September 15th 2021

Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition Lee Salz

Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition Lee Salz. 2021 ISBN 978-1400222506.  I like Lee Salz work, so when he offered a review copy, I readily agreed.  I finished it today and it is everything I expected and more. This is easily one of the best sales books this year.  His ideas, examples and suggestions are bang on in the competitive and ever changing of sales field.  Plus it is all actionable and will result in much improved sales efforts for your sales teams.  Do not wait to get his book as you are leaking sales every day until you start to implement his ideas and techniques.  Another  winner from Lee

September 13th 2021

5 Tips That Can Help You Get Paid Without Losing Customers  by Eleanor Wyatt

5 Tips That Can Help You Get Paid Without Losing Customers  by Eleanor Wyatt

 

A recent survey indicated that 17% of small businesses have unpaid invoices. This can not only cause cash flow problems but complicate business planning because businesses cannot count on being paid when bills are due. Collecting unpaid invoices is important for your bottom line; however, you need to take care to pursue collection in a way that doesn’t degrade your relationship with your customers. Reg Nordman offers tips that can help.

 

  1. Send a Friendly and Professional Payment Reminder

Sometimes customers simply forget to pay bills or need a little nudge to get them to take action. Sending a friendly, professional email reminder or text message after the due date may prompt these customers to remit their payments without further action from you. Inform the customer that their payment is past due and remind them what the due date is, how much they owe and how they can pay. Include a copy of the original invoice in case the customer lost, didn’t receive or misplaced it. 

 

  1. Call the Customer

If your email or text reminder doesn’t elicit a response, try calling the customer. Confirm that you are speaking to the right person and have the correct contact information. Be friendly and empathetic. Ask them for a timeframe when you can expect to receive payment. If appropriate, offer to work out an alternate payment schedule if the customer is having difficulty paying the full amount. Being willing to work with the customer, rather than demanding immediate payment, is a good way to strengthen your relationship and increase the chances of getting future business.

 

  1. Automate Your Invoicing Process

Chasing after late payments can cost you resources you would rather be spending on running your business. You can automate some of these features by using payment processing software. Zenbusiness recommends investing in software that can automatically send customers late payment reminders. It also makes it easier to offer a variety of payment methods which increases your chance of getting paid. 

 

  1. Avoid Late Payments

Another way to save yourself the hassle of chasing late payments is to avoid them in the first place. There are a variety of tactics you can employ. If you are experiencing a large volume of late payments, you may want to be more selective in who you offer credit to. Make sure your payment terms are clear. Offer as many ways to pay as possible. Provide incentives for early payments, such as discounts. Consider collecting a portion of your payment upfront for large invoices. 

 

  1. Prioritize Kindness

Understandably, you may become frustrated with customers who don’t pay their bills, even after several reminders; however, if you want to build customer loyalty, it is important to remain kind. Once you become confrontational, it is difficult to repair the relationship. Practice active listening when communicating with customers. Demonstrate empathy when customers explain why they haven’t paid you yet. Instead of intimidating, threatening or punishing, make the process cooperative. You want the customer to believe you are there to help them, not hassle them for money.

 

Collecting money from customers who don’t pay on time without risking losing future business is a tricky proposition. However, if you remain kind, persistent and empathetic you can turn a frustrating situation into an opportunity to build stronger relationships and retain customers.

 

August 1st 2021

e Art of War in Business Techology. Simple tactics for conquering IT & Cybersecurity Challenges on the small business nattlefield. A-Jay Orr.

e Art of War in Business Technology. Simple tactics for conquering IT & Cybersecurity Challenges on the small business battlefield. A-Jay Orr. 2021.   Like many other veterans the author had some life altering experiences in his time in the US military. He draws many business parallels to this and in they can very helpful to the young entrepreneur. I read this for his take on cybersecurity and  what to do about it. Sadly this was only covered in two of the twelve chapters.   The chapters are fine and quite useful.  Good simple prose makes this an easy read.

July 28th 2021

Coaching Salespeople into Sales Champions. A tactical playbook for managers and executives. Keith Rosen

Coaching Salespeople into Sales Champions. A tactical playbook for managers and executives. Keith Rosen. 2008.  A very useful book as it is full of things that managers can actually do.  Its Olympics time and one of the sponsors had made spotlight videos of the impact of coaching to the high performance athlete.  The is  true for sales teams ( since its all about people and not stuff) .  Rosen is very recognized in this field and he writes a no nonsense book stuffed full of impactful insights.  I took copious notes and constantly refer this book to my own coaching clients.   Buy it, read it and keep it handy for regular referral.

