Archives - August 2016

In sales, you must understand what the core drivers are for a business owner when he or she is making a business decision, especially about buying your product or service. In the business owner’s mind, they are relating everything they evaluate to three key core business drivers: revenue, expenses and risk. They are asking these …

Revenue, Expenses and Risk is What Matters Most If you are a business owner, at the end of the day, you measure your success in 3 ways in terms of affecting profits and business continuity: 1) Did you increase or protect revenue? 2) Did you reduce or control expenses? or 3) Did you reduce or …

Getting People to Embrace Change As a business owner, you know that the business world is ever changing and you must adapt to the new environment or die. You may see the need to change and see all the benefits to change, but your people may not. Even worse, is that they may resist the …