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World’s Best Sale Pitch: “My Product will help you Increase Sales”

We’ve spent over two decades in sales, and it’s true – nothing happens until the sale is made. We have a friend who described her sales job as “conveying the value proposition of (her) product to (her) buyers.” There are many books written on the subject of sales, sale techniques, and best closing strategies. We’ve [...]

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Successful Hiring takes Preparation, Permission and Patience

No matter what business you think you are in, you wind up in the personnel management business. Your first hires will require a great deal of your time and energy with no guarantees. Your way may conflict with their previous way of doing things. For the most part, great employees are not found, they’re made. [...]

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Gaining Traction in the Marketplace takes Tenacity and Focus

You may hear about a brand that “just took off.” From our perspective, very few brands just take off. What’s more likely is that they started out small and sometimes took years to gain traction. As we’ve said many times before, it’s not the quality of the product, the price, or the demand so much [...]

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Grow Your Business Faster by Sharing the Wealth

Henry Ford used to say he’d rather have 1% of what a hundred others made working for him, than 100% of what he made by himself. Some business owners want to have it all, but in the process, cut off the very folks they need to get what they want. Our business colleagues have chastised [...]

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B2B or Not to Be? That is the Question!

We often hear, “Oh, we’re B2B (business-to-business), so we don’t have to worry about customers at the general public level.” The fact is, you do. It is an erroneous assumption that B2B is somehow insulated from the source of most income, the general public. If your client goes out of business, your B2B loses that [...]

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A Solid Business Foundation is Necessary for Success

When you build a house, the foundation must be laid strong and straight. If it’s not, the framers try to make up for it. When they can’t, the drywall guys try to make up for it. When they can’t, the painters try to make up for it. When they can’t, you’re going to have to [...]

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Improve Your Chances of Success by Starting Small and Carefully

As long as your product is not in a specific market or retailer, it can’t be discontinued. Once you are discontinued you may never get back. You’ve got one shot. Take careful aim and hit just one bullseye at a time. The shotgun approach may get you more distribution in the beginning, but, due to [...]

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Winning Distribution Strategies

Title: Winning Distribution Strategies Location: Sonoma State University, Rohnert Park, CA Successful brand building hinges on diligent management of the 3-tiered distribution channel and appealing to customers at all levels. Houlihan and Jones bring extensive street smarts and proven techniques to attract trade partners and cement their loyalty. This course is designed for owners, national [...]

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The Advantages of Being a Small Start-Up – Part 2

This is the second installment in a four-part series designed to encourage small start-ups by recognizing some of their inherent advantages. Small start-ups face a myriad of challenges. They are undercapitalized, unproven and have no market traction. They are up against the status quo that will use its established power and influence in the marketplace [...]

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Dress for Success (Especially in the Office)

Many companies these days seem to think that they are giving their office staff some kind of a benefit by letting them dress any way they want. Business casual has become casual and casual has become downright scruffy. What happens when Mr. Big walks into your company and your people are dressed in a way [...]

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