 

July 19th 2021

The Psychology of Money. Timeless lessons on wealth, greed, and happiness. Morgan Housel.

The Psychology of Money. Timeless lessons on wealth, greed, and happiness. Morgan Housel.2020.ISBN 9780857197689.  Very easy to see why this is on an Amazon best seller list.  Using very simple language and relevant examples the author lets us know why we think and behave the way we do about money.  With my clients I stress to use the power of their team , with all their varied experiences and upbringing. Housel does the same by exposing all each generation has gone through and how that has shaped their decision making.  All of us could have used his advice years sooner – but it it is never too late.  You will really enjoy this book as you come face to face with the battle between logical and reasonable. I particularly enjoyed his chapters on what’s enough and having a margin of error.  Stripping away all our preconceptions, this book can not help you fee l more comfortable with your next financial decisions.

July 19th 2021

Inside Out. A memoir. Demi Moore.

Inside Out. A memoir. Demi Moore. 2019.  I confess to not being that interested in the lives of the rich and famous, so much of Demi Moore’s celebrity life, marriages and so on was never on my radar. But her life story was something else. As well I learned more about Bruce Willis and Ashton Kushner.  To have made the life she has with all the issues she had growing up in a supremely dysfunctional family, was exceptional. The book lays bare her inner emotional turmoil’s at all ages. To say she had a hard life an understatement. The read is interesting and simply written.

June 14th 2021

Triage Sales Coaching. Shianne Sampson.

Triage Sales Coaching. Shianne Sampson.. 2020   A succinct guide to effectively coaching sales people.  The author references several well known sales coaches and puts them in context.  This is a solid book that works for newer sales managers/coaches.  Sales people are interested in books etc. that get the job done and this book will be useful. I liked his regular summaries and checklists,   Buy, read and go back to this book regularly

June 7th 2021

The Bomber Mafia. A dream , a temptation and the longest night of the second world war. Malcolm Gladwell

The Bomber Mafia. A dream, temptation and the longest night of the second world war. Malcolm Gladwell. 2021. ISBN 9780316296939.  A riveting true story, how the US developed and then tried to apply the Norden bombsight, despite its huge limits.  The growth of the Army  Air Force and how it differed from the British model.  And an insight into Curtis Lemay.   Like any Gladwell book, there are life lessons in this.  One is the US love of technology over what actually works in the field.  How true believers will rewrite the story to fit what they believe vs what actually happens.  And for Curts Lemay how his firestorms in Japan hastened them to the table and shortened the war. One could suppose that the US did not have to drop the bomb as Japan was already teetering.   Useful read and an easy one.

May 22nd 2021

The Broken Circle. A memoir of escaping Afghanistan. Enjeela Ahmadi-Miller

The Broken Circle. A memoir of escaping Afghanistan. Enjeela Ahmadi-Miller. 2019. ISBN 139781503903784.  The author was a small child when part of her wealthy family left Kabul for Delhi. She stayed behind with her brothers, two sisters and her father. She lived through the Russian invasion and war. She and her siblings fled Kabul with a guide and travelled ( walked, trekked) for two years to get through to Pakistan (over the Hindu Kush)  where they were reunited with their father.  Passportless they travelled to Bangladesh, Nepal and eventually India running the gauntlet of border patrols and security services. Eventually, they reunited with the whole family in New Delhi.  From there they would travel to America.  The story is told simply through the eyes of a child, but it is a dramatic portrayal of the life of refugees and the grinding poverty of the hill tribes in Afghanistan.  Well worth the read.

 

April 15th 2021

Sell or be Sold. How to get your way in business and in life. Grant Cardone.

Sell or be Sold. How to get your way in business and in life. Grant Cardone. 2012. ISBN 9781608322909.  The author is every bit a salesman, and each page of this book contains a useful bit for sales. More of a Zig Ziglar type than a here’s my process author, Cardone presents an upbeat attitude and strategies that are bound to get a salesperson up and over the various obstacles they may face.  His life stories and approaches are all useful, especially if you are a salesperson who sells with a story. I appreciated that his approach elevates and celebrates the role of salespeople in the world. A book for all salespeople to keep handy on their shelf.