The Accountability Blog

Enhancing Your Brand

Do you have a brand? Do you know what it is? Perhaps, more importantly, do your clients know? And what about the marketplace? All great questions, but they are not always easy to answer. Your brand is your promise to the market place. When someone does business with you they know what they will get based on this “promise.” A great brand will have clients flocking to you a bad brand repels them. When someone

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Refer Your Way To More Business

There are many ways to grow your business. You can increase sales to existing clients, you can add additional products and services to your offering, and you can even merge with another organization. The easiest and fasted way to grow your business is through referrals. Cold calling is a proven way to develop business. The only problem is that it can be slow and tedious. And, although there is a time and place for cold

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Which Direction Is Your Business Heading

Two years ago John’s business was down ten-percent, but he figures that the economy was a bit slow and he would make it up the next year. Last year, John’s business was off another ten-percent. He was not very happy with the way things were going, but he figured that this year was the year to turn things around. By May, John’s business was off fifteen-percent from the prior year. His repeat business is down

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It’s 5:11AM. Do You Know Where Your Car Is?

It’s 5:11 AM and I’m about to make a left hand turn onto I-270 and head to the airport. I have a 6:35 flight (yes, I know I’m cutting it a little close) to Phoenix. There is a car facing me at the light, and I wait for it to pass before I make my turn. It is a golden yellow Ferrari F430. This car is sleek and beautiful. It is flying down the road

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Three Secrets to Increase the Productivity of Your Team

We depend on those around us to produce at a higher level. If you manage a sales team, your success is the cumulative success of your team. If you are in an office setting, then the productivity of others in your office will support your goals and eventual success. If you can effectively help those around you to produce at a higher level, then you will enjoy a greater success also. Here are three secrets

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Three Steps To Overcome Price Objections

I had barely turned the lights on and sat down the other day when my phone rang. It was Ray. Ray had been in my mentoring program for about thirty days and was facing a perplexing problem. He said, “I made three sales calls yesterday but didn’t make a single sale. This is starting to look like a trend.” I asked him what was the reason his prospects gave him for not purchasing. He said,

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Success On and Off the Court

In his 37 years as a head basketball coach at the University of North Carolina Dean Smith won more games then any other coach (879). He also won two national championships and had the coliseum on campus named after him. He was able to enjoy overwhelming success at a very competitive level because he had a philosophy that employed every step of the way. In Dean Smith’s book, “The Carolina Way: Leadership Lessons From a

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Four Steps To Close Your Next Sale

How many times have you heard, “Oh he’s a born salesman,” or, “Her dad was in sales. She’s a natural?” My father is the greatest salesperson I’ve had the privilege to see in action and to learn from. When he was a young man he was so shy it was painful. I guarantee you that when he was born the doctor didn’t slap him on the rear and say, “Now here’s a born salesman.” It just doesn’t work that way. We

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Your Happiness Hierarchy

Creating a strong competitive advantage in the marketplace requires you to focus on what’s happening today that can be improved. But you should also take time to look into the future. Many times people look back on their professional and personal lives and think, “I wish I had done this,” or, “If only I had implemented that idea sooner.” In fact, making good decisions is easy when you look back on the situation and have

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Strategic Thinking

Many times someone goes into business so they can “control their own life.” In reality, unless you understand how to build a strategic business, you usually end up with less control than you started with. Instead of having all of the headaches of ownership on top of getting your “job” done you might as well stay and work for someone else. At least then you can go home at the end of the day with a paycheck in hand and not

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February 2019
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