12 Things that Define Consultative Sales People

Twelve things that define a consultative sales person 1. They improve the client’s position – a business level improvement. 2. Product is never the business driver; it is simply a tool being used in the improvement process. 3. Money is not at the center of negotiations, likelihood of successful improvement is. 4. Discovery is an […]

Will you Walk Away?

Will you walk?  I’ve been writing about fee setting, and no fee setting series would be complete without facing the reality of a failed negotiation.  If you’re not willing to walk away from the business, you have no business negotiating.  Once the client perceives your willingness to discount, they’ll require it as part of every […]

Hiring Great People

Jim Collins tells us in his book, “Good to Great”, that successful business planners start by assembling a top-notch team, and then figure out what they will actually do for business.  The people matter, and the best offerings will fail without great people.  This Friday at 11:30 I will be addressing this critical issue – […]

I’m too small to worry about security

“The victims are mostly small to midsize organizations using online bank accounts supplied by local community banks and credit unions, FBI analysis shows.” Small businesses are big targets!  “The reason they’re going here is the controls are antiquated, and a smart program can often get the money out.”  In other words, criminals and hackers know […]