Sales is a Story and Your Customer is the Hero As I’ve mentioned in an earlier post, a business works like an airplane. To fly straight and reach its destination, it needs both engines working together . Your marketing engine  is designed to bring in leads and opportunities. But marketing alone doesn’t grow a business — you still have to close the deal . Marketing creates curiosity and awareness. Sales creates clarity — clarity around how your product or service solves your c

People Don’t Fail to Plan — They Fail to Execute One of my first real professional jobs was selling insurance for a captive insurance company, Bankers Life and Casualty. I was 23 years old and, truthfully, had no idea what I was doing. The job was hard. But I was full of energy, ambition, and had a healthy fear of failure—so I worked hard to succeed. As part of our training program, we had to memorize an opening script from a Financial Needs Analysis  training manual. One phr

Running a small business is both rewarding and challenging. As a business owner, you are constantly juggling various tasks and responsibilities. To thrive it’s crucial to implement strategies that enhance your operations, streamline processes, and foster growth. Whether you’re just starting out or looking to take your business to the next level, these 11 steps will provide you with practical insights and actionable tips to help you succeed. Let’s dive in and explore how you c

There’s nothing magical about the date January 1st . But there is  something valuable about this time of year. It gives us a natural pause—an opportunity to reflect on what went well, what didn’t, where we’ve grown, and where we still need to improve. Reflection is powerful. It lets us celebrate the wins and, for just a brief moment, acknowledge the losses. But you don’t want to stay in reflection mode too long, or you could miss the opportunity to make 2026 the best year of