How to Shorten Your Sales Cycle and Avoid Wasting Time

By | Sales, Startups, Strategy | 3 Comments

If I asked you to name a credit card company that rhymes with latex…”

Could you guess who I’m talking about?

Yes? Got it?

Good, so now you’ll understand the size of the company I was trying to sell to.

The challenge with big companies is that they have all the time, resources and money in the world, so wasting your company’s time isn’t a big deal.

For a small company, this imbalance of resources can mean death.

So to even the playing field, I developed a technique I call the Commitment Fee™. Read More

How to Run a Remote Team – 5 Strategies To Keep Them Productive

By | Community, Leadership, Startups | No Comments

Did you know that Slideshare.net built their product in India?

Automattic (creators of WordPress) – 2,000 people in a distributed team.

Even GitHub (raised $250M+ in funding) has a global team of remote workers.

The future of teams are distributed.

Over my past 3 companies (Spheric, Flowtown, Clarity) and everything in between, I’ve always had world class team members work from wherever they lived.

In many cases we had an office, but not everyone worked from there – and truth was – we just used it to get together and meet with partners.

Now, over the years I’ve learned A LOT about building and managing distributed teams without sacrificing our culture. Read More

7 Live Chat Steps for Startups To Increase Sales

By | Community, Marketing, Sales | 2 Comments

Can you explain your business to someone who’s outside your industry?

That’s been the benefit of having a father who has no clue what I’ve done for most of my career :).

It’s also helped me learn how to explain my company’s benefits to a new customer.

One way to do that in a scalable way is to use live chat on your business site.

A few months ago I was in the middle a of a big sales project and I had chat setup on the page.

After a few days, I finally decided to dive into the trenches.

The experience blew my mind. Read More

The 6 Secrets Of Repeat Business: How To Make More Sales Without Finding New Customers

By | Growth Engine, Marketing, Strategy | One Comment

The other day my furnace stopped working.

The issue is that my wife was trying to change the air filter.

Why?

Don’t ask (she just likes to do those kinds of things, and yes – I realize I’m the man of the house and I should be doing it, but I digress…)

After Renee’s noble attempt at performing advanced furnace surgery…

… we got stuck with a half-opened furnace, and no idea how to piece that sucker back together.

So I called my brother who built my house (he’s kind of a baller, check out his story).

He laughed and asked why the heck I was changing the filter myself?

Why didn’t I have the furnace guy do it? Read More

Don’t Let Your Marketing Get In The Way Of Attracting Bigger & Better Customers

By | Marketing, Sales, Strategy | 2 Comments

Are you proud of the work you do?

Are your customers demanding?

Is there enough revenue for you to do your best work?

When I first met Julie she was trying to stay afloat.

Her agency was doing $800K in revenue but she hated her job.

When I brought her team together, I could tell that everyone was super talented but there was no “energy” in their voices.

All I asked was “Are you able to do your best work?”…

… and everyone quickly said “No!”

So then I asked “What would it take for you to have the time & resources to do so?” Read More

The Power of a Private Facebook Group To Build Your Network

By | Community, Leadership | 4 Comments

My barber blew my mind.

I’m sitting there and he’s cutting my hair and we’re talking about advice and mentorship…

… so I shared with him this silly Facebook group I started that eventually became one of the most valuable resources in my professional life.

That’s when he told me he was part of a similar group with barbers from other major cities…

… and they all connect online to share best practices, resources and stories to help each other out?!

Mr. Ryan Browne – my barber – has a virtual mastermind group?!!!

What? Read More

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