SBCA

Articles

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  • Ten Ways a Coach Can Rocket Your Growth As a business owner you surely want to see your business grow dynamically like successful ones. That kind of rapid growth is happening now in some businesses even with the slow economy. But maybe your business is not growing, or it has declined. Or perhaps it’s just not growing fast enough. Why does rapid growth happen ...
  • Creating a Sales and Marketing Plan One thing that almost every small business needs is more sales. As a business coach, your job is to lead your clients to create profitable sales growth. Of all the types of planning we do for our clients, sales and marketing planning ranks at the top in importance. This coaching tip is a broad overview ...
  • Building on Systemic Change Small Business Management is a difficult task that very few are equipped to master.  And yet, the effective small business coach can often help accelerate change in a client’s business by applying a very simple technique.  The technique that escapes most business people is usually right in front of them, and they almost always miss ...
  • Selling: Getting Your Foot in the Door I coach nearly all of my clients to personally do some outside sales, even if they have outside sales people on their teams. In order to lead your sales people, you need to have personally walked in their shoes. If you know how to sell, you can relate to your sales person’s challenges, you can ...
  • Make Your Business Networking Count! Do you feel awkward or afraid when going to business networking events? You are not alone!  Many people avoid networking events and many others make big mistakes while networking. Simply showing up at a networking event with your business cards is not enough!  Successful networking requires planning and strategy. Networking is important and networking works! According ...
  • Winning the Business: Focus on Your Prospect’s Needs The reason business owners and sales people exist is to solve problems for their customers.  The better you are at understanding and articulating the needs of your prospect and crafting a solution to meet prospect needs, the more effective you will be at winning clients. Before you start “spouting off” your vast array of business features ...
  • Training and Delegation: Where do you need to be right now? By Jim Sullenger Years ago when I first started in Management training I had a great Mentor whom shepherded me through the basic parts of Floor Management with McDonald’s. The operations and technical procedures were over-whelming to a “college” boy looking to learn the ropes and make it to big time management.  The pace and the demands were well ...
  • Selling: The Art of the Business Conversation By Jim Sullenger One of the most important things we do as business owners is communicate with other business people. If we cannot master effective conversations we will not stay in business for long. In this article we will look at the basics with having a good business conversation. Conversation made easy From Ben Franklin: “The little private incidents which you ...
  • Selling: The First Meeting with your Prospect By Jim Sullenger Ok, so you have create a contact list, you have used your resources to get referrals, you have kept you eyes open for potential clients, and you now have scheduled a meeting! What do I do now? Let’s first look at a basic outline of the next 21 steps. 1:  Schedule a specific time.  Never more than 1 ...
  • The Top Ten Ways to Improve Your Cash Flow If you have been in business for any length of time, not only have you heard the statement “Cash is King,” you have experienced it too. In this difficult economy the person with cash rules and the person who is out of cash will do almost anything to “serve the king.” The person with cash ...