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Mike LeMaster Articles

Written by: Mike LeMaster

What language are YOU speaking? - Click To Read Article
Why do salespeople speak the “language of words” when their customers are speaking the “language of numbers”? Salespeople are using words to describe their features and functions; they use words in describing their benefits. They use words in their PowerPoint presentations, proposals and collateral materials. Words everywhere! Where’s the $, %, #’s?

Are you sure you know who you're competing with? - Click To Read Article
In past times competitors clashed often enough to develop a sixth sense on each other's strengths, weaknesses and strategies to win business. In today's environment your competitor could be an adversary that you have no knowledge of whatsoever. The competition could be an international company, a new start-up, an internal customer team willing to do the work, or have the mandate to do nothing because of business pressures. The competition landscape has changed and will continue to offer challenges to all companies.

4th Quarter: Selling in the Profit Zone - Click To Read Article
Where's the profit zone? Your company has covered its fixed costs for the year and is now selling in the profit zone! Yet company planning, personnel decisions and holidays monopolize the last 65 selling days of the year. The focus should be on realizing your true revenue potential in the last quarter of this year. This is where the profit gold lies.

Swim Clear of the Compensation Undertow - Click To Read Article
You have the right people, right products/services and the right strategy. But, you are still missing the mark on realizing your true revenue potential. If this sounds like your story, read on.

Flush the Ambiguity out of your Sales Pipeline - Click To Read Article
Truth or Fiction! Do you feel this is the guessing game you are playing when assessing the potential and probability of your sales pipeline? Uncertainty over new business opportunities is a big issue. Often times it is a result of having a subjective, non-scientific approach to predicting potential and probability of revenue opportunities.

Value Over Price Preserves Profitability - Click To Read Article
One way to add value inside of this business equation is to buy a customer's business by offering the lowest Price. You already know that may get you a short-term sell at the expense of short-term and long-term profitability. But, there are more profitable ways to create Perceived Buyer Value, beyond under-cutting your competitor's price.

Your Profitability is Determined by the Customers you Keep - Click To Read Article
We've all heard the adage "not all business is good business". With that being said, we are all trying to keep cash flow robust and are challenged to turn any business away. So what can be done in situations where we know the business is not good for long-term profitability and will demand the continued commitment of precious resources?

Success is a Choice - Click To Read Article
We believe companies will fall inside three categories over the next few years. But, every business is faced with a choice as it relates to where they land in this mix. Are you an Uncompany, Sentimental Company, or Beneficiary Company? Find out your company type and what it all means.

Revenue Progression in the Midst of Recession - Click To Read Article
The world has changed. And that means there's no such thing as business as usual. In responding to the demands of this economic downturn, you've probably had to cut back on resources and spending while trying to maintain the status quo as you wait for the situation to stabilize. However, this is not a time for you to simply retrench in order to survive. Find out what you need to do...

Move from Mild Success to Wild Success - Click To Read Article
Referrals, Repeat and Reactive new business is the revenue base that funds your current company. With that being the case, what is the funding mechanism that fuels your future growth potential?

Disruption Breeds Opportunity - Click To Read Article
Between 1831 and 1840 there were 14 Americans born who each went on to amass billions of dollars in wealth. Some of their names were Rockefeller, Carnegie, and Morgan. They came from all walks of life but had one thing in common. Read the full article to find out what it was.

Change Nothing...Expect the Same or Less - Click To Read Article
Can you change nothing given the present economic climate, and still expect revenue gains? Tough economic times have always opened new doors for the open minded and enabled business owners/leaders to not only survive, but also end up thriving as a result of new economic forces. Read about a new and innovative approach to remaining successful inside this new world economy.





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