Traveling the Six “C’s” of Trust

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One of the larger misconceptions among business owners, entrepreneurs, and even customers is that business decisions are primarily made on a logical basis. So, the effort in the selling environment is to share data, facts, questions and answers, etc. back and forth to create a matrix of quantitative assessment criteria. And if it is success and […] [Read More]
Categories: General

Is PETA More Than a PITA?

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While catching up on documentaries recently, I came across a video of a few years ago titled, “I Am an Animal.” The video is an insight into the motivation and tactics of Ingrid Newkirk, the co-founder of People for the Ethical Treatment of Animals (PETA) in accomplishing the goals and strategies of the organization.  While Ingrid and […] [Read More]
Categories: General

Structure Rewards Correctly

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When thinking about building business in the new year, many business owners will consider tinkering with the compensation structures offered to their sales people.  However, there are some caveats to consider when planning how to best create a successful reward and incentive plan that motivates salespeople.  Being ignorant of these warning can lead to less […] [Read More]
Categories: General

Holiday Hints

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This time of the year presents some interesting decisions for businesses to make in terms of what to acknowledge, say, leverage, or ignore.  With so many different constituencies to consider (employees, customers, suppliers, and even competitors), the holidays are fraught with opportunities to stumble.  Employees Employees often come to expect that they will be recognized during […] [Read More]
Categories: General

RFPs are an Invitation to Failure

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It is no surprise to any B-toB (business to business) professional that the business is becoming more competitive and that opportunities are harder to come by with each passing year. So, it is understandable that when the mail brings a solicitation to respond to an RFP (Request for Proposal), that many pounce at the chance to […] [Read More]
Categories: General

So You Are A CEO – Now What?

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Corporate employees making the transition to being self-employed due to layoffs, following their passions or dreams, starting a new business in their spare time to supplement their income, or for any other reason will often take great pride in referring to themselves as the “CEO” of a business. With visions of grandeur dancing in their […] [Read More]
Categories: General

Three Ms

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Melvin Cooper, Mensch, Mentor, Leadership, Love, Business, Lessons, Malloy, Jeffrey Butler [Read More]
Categories: General

Slow Down to Go Fast

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Customers attending any industry conference, trade show, networking event or even a sales presentation are often wise to arrive in battle armor. Sales people seem to have become increasingly aggressive about their approaches. It is as if the collateral damage they leave in their wake is inconsequential because they have been told that sales is […] [Read More]
Categories: General