. David: Hi, and welcome to the podcast […]

Is customer service really dead? Technology can either help customer service a whole lot, or it can harm it a whole lot, depending on how it’s used. It’s like a weapon. You can use a knife to cut a steak, or you can use a knife to hurt somebody. And I think technology is being […]

What’s your customer acquisition cost? I’ve been accused of being a bit of a maniac when it comes to lead tracking and making sure that we know where everything is coming from. I was a bit of a tyrant about that in previous businesses that I had, because you have to know what’s producing and […]

To monetize your sales pipeline, you need to fill it, prioritize it and tackle it. This whole idea of knowing what to do and not doing it, is rampant. It seems ridiculous. It’s like, “who would do that?” And the answer is nearly everybody does it. And none of us do it on purpose, but […]

To increase sales, profit, cash flow, and personal income, understand that money is always flowing in one direction or another. In a business, it needs to flow in from the customers. It needs to flow through to the employees and to the suppliers and to everybody who is providing you with services. And there needs […]

Knowing how to uncover customer needs is critical. Essentially, Maslow’s hierarchy of needs implies that when one need is satisfied, another one is likely to pop up. Once I’ve got this satisfied, then I’m going to be working on this. And then I’m going to be working on this. It’s human nature. So if you […]

I would say the number one thing that helped me to overcome call reluctance is when I realized the people who are likely to yell or scream or be angry or be obnoxious or belligerent, they’re not the people we’re doing it for. We are doing it for the needles in the haystack. We’re doing […]

Million-dollar ideas don’t always create million-dollar results. Only focused implementation can do that. I remember the day that I got a phone call from a client who said, “Hey, we hit a million dollars in sales for this year. I’m really excited.” It’s a huge thing, because when you’re looking to grow like that — […]