Who Leads Your Sales Conversations? You or Your Prospects?

This is Part Four on how to build a sales system that works. Read Part One, Part Two, and Part Three here.

When you really break it down, a salesperson who has the highest lead to sales conversions is doing one thing better than everyone else: leading the sales conversation.

If you, in your sales role, or your salespeople are not leading the conversations you’re having with prospects, then the only other thing that can be happening is that the prospect is leading. There are only two options.

Topics: Sales, Strategic Planning, Systemization

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My Reflections on Women in Leadership

As an owner of EMyth and its Board Chair, this is a meaningful time for me. October is National Women’s Small Business Month. My 35th anniversary at EMyth is a few months away, having spent the first 17 years building the company into a global brand with my former husband, Michael Gerber, EMyth’s founder and best selling author of The E-Myth Revisited, and the last 10 years as its Board Chair.

Topics: Leadership

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The Sales Conversation You Don't Know You're Having

This is Part Three on how to build a sales system that works. Read Part One here, Part Two here, and Part Four here.

How well do you know what’s really going on in your sales department?

Whether you’re a solopreneur or you’ve got a team of salespeople responsible for bringing in new business, how much do you really understand about how your sales staff (which might only be you) engages with people introduced to your products or services for the first time?

Topics: Sales

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Are You Open to Getting More Sales?

This is Part Two on how to build a sales system that works. Read Part One, Part Three, and Part Four here.

Isn’t it curious that sales, the lifeblood of every small business, is so damn hard to get right?

You started your business because you believed you could make or do something that other people wanted, but then you struggle to find a way to talk about it with them so they’re moved to say, “How can I get some of that?”

Topics: Sales

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Stop Waiting for the Perfect Salesperson

This is Part One on how to build a sales system that works. Read Part Two, Part Three, and Part Four here.

It’s not hard to agree with the idea that your business needs systems. But, when it comes to sales, small business owners often have a lot of difficulty really getting behind creating a comprehensive sales system or sales process.

Naturally, nobody wants their salespeople to sound ‘canned.’

It’s much more thrilling to dream about finding salespeople who will just know how to bring in your best customers and create exponential growth for you because they have that magical gift of getting people to buy.

Topics: Sales

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A Day in Your Life

The day you decided to stop working for anyone but yourself was probably glorious. No one to tell you what to do and how to do it. Life suddenly had promise, imagining yourself spending every day doing the work you’re passionate about. Until… until the day you realized that instead of your boss dictating how you did one thing, now you had a dozen things coming at you that you weren’t counting on and, frankly, didn’t know how to do: sales things, customer things, employee things, money things, production and delivery things. And, the saddest thing is that you found yourself with as little control over your time as you had before you went into business for yourself.

Topics: Leadership

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Have You Said No Today?

John Lennon gave us, “Yes is the answer,” and I get what he means. He was talking about saying yes to love, embracing life, and seeing opportunities instead of limits—all important and valuable in building the kind of world we want to live in. But what about saying “No?” Is there a place for that, especially in your business? Have you ever taken a moment to consider what you really want and need to say No to right now?

Topics: Leadership, Management

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The Best Employee Retention System for Your Business

Imagine what kind of workplace your business would be if your employees thought to themselves:

  • "I’m excited about my work.”
  • “This is a place where I can achieve my goals.”
  • “I feel safe. It’s okay to make a mistake, and I will learn from it.”
  • “I have some great ideas on how to improve things. I can’t wait to share them with my manager.”

Topics: Managing Employees, Company Culture, Leadership

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The Systems Blueprint for Building Your Own Rocket: The Ownership Stack for EMyth-ing Your Business

This is the sixth and final installment in helping you develop and design clear systems. Click here for Part 1, Part 2Part 3, Part 4, and Part 5.

Before I dive into this final article on systems development, I want to thank those of you who have written to me during the course of this series. Your participation in this process has made writing this series so rewarding. In particular, I want to thank Bob C. who provided the inspiration I needed for this last piece.

Topics: Leadership, Systemization

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Changing Your Perspective to Create a Systems Strategy: The View From Space

This is the fifth installment in helping you develop and design clear systems. Click here for Part 1, Part 2, Part 3, Part 4, and Part 6.

Last week I covered how an operations manual can save your business (and your life), much like the operations manual on Apollo 13 saved Jim Lovell’s life. This week, I want to take you on a journey into systems strategy:

  1. Reality dictates you will be building systems while working in your existing business. We call this working in ‘Old Co’.
  2. Using the EMyth Seven Dynamics will allow you to prioritize which systems to work on and in what order, to get results.
  3. Creating a systems strategy helps you to prioritize working on your new business (what your business will look like in the future). We call this working on ‘New Co’.

Topics: Strategic Planning, Leadership, Systemization

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