Doing Referrals Right – The Evergreen Show – Episode 36
When most companies ask for referrals, their message can be boiled down to "How much money or perks are required to get you to trade your integrity?" Join Noah and
$2.5 Trillion Down The Drain – How Much Of It Was Yours?
I was in St. Louis visiting a client last week. They’re a 50M+ manufacturing company that I’ve been working with over the past year. I’ve worked with both the sales
Internal Benchmarking: The Case Study Show – The Evergreen Show – Episode 35
Following up on last weeks introduction to internal benchmarking, Noah and Shawn share two real-life examples of interventions they've helped companies put in place, and give more suggestions on how
Internal Benchmarking 101: There’s literally no excuse to not be doing this! – The Evergreen Show – Episode 34
Join Shawn and Noah for an introduction to the importance of Internal Benchmarking, using this wonderful New Yorker article as a jumping off point (https://www.newyorker.com/magazine/2018/02/05/customer-satisfaction-at-the-push-of-a-button)
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How One Person Can Do the Work of Four
Over the past few months, you’ve heard me rant and rail about the importance of process. I’ve talked about the importance and necessity to have such processes as:
A clearly defined
Referrals Redux – Tactical Referral Generation For Busy Salespeople – The Evergreen Show – Episode 33
Following up on last weeks lively discussion about referral generation processes, Noah and Shawn expand that discussion to talk about more tactical approaches that salespeople can take to dramatically enhance
Don’t Get Benched – The Strategy You’re Crazy to Avoid
Over the weekend I entered a high-end, well-known retail store. You would know the brand.
The store was busy, but not busy enough that at least two employees, looked at me
You Won’t Get What You Don’t Ask For – Why Your Clients Don’t Refer You – The Evergreen Show – Episode 32
Referrals are important. Water is wet. The sky is blue. But it's not enough to know referrals are important - without a process to follow and monitor, most companies struggle
The Right Tool For The Job – The Evergreen Show – Episode 31
Too many businesses are crippled because they don't have the right tools for the job at hand. In most cases, it's because we're looking at it the wrong way. Start
How to Beat the Competition 47 Cents at a Time
Over the weekend, my colleague and co-author Shawn and I were in Las Vegas conducting a workshop for 40 savvy business owners.
We started this workshop by sharing an observation made the night