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Business Development & Sales Resources

Advice and tips for anyone serving in a sales, business development, or revenue growth role.  Best practices, leadership thoughts, and resource recommendations to help you grow the top line revenue of your organization.

Leadership Thought #448 – If What You Are Doing Isn’t Working, Then Try Something Else

One of the most frustrating and disheartening things that someone in my position has to deal with are leaders who have a tendency to ignore reality and follow a flawed strategy or other key decision off a cliff. Pride almost always gets in the way as he/she thinks that changing course would represent failure or unnecessary pain. Usually there is a difficult decision that has to be made about people, finances or the current business model (sometimes all three). The inability to make these types of decisions tends to lead to one outcome – failure. A reasonably competent leader may delay the timing but the end result is inevitable.

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Leadership Thought #446 – Focus on The Conversation Not The Distractions

I spend a majority of my work life in meetings or one on one conversations. It never ceases to amaze me the different attitudes people have about basic communication and meeting etiquette. We’ve all read countless article about the importance of “being present” and minimizing distractions, but I’m not sure the message is sticking. Moreover, I haven’t seen one article that supports the premise that multi-tasking makes you more effective as a leader. In fact, it is quite the contrary.

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Leadership Thought #422 – Are Your Customers Happy?

There is no better business strategy than creating delighted customers. I am just back from a conference in Mexico held at the Fiesta Americana in Cabo San Lucas, Mexico.  It was a very enjoyable experience.  It has been a while since I felt this valued as a customer.  Every employee of the resort I interacted

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    Favorite Articles

  • A Growth Strategy that Creates and Protects Value

    For organizations to truly innovate and grow, leaders in every role and at every organizational level must be attuned to how they are creating new value while simultaneously protecting existing value. Just as a soccer coach must simultaneously pursue both scoring and defending, leaders must constantly focus their attention on opportunities to create value — […]

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  • How Fast Should Your Company Really Grow?

    Growth—in revenues and profits—is the yardstick by which the competitive fitness and health of organizations is measured. Consistent profitable growth is thus a near universal goal for leaders—and an elusive one. To achieve that goal, companies need a growth strategy that encompasses three related sets of decisions: how fast to grow, where to seek new […]

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  • The How-To: Ending The Year On A Business High

    Many businesses struggle to convert inertia into potential energy at the start of a new calendar year. But just imagine if you could close the business year on a high with maximum energy and enough momentum to carry you into the next. One of the best ways to end the year on a high is […]

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    Helpful Websites

  • Tome

    Unlock your best work with Tome’s AI-powered story telling app to create business presentations and marketing collateral.

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  • Growth Institute

    Professional development resource/community for leaders looking to scale their business.

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  • USA Data

    Innovative marketing software that uses machine learning algorithms that help businesses optimize their capacity utilization by market and service, while earning new customers more profitably.

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    Reading Excerpts

  • On Leadership and Business Book Excerpts Sections 3-5 by Ed Robinson

        “Leadership is lifting a person’s vision to high sights, the raising of a person’s performance to a higher standard, the building of a personality beyond its normal limitations.” —Peter Drucker   Part Three: It Takes Vision If you ask the average employee of the typical company why the company exists, what sets it […]

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  • Influence: The Psychology of Persuasion by Robert B. Cialdini

    Chapter 1 – Weapons of Influence They (ethologists) have begun to identify regular, blindly, mechanical patterns of action in a wide variety of species…Called fixed-action patterns, they can involve intricate sequences of behavior… A well-known principle of human behavior says that when we ask someone to do us a favor, we will be more successful […]

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Interested in learning more about leadership?

Ed’s books on Leadership, Life and Business will elevate your knowledge and give you the confidence to apply it to your personal and professional life.