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The only 3, no wait…5 ways to grow your business

By on Thursday, January 5th, 2012 | No Comments

The only ways to grow your business If there is a foundational concept behind the SmallBizWithKids blog, “only three ways to grow your business” would be it. But I will add two more for the sake of being different. Here they are: 1) Get more new customers (most companies focus too much on this) 2) [...]

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How To Overcome Price Objections: A Sales Psychology Lesson

By on Friday, December 23rd, 2011 | No Comments

Sell at a premium. Sell to value. Commissioned on margin. Overachieve quota. All clarion calls of sales people, sales managers, executives and small business owners. Here’s a way to overcome price objections and the psychology behind it. Recently, I was in a conversation with a CEO who claimed his team sells on value. When I [...]

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The Trouble With Inbound Marketing

By on Tuesday, December 20th, 2011 | No Comments

Inbound Marketing is great. Or is it? Prospects call you. Cost of sales goes down. What a promise this inbound marketing makes! So what then, is the trouble? No, I’m not talking about ROI measurement. At least not directly. The trouble with inbound marketing is control. That is, you don’t have any control over who [...]

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Match Message to Market for Sales Success

By on Monday, December 19th, 2011 | No Comments

Matching Message to Markets for Successful Selling. They say one is the worst number in business. One customer, one product, one distribution method. Over reliance on one is risky. The opposite is also true. All is just as bad, especially when it comes to identifying and pursuing your customers. Going too broad brings with it [...]

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