Kerri Salls Profile and Articles
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1). Action Vs. Inaction
Spring is a great antidote to long cold winters. It's the same with action and inaction. Action is a powerful antidote to the stagnation of inactivity. Being creatively alive involves abandoning a position of inaction in circumstances which have traditionally immobilized you. The name of the game is action. Doing. Overcoming your inertia and acting...
2). Are You Flirting With Me?
Whether you love it or hate it, marketing and sales are critical to the life blood of any business. You can make it more fun, if you take the approach that you want to seriously flirt with a growing list of prospects.
Marketing attraction. It sounds like flirting doesn't it? And in a way, that's exactly right. You do want to flirt wit...
3). Attitude Determines Altitude
Your attitude determines your altitude – in business and in life. You can’t change someone else’s attitude for them. But this powerful adage is a great reminder that you can put in front of anyone who needs an attitude adjustment. I want to talk about a few of the many ways each of us can develop a winning attitude every day. It’s what leaders do. ...
4). Business Growth Requires Individual Effectiveness
When we read about business growth in the top business periodicals, they always refer to the multi-national corporations. I’m not a large corporation. I’m not even incorporated.
But for the purpose of this discussion, think of your business as a corporation. You hold the office of president of this corporation, and you're responsible ...
5). Cultivating Intuition
Ralph Waldo Emerson, the American philosopher said "The primary wisdom is intuition." It is not just a theory, it is part of who we are. Without training we can happen upon it occasionally and we usually like the results when we follow our intuition. What would happen if we learned to tap into our own innate intuition on a daily basis? Why don't we...
6). Empathy 101: Ten Commandments Of Human Relations
These ten commandments of human relations aren't original to me, and I don't know the source. At the same time, they don't go out of style or out of date if you are in business. Everyone in your business must imbue their efforts with these commandments. They are required in every type of relationship be it marketing or selling to clients, providing...
7). Finders Keepers
Finding and keeping the right team is one of the toughest and most important tasks you take on as a business owner or entrepreneur. Yet it doesn’t always get all the attention it warrants. Business owners focus on the work. In contrast, when investors (Venture Capital groups or Angels) look at a business they are likely to focus more on the team th...
8). Free Advertising Among The People You Know
Yes you can do it without being loathsome
Parties are times of celebration. They can also be a fun opportunity to network with people you don't often get to meet or be with.
This is the season for weddings, graduations, college reunions and family reunions. At these events, everyone knows why you are there. Take advantag...
9). From Basics To Mastery
For all of us, emotional intelligence encompasses five basic areas of mastery. They are:
- Knowing your feelings and using them to make life decisions you can live with.
- Being able to manage your emotional life without being hijacked by it -- not being paralyzed by depression or worry, or swept away by anger.
10). Ideal Customers - What Do They Look Like?
It's such an easy question to ask: "Who's your ideal customer?" And it can be so challenging to answer! After a presentation I gave last night, one of the attendees approached me to say she had two ideal niches she loves to work in and yet because she wants both, she's struggling to reach either one. I'm not surprised.
My point is tha...
11). Investment Capital - Putting Brand Capital And Human Capital Above Working