Training & Development

Strong Culture vs. Weak Culture [+ Examples]

Strong Culture vs. Weak Culture [+ Examples]

Imagine you’re in the office, about to head to the water cooler, when you hear shouting. It’s not an argument; it’s a heated discussion about the company’s direction. In fact, nearly everyone in the office is engaged in some conversation about work. This is what a strong culture looks like. In weak culture companies, on …

Read more

Organizational Culture_ 10 Common Myths and Facts

Organizational Culture: 10 Common Myths and Facts

The importance of culture in business is no longer an avenue for discussion. Every business in existence perfectly accepts and understands that organizational culture is a critical pillar of its success.  There’s just one problem. The idea of organizational culture is highly nuanced because most business leaders define it differently.  For some, they abide by …

Read more

3 Touch Points Of Business (Story, Culture, _ Experience)

3 Touch Points Of Business (Story, Culture, & Experience)

The entire whirlpool of a business’s existence can be expressed into three touch points or points of reference: Their story — what they say  Their company culture — who they are Their experience — what they do Every measurable metric or observable quality that a buyer considers before working with businesses always falls on these …

Read more

How To Close More Sales Deals (Realistic Approach)

How To Close More Sales Deals (Realistic Approach)

Sales and closing are two independent activities. While some may view closing a deal as the tipping point in the sales process, they’re actually quite different. Even if your demo impresses your prospects or all your customer service touchpoints are excellent, closing the sale isn’t guaranteed. The art of how to close deals is all …

Read more

10 Best Questions In Sales (For Clients To Take Action)

10 Best Questions In Sales (For Clients To Take Action)

Myth: “Why do we even need sales questions? If they need my solutions, they’ll buy.” This would be true if you’re the only business around that has what buyerss need, but that’s likely not the case. Especially with tight markets and saturated competitive landscapes like the residential home service industry. In reality, it’s the job …

Read more

How To Build Sales Confidence (So You Won_t Miss Quota)

How To Build Sales Confidence (So You Won’t Miss Quota)

Sales confidence is key if you want to hit your quota. But what is sales confidence? And how can you build it, so you’re more effective with customers? Confidence in sales is the belief in your ability to sell. It’s about having the skills and knowledge to do your job. However, it’s also about sales …

Read more

Do You Know What Your Customer Wants

Do You Know What Your Customer Wants?

“What do your customers want?” You may have been in the business long enough and have served customers many times over.  Have you ever once stopped to consider what consumers within your industry really wanted? It’s no secret that customers are the bread and butter of any business. Without them, businesses would cease to exist. …

Read more

Why Lowering Prices Is Not The Best Strategy

Why Lowering Prices Is Not The Best Strategy

Entrepreneurs who don’t see (or haven’t discovered) the wonders of marketing think that lowering prices is their only competitive advantage. Admittedly, every consumer wants good deals and low prices are indeed attractive at first glance. It’s a bit confounding. First, you want to captivate your market’s attention, so you consider lowering prices. However, you’re reluctant …

Read more

How Customers Buy and Their Buying Process

How Customers Buy and Their Buying Process

The buying process involves all the steps that consumers take to make a purchasing decision. Recognizing the buying process helps your business understand your customers better. You can then use this information to improve your sales and marketing strategies at every touchpoint, ultimately increasing sales. However, businesses sometimes focus too much on the buying process …

Read more

The Importance of Closing ARC on Everyday Sales

The Importance of Closing ARC on Everyday Sales

Most Gurus lump sales and closing together as a single act and I’m here to tell you that they could not be more wrong. There comes a point in every sale where the only thing left to do is secure the business. These actions and behaviors necessary to close a deal require a different mindset. …

Read more