The Sale Doesn’t Start Until They Say “No”

This was a phrase I coined at Infusioncon 2011 during the Ultimate Marketer competition and I repeated it in my keynote at this year’s event.

It’s true though. The sale doesn’t start until the prospect or customer says “no”… especially “maybe.”

Automating Tasks For Phone Reps

One of my favorites features of Infusionsoft is the “tasks” system. It absolutely revolutionized how my customer service reps organized and completed tasks throughout the day. Before Infusionsoft, many of these tasks simply didn’t exist. Rather than being proactive, we waited for customers to contact us. My reps would start the day not knowing what they’d encounter. Like […]

Jim Rohn’s Advice About The “80/20” Rule

I was listening to a Jim Rohn program today when he started talking about one of my favorite concepts: The 80/20 Rule. Simply put, 20% of our employees will usually be responsible for 80% of output. In a sales organization of 10, that’s 2 employees pulling most of the weight. In a factory of 100, […]

Automation Doesn’t Just Save You Time… It Makes You Money

In my article, “Why You Can’t Just Work ‘In’ Your Business“, I talked about a concept known as “Opportunity Cost.” According to Investopedia, the definition of “Opportunity Cost” is: [quote]The cost of an alternative that must be forgone in order to pursue a certain action. Put another way, the benefits you could have received by taking an […]

Why You Can’t Just Work “In” Your Business

In his book The E-Myth, Michael Gerber taught us about the power of working “on” our business rather than “in” it. But the sad reality is most small business owners are stuck working in their business, leaving little or no time to market and grow the business. I started my primary company, HearandPlay.com, at 17 years […]