Phil Reese, vice president of Small Business Payroll Services, LLC in Columbus, Ohio had a problem not unlike what many of you may be facing.
“For a number of years,” Phil says, “we did very well driving new business purely on referrals. But as the economy tumbled, I came to notice that those incoming calls were slowing dramatically…which meant that I had to increase my prospecting activity.”
You know, people with great connections don’t have them by accident. Indeed, when you come across another person who has lots of connections in different places, that asset of “human capital” was built at a price. Someone had to work to build that asset. This perspective is shared with me…
You may have noticed we’ve changed our layout for Market Leadership Journal. We’ve done this to better represent the changes we see in what market leadership means to our clients and readers. Today, we have over 68,000 people in this community.
Ten years ago, there was an independent movie released called The Eternal Sunshine of the Spotless Mind. A blend of romantic dark comedy and science fiction, it’s a story about a couple who, when their relationship becomes strained and unbearable, undergo a process to erase each other–and their history–from their…
Last time I introduced you to Steve Mariotti, a new math teacher charged with bringing a class of unruly inner-city youth up to passing standards for their math exams. An overwhelming problem, and yet Steve decided to aim much higher: he knew that unless these could make a fundamental change…
I had an interesting conversation with an associate of mine involved in Merger and Acquisition activities. We talked about the different buying trends he saw in the last year. He shared that he is seeing an increase in buying activity in the markets he serves. He pointed out there is more money and…
Ask yourself: “What is problem solving?” It’s about making something go away. The “problem” with problem-solving is that if that’s all you care about, then another problem will simply take its place.
A close friend once told me that the biggest challenge to beginning any business or career endeavor is most often “surviving the drip.” It’s having just what you need to get by for TODAY, so you can make it to the next.
Yesterday, we shared How Can Serving Leaders Help Overcome Challenges? on our Developing Serving Leaders blog, talking about how the world’s changing. Today, we begin providing you and your teams with the tools you need to succeed in changing world. I believe we are living in age of incredible opportunity. To succeed…
A while back, a very close artist friend posted a question on Facebook: “Does anyone have any suggestions on how to close a sale?” Apparently, she had been experiencing some frustration with prospective buyers “dancing” around the notion buying her paintings—and not being able to get them to cross the finish line, so to speak.