August 28, 2017

Now that we’ve suggested what owners can do to help sales productivity (see last week’s Coffee), what can the Salesperson do?

It begins with the question, Who is controlling the conversation, you or the client?  You would be surprised. Often the client takes us down som...

August 22, 2017

Before we get into it: can we agree that the major objective is for your prospective client to adopt you as their trusted advisors?

Why? Because this greatly affects how to approach each client introduction and how to make your salespeople more productive. You sell solu...

August 15, 2017

Good CI companies pride themselves on having a “Rainmaker” – that person we count on to make Sales happen. And, what CI business can run without a “Super Tech” that we can go to with any technical problem? But the real Superstar in your business may be the Senior Admin...

August 8, 2017

After observing the best of the best, we offer these seven habits to guide your actions:

1. Have a client-first mentality. Don’t let small financial considerations block your exceptional service mindset. Respond to customer requests with a complete understanding of what...

August 1, 2017

Business Owners are a special breed. Risk tolerant, comfortable in chaos, willing to miss a paycheck or two because, well, things don’t always go the way you want them to go.

The risks are taken and the chaos endured because the rewards are so compelling. You don’t have...

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Business Intelligence Is It Beyond Me?

September 29, 2016

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We have written over 340 coffees in 7 years sharing detailed insights into the CI business.
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