by Jim Schleckser | Mar 12, 2024 | Entrepreneur, Growth, Marketing, Sales, Strategy
Numerous examples exist of management processes built on flawed assumptions. These often lead to misallocation of resources and wasted effort. In pursuit of elusive goals, management can inadvertently tie the organization in knots. The biggest fallacy along these...
by Jim Schleckser | Jan 16, 2024 | Entrepreneur, Marketing, Negotiation, Sales, Talent
Having insights into the potential revenue and sales potential a prospective client could generate proves invaluable when evaluating a sales opportunity. This understanding allows for a more accurate assessment of whether the company can financially accommodate your...
by Jim Schleckser | Aug 30, 2022 | Business, Growth, Marketing, Sales
Locking in Your Customer Acquisition Strategy The general rule is that you can spend more — as a percentage of your sales price — to acquire a recurring revenue customer than someone who is a one-off. But how much should you spend? And just as importantly,...
by Jim Schleckser | Aug 30, 2022 | Business, Decision Making, Negotiation, Sales
A Lesson From Sales When a salesperson uses the power of silence in a negotiation, it adds pressure to whoever they are negotiating with. Salespeople are gregarious and like to talk to people and fill any space. It’s part of their charm and an effective way to...
by Jim Schleckser | Aug 16, 2022 | Business, Entrepreneur, Growth, Sales
It is so vital to what drives customer churn. Some might say it’s the one measure that tells you whether your company is successful. In any subscription business where customers make recurring monthly payments, such as a software-as-a-service app, newsletter,...
by Jim Schleckser | Jul 5, 2022 | Business, Decision Making, Entrepreneur, Negotiation, Sales
One of The Negotiation Tactics You Must Know How to Handle If you have experience, one of the negotiation tactics you may often see used is “the nibble”. This occurs after you’ve shaken hands to close a deal, and just as you’re getting ready to sign...
