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March, 2015

What Keeps You Awake at Night: Sales?

One of the more common business issues that weigh on owners and senior leaders, particularly at night when they should be sleeping, is the ability of their businesses to meet sales objectives. A business is committed to daily expenses that must be absorbed by incoming sales in the form of orders from customers that can be delivered within a time frame to absorb current period expenses and produce a profit.

The Simple Sales Process
The sales process is dynamic, complicated and the lifeblood of the business. A simple form of the sales process is demonstrated by a street vendor selling hot dogs from a cart on a busy city street corner where the owner/operator hopes to encounter enough hungry people walking by to be enticed to buy his product.
Check List
If sidewalk traffic is low, bad weather interferes or people just aren't buying, the owner can make decisions to alter the approach to reaching customers. They can move to an alternate location, move under a canopy if foul weather is present or advertise a special offer to increase sales.

Unfortunately, the owners of many businesses may not be able to enjoy the close relationship with prospective and repeat customers like the street vendor and make immediate changes to the sales process. Typically customers of many businesses are . . . read more.
Mike Brice
Phone: (206)226-1617

Feature Article

Will Your Company Navigate Change or Die?

by Michael Lee Stallard / CEO Advisor

Dominant companies can discover that they have not kept pace with changing market conditions and like Radio Shack fail to change and become less relevant, replaced by emerging companies in tune with the market and customer interests. Why does this happen? Many people who run companies are averse to change.

How do companies avoid this pitfall?

  1. The workplace culture is designed to cope with change.
  2. Cultures of control and indifference do not adapt well to change.
  3. A connection culture provides the right environment to navigate change and diminish the corrosive effects of stress.
  4. Members of a group share an identity based on a mix of vision, mission, values and reputation.
  5. Key attributes of group with a successful connection culture: Shared empathy, understanding and two-way communication.

Is your organization culture in the way of adapting to changes in the market and business environment?

Click here to read the complete article.

Note: Ask yourself the following questions.
  • Do you involve various levels of your team in the development of "your" business culture?
  • Do you have an approachable demeanor that minimizes barriers to communication?
  • Do you share financial data with your team to show them the impact of ideas as they are implemented?

If you are looking for guidance on developing your organization culture contact Mike to learn about the Executive Coaching services available from Brice Consulting for you and your organization.

Leadership Resources

Sales Process: Victor Antonio introduces you to a process to learn How to Sell.
How to Sell Your Product or Service by Designing a Sales Process (7:03 min)

Sales Funnel Management: This video can stand on its own as an inspiring introduction to a meaningful discussion or add value to any other theme or topics you might be addressing.
Sales Pipeline (Funnel) Management (10:15 min)

Leadership: Male CEO's with lower-pitched voices tended to manage larger companies, make $187,000 a year more than their higher-pitched peers, and last in office on average five months longer.
What's The Right Voice For A Leader?

Development: If you've ever shied from asking for help because of fear that you may seem weak, you aren't alone.  It'’s a sad irony that its during the times we most need to ask for help that most people are reticent in doing so.
Asking For Help Is A Sign of Strength, Not Weakness

Leadership: When you've been presented the opportunity to lead people for the first time, it's best for you, your new team, your organization and your career that you have some sort of guide to assist your preparations.
If You Act Like A Leader You Will Think Like A Leader

Technology: When I travel, I still encounter businesses that have not figured out that we see Wi-Fi as our G-d-given right, not an option. This is why nobody smart charges for Wi-Fi.
Why Nobody Smart Charges For Wi-Fi

Sales: The sales profession is going through a transformation. Social, mobile, and digital media are helping buyers become better informed and raising their expectations. And the purchase process has become longer and more complex.
It Takes Marketing Leadership to Drive Sales Transformation

Business Lessons: Two evenly matched teams, and a greatly played game that went back and forth. So what lessons can we learn from such a great game?
5 Classic Business Lessons From the 2015 Super Bowl

Mentor: Ask the most successful people you know how they got where they are and they'll likely mention at least one mentor who helped them along the way.
5 Things to Look for in Your Next Incredible Mentor

Customers: When your customers disclose their personal and financial information to you, they’re taking a leap of faith that you won’t lose, abuse or otherwise mess with it -- accidentally or not. Your customers don’t want you to spam them every two minutes, hawk their info to third parties or, worse, expose it to cyber attackers.
10 Questions to Ask When Collecting Customer Data

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