Do You Follow This Sales Rule?
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Do You Follow This Sales Rule?

We’ve talked recently about the importance of having the right mindset and skill set in sales, along with how to work your way through the buyer-seller dance. Once you’ve mastered those, it’s important to look at your level of activity. I’ve sold professional services my entire career. First in banking, then in my coaching practice. Because…

In the Buyer-Seller Dance, Are You Leading or Following?
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In the Buyer-Seller Dance, Are You Leading or Following?

The buyer-seller dance is a metaphor for the dynamic that occurs between buyers and sellers during a sales call. Both parties have their own goals and agendas, and they are constantly trying to influence each other.  Who leads in the buyer-seller dance depends on a number of factors, including:  In my experience, if we don’t…

How to Become the Salesperson People Want to Buy From
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How to Become the Salesperson People Want to Buy From

Having success in sales can sometimes feel easier said than done. It takes hard work, dedication, and a willingness to learn and grow. It also takes the ability to overcome rejection and setbacks.  I was asked by a former coworker in banking to provide sales training to their commercial bankers. Because I had run sales…

Selling: It’s Not About You, It’s About Them
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Selling: It’s Not About You, It’s About Them

Every salesperson has a big dream of exceeding sales goals, making lots of commissions or incentives, and getting the recognition among peers and executives in their organizations. The problem is when the idea of sales comes up, many of us re-live the experience of the last time we went into the car dealership. We experienced…

ProfitSense Episode 53: Andrew Sullivan, Sullivan and Schlieman Wealth Management, Ken Madren, PermaTherm Inc., and Jim Pursley, Factory Automation Systems
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ProfitSense Episode 53: Andrew Sullivan, Sullivan and Schlieman Wealth Management, Ken Madren, PermaTherm Inc., and Jim Pursley, Factory Automation Systems

On this episode of ProfitSense, we welcomed three accomplished company leaders to delve into various aspects of successful businesses, financial management, and future planning. Andrew Sullivan, Sullivan and Schlieman Wealth Management, discussed year-end financial planning and common issues that prevent people from achieving financial success in retirement. Ken Madren of PermaTherm shared the impact of communication on business…

3 Quick Tips for Perfecting Your 2024 Projections
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3 Quick Tips for Perfecting Your 2024 Projections

Projections are critical to knowing whether your profit and loss and balance sheet forecasts are realistic, especially if you will use these projections to obtain financing or attract investors. Whether you’ve finished your 2024 projections or not, here are 3 tips you need to know to put the finishing touches on your forecast for next…

Ready or Not, Here It Comes
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Ready or Not, Here It Comes

Every business owner has a big dream of selling their business and heading off to see the world. The problem is there’s very little planning that’s been done, leaving the business owner uncertain about the future. Many business owners fall into the trap of the “rolling five years” saying, “I’m planning to retire five years…

What’s Standing in the Way of Our Business Exit?
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What’s Standing in the Way of Our Business Exit?

Every business owner has a big dream for their business and wants to make it happen. But, the economy, industry trends, and taxes can all make it difficult to exit a business. Many business owners are already tired from the Great Recession and Covid, and navigating these external factors leaves them confused and frustrated. We…

3 Essential Steps to a Successful Business Exit
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3 Essential Steps to a Successful Business Exit

A successful business exit can be a complex and daunting process. There are many factors to consider, such as the value of the business, the best way to sell it, and how to ensure a smooth transition. That’s why it’s essential for business owners to consider following these three major steps.  One of the best…

Liquidity Traps to Avoid
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Liquidity Traps to Avoid

“Gazintas”? What is that? “Gazinta” is what I call a “goes into” and your balance sheet is full of them. Your balance sheet is dynamic, not static, and a “gazinta” indicates a change in your balance sheet and the reason. Cash going down “goes into” receivables going up or purchasing equipment for cash or funding…

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