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Tag Archives: Sales

How to Set Up Your Company to Drive the Highest Sale Price – Part 2

by admin on February 25, 2016

Tweet What’s your business worth? Want to know how to drastically increase the amount a buyer will pay you? A few years ago, I introduced a friend to an M&A firm. His company was doing about $30 million in revenue and he was really hoping to sell for $50 million. In the end, he sold ...

Quick Guide: How to Sell Your Company for the Highest Price – Part 1

by admin on February 22, 2016

Tweet   If you want to increase the value of your privately held company, it’s not just about profits. While profitability is critical, there are other factors that can elevate your company’s valuation when it comes time to sell. Three years ago, I introduced a CEO to an awesome M&A firm. They helped package his ...

The Keys to Building an In-House PR Team

by admin on July 25, 2012

Tweet If  you’re reading this article, you’re probably interested in performing PR functions yourself, or in hiring team members to do so (or both). It will help you find the right people to execute the PR sales role in your organization, and secure free publicity for your company.Even though this falls under the category of ...

Cancel the Reservations & Tee Times? Yes.

by admin on June 11, 2011

Tweet Taking a client or prospect out to dinner is pretty standard business.  If you want to grow business, you need to wine and dine clients, right?  Nothing radical about that concept. How could anyone poke holes in this centuries old business practice?  Well, a friend of mine recently challenged me on this and asked ...

The Reverse Sell

by admin on May 03, 2011

Tweet When interviewing job candidates, use what I call ‘The Reverse Sell.’ It involves being in a position of power throughout the interview and getting the candidate to sell themselves on the company and also on their skills in handling the job. When the interview is over, if the candidate is more excited than ever ...

Recession Tip: Hire Sales People

by admin on April 18, 2011

Tweet While all of your competitors complain about the economy, and spend their time reading every article that confirms their fears, go in the opposite direction. When companies start laying people off, the great employees fear for their jobs. If you’re hiring salespeople when everyone is laying them off, the positive buzz that you’re still ...

Recession Tip: Start Stealing – Legally

by admin on October 26, 2010

Tweet During recessions, consumers are extremely cost and service conscious.  Customers will switch from your competitors right now for the smallest discounts or friendly nod in their direction. You can’t go so far as predatory pricing, but in a slowdown, virtually everyone is looking to save a buck.  So target your competitors’ customers and start ...

Fire Some of Your Customers

by admin on June 02, 2010

Tweet Eighty percent of your results come from twenty percent of your clients – as a business coach, I always advise CEO’s to at least fire the bottom twenty percent of your clients (they’re sucking up eighty percent of your time). Feels odd to be thinking about getting rid of some of your revenues at ...

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