Category Archives: My perspective

Even though the economy has forced many to re-evaluate business models, I find that some business owners still have their head in the sand when it comes to change. Evidence of that comes from declining revenue with no attention to what customers are actually buying. I’m reminded of the story of the hole in theContinue reading “Business Owners need to be change agents”

I’m a big believer in developing systems, and nowhere is this more important that in the sales cycle. It’s not rocket science–but at the same time, I have yet to encounter a business owner that can truly articulate the number of suspects needed to generate prospects, and then how many prospects they need to closeContinue reading “The Blue Sky Prospecting List”

I recently read QBQ! The Question Behind the Question: Practicing Personal Accountability at Work and in Life by John G. Miller and I recommend it to eradicate “blame, complaining, and procrastination” from the workplace. The biggest takeaway for me was Miller’s assumption that today’s business culture lacks personal accountability, and that many people blame othersContinue reading “Book Review: QBQ! The Question Behind the Question”