Six Ways to Profit from Your Winter Vacation

Winter is here, and although it may seem strange given the current outlook, now may be the perfect time to increase the value of your company.

The most valuable businesses are the ones that can survive and thrive without their owner. Consider this: If a buyer will pay a premium for a company that runs on autopilot and levies a steep discount for a business that is dependent on its owner, it makes sense that getting you out of all those boxes in your org chart will make your business more...

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10 Costly Mistakes CEOs Must Fix To Consistently Hire Top Performing Sales Teams

by Cheryl Powers 

Most owners and CEOs want to know how to hire top-performing salespeople for their companies. What they often fail to realize is that what's getting in their way is their process and their beliefs about what top performance means to their specific sales roles. 

A poorly designed, one-size-fits-all process is responsible for sales hiring mistakes that are costing you to forfeit the very best sales talent available to you for each role. And it is...

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Are You Losing Business to Hidden Factors?

by Cheryl Powers

Salespeople come with different levels of skills and competencies but some - even highly skilled sales professionals - have hidden beliefs about how business, life, sales, and money that will be detrimental to your revenue growth if you don't help correct them. Some combinations of self-limiting beliefs can be a sure sign that a salesperson will not succeed in their role, no matter what sales skills or sales knowledge they possess. Being able to spot...

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4 Places to Start When Your Growth Stops

by Cheryl Powers 

Why would two companies in the same industry, with the same financial performance, command vastly different valuations?

The answer can be found in one thing: predictable future business. In other words, how much each business is likely to grow in the future. We call this, growth potential.

Whether you're negotiating with a lender for working capital, considering a merger or acquisition, funding your buy/sell agreement, or determining the per-share value...

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3 Game-Changing Reasons To Offer A Subscription

3 Game-Changing Reasons To Offer A Subscription

by Cheryl Powers

There are as many reasons to offer a subscription service to your customers as there are subscription models. And if we've learned anything from companies like Amazon, Netflix, Dropbox, Salesforce, and others it's that customers value having what they want when they want it.

The days of renting a movie at your local Blockbuster store were replaced by the ATM-like Redbox movie rental, which has now been replaced by choosing...

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Re-Building A More Valuable Business

by Cheryl Powers

In the Beginning

 I remember how I felt in my first business.

I was:

  • Excited about growing my company
  • Determined to positively impact employees and customers
  • Certain I’d run it for the rest of my life

I thought it was the best job in the world, despite the fact that I was working 70-80 hour weeks. I was young, energetic, and ready to take on the world.

It Took Its Toll

A few years of six days a week travel put that in perspective. Soon I was tired and seemingly...

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They Finally Have The Business They Deserve

By Cheryl Powers

Daphne and Tom started their business to serve customers, create financial freedom, and give back to the community they loved.

What they never imagined is 10 years after launching their company, Daphne would still be responsible for revenue and would be her company's top salesperson, while Tom played sales manager to a team of culturally perfect but ineffective salespeople.

Despite hiring dozens of salespeople over the years, none...

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How Covid-19 Changes Sales and Selling

by Cheryl Powers

Everything has changed except the way your salespeople sell, and that's a big problem.

Listen, I love salespeople. I love sales leaders. I love the profession of sales. So don't take this the wrong way because this is coming from a place of real caring.

Your salespeople are missing a golden opportunity.

Salespeople should be doing everything they can to connect with prospects and customers, build trust, forge relationships, and stand out as a valuable and valued trusted...

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How Your Sales Managers Are Keeping You From Having the Business You Deserve - Part 1

By Cheryl Powers

Your Sales Leaders play a pivotal role in a company’s ability to reach targets and satisfy the needs of their customers and their shareholders. 

That means their primary job is to put your products and services in the hands of more of the people who will use them to solve their biggest problems while creating profits for the people who own the company. 

That’s a problem when most sales managers haven't been trained for and don’t qualify for the...

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Stop Falling for Charming Personalities

by Cheryl Powers

"Nothing happens until somebody sells something."

That makes getting sales recruitment right one of the single most important things a company must do to grow. And it's not easy - for many reasons. Not the least of which is that even a terrible salesperson is probably better at controlling the interview than you are. They've done it more and they will focus all of their energy on telling you all the things that make you want to believe that they'd be perfect for the...

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