The most common problem sales people are having, and I see this over and over, is...Getting to the alleged point of sale, and running into various unforeseen objections, any one of which ends up equaling no sale. If this is happening to more than 50% of your leads, I recommend the ... Read More

In a world where "more faster" is better, Netflix stands out as a company doing a great job of delivering on their promise to customers-and why wouldn't they with a business culture that actually walks their talk? Starting with leading edge value statements like "Values are what we Value, High Performance, ... Read More

For most of us, where we waste time is not immediately apparent. Obviously if it were, we would correct it. But in the same way that we have employees operating with institutionalized behavior, so too is our view of our own inefficiencies justified, and often with something as innocent as ... Read More

I got a call yesterday from a contractor asking for my help with his business. He said he is a General Contractor, and then he proceeded to tell me the recent history of 26 years in business. Mostly, what he related were his frustrations and problems with his employees, which have ... Read More

I was in a meeting with a company last week when one of the project managers said he was having trouble with one of the lead carpenters he manages, and was wondering if it was wise to have that lead continue to run jobs. The owner stepped in and said ... Read More