Traditional Marketing is Dead! (Is It?)

Posted Leave a commentPosted in Sales & Marketing

Watch video instead.   Hi Folks, Today, whenever you access Facebook, you will see tons of declarations about traditional marketing being dead and digital marketing being the only way forward, with hundreds of “masterclass” being offered to help you jump onto the social media or digital marketing train, or, they claim, you’re going to be […]

How Do You Sell A Ferrari?

Posted Leave a commentPosted in Sales & Marketing

Watch video instead. It has been an interesting few weeks… I met 2 business owners in the hardware industry, one selling machinery and one renting them out, both made very similar remarks about their businesses: I sell/rent Ferrari’s, my competitors sell/rent Proton Saga’s (local Malaysian car brand for those not familiar), my prospects don’t know […]

Efficiency vs Effectiveness

Efficiency vs Effectiveness in Sales & Marketing

Posted 2 CommentsPosted in Sales & Marketing

Hi Folks, Many entrepreneurs I work with mistake efficiency for effectiveness in sales & marketing. Online marketing (social media, google ads, SEO, etc) are usually efficient, easy to automate and you have analytical data automatically generated and nicely formatted for your perusal… are they effective? “Traditional”, or offline marketing (print, salespeople, strategic alliances, direct mailers, […]

You get the team & the customers you deserve

Sales Pitch Done Right

Posted Leave a commentPosted in Personal Effectiveness, Sales & Marketing

Hi Folks, Recently I met a business owner whose main complaint was not being able to recruit good agents/resellers for his business. His business model is recruiting non-salaried salespeople as agents to promote & sell his products. I asked him to pitch me as though I am a potential agent, here is a summary of […]


Posted Leave a commentPosted in Leadership, Personal Effectiveness, Sales & Marketing

Watch video instead. This is possibly the most blunt entry I’ve ever written, but one that will give you tremendous results, should you choose to act on it.Let me explain… Here are some of the most common challenges business owners shared with me… Their teams are not spending their time productively.If you DO NOTHING ELSE BUT JUST […]

Relying on Old Boys’ Network, “Connections” & Past Relationships

Posted Leave a commentPosted in Family Business, Leadership, Sales & Marketing, Succession Planning

This week, I’ll share an extract from our *complimentary booklet, “The 9 Most Common Mistakes Family (& Non-Family)Businesses Make That Prevent Them From Achieving Their Full Potential… And How YOU Can Avoid Making Them“ Mistake #3: Not Having a Systematic Way to Grow the Business, Relying instead on “Old Boys” Network, “Connections” & Past Relationships […]

Profit Pillar + Family Pillar = Successful Family Business

Family Business, The Difference

Posted Leave a commentPosted in Family Business

Building a successful a family business is not the same as building a non-family business. There’s 2 pillars you need to focus on, the Family Pillar and the Profit Pillar. If you only focus on the Profit Pillar and ignore the Family Pillar, or you hope the family side of the business will “take care […]

Making the most of economic downturn

About Economic Downturns

Posted Leave a commentPosted in Leadership, Sales & Marketing

In the 1990s downturn, after long periods of procrastination & fear of the unknown(I was an employee for 2-3 yrs & spent those 20-30 months procrastinating & hating the meaningless games people play at work), I got the push I needed to get started on my own practice… and I have not looked back the […]