No B.S. Ruthless Management of People and Profits: No Holds Barred, Kick Butt, Take-No-Prisoners Guide to Really Getting Rich

Here is a very important truth: People buy when they are ready to buy, not when you are ready to sell. And this means, by definition, you have to be in front of folks when they’re ready to buy. In other words, you have to follow up with them . . . religiously!

“It is not enough to be busy. So are the ants. The question is: What are we busy about?” —HENRY DAVID THOREAU

It’s important to remember that, with your advertising and marketing expenditures, you did not just buy hot, ready-to-buy, easy-to-convert leads! You paid plenty for the warm leads and even for the cold leads, some of which will warm up over time.

My book No B.S. Direct Marketing for NON-Direct Marketing Businesses, 2nd Edition is the primer on this. Behind it, read No B.S. Guide to Trust-Based Marketing. I have routinely cut the number of salespeople

I tell people that success gets cooked up in a messy kitchen. When you and/or your people are breaking new ground, it has to be OK for messes to be made, misfires to fizzle, and cleanups done on the run.

But a lot of employees who would perform don’t, largely because nobody has ever defined what they’re supposed to be doing, taken the time to explain why, and provided enough initial and ongoing training so they’re able to perform if

Decide what you are going to Get Done. 2. Assign each item a block of time for its completion. 3. Script your entire day minute by minute in advance, incorporating the Get Done items and their assigned blocks of time. 4. Bar all interruptions and distractions until you are Done.

In most companies, the marketing department’s job is to get the leads and the sales department’s job is to call on the leads and close the sale. But in between “getting the lead” and “closing the sale” there’s a huge gap. If you close the gap, your profits will skyrocket. To close the gap, you need to recognize that 1. Marketing’s job doesn’t begin

Of far greater importance to me—and I’ll wager many affluent consumers—is not having my valuable time abused, not being put through an agonizing and difficult process to resolve problems, not dealing with rude, uncooperative, and incompetent people, and not being lied to. This company has no significant product problems. Even though mine had two ma

you have a sales professional making a cold call to try and create interest from scratch, in this day and age, you are a fool.