I have spent a lot of time during the course of my career in the sales and marketing field. What I have come to learn over the years is that many sales people share one fundamental trait: they like to talk. In fact, they love to talk. And talk. And talk. They talk so...
Repeat revenue is good, but recurring revenue is great. One of the key messages I hammer home in my book, Great CEOs Are Lazy, is that companies who embrace recurring revenue streams–which are predictable and reliable–create more stable and valuable...
We’re about to head into budget season, the point in the year where everyone starts projecting what they’re going to do next year. As you go about setting your own budgets, consider a few words of caution: Don’t be a hero. What I mean by this is that...
Whenever a business is bought or sold, there’s always a negotiation involved in setting the final price. Typically, the seller tries to maximize the price of the business based on their amazing forecast results while the buyer wants to pay as little as possible...
There are key differences and these factors can help you decide. One of the most powerful ways to develop your skills as a business leader is to join a CEO peer group–which is something I have written about in a prior post. But if you’re sold on the logic...
If you consistently create high-value time – you can double your income If you ask any business person what the most valuable thing they can do is, they all likely have the same answer: work on their billable hours. They’re right- that is the most valuable...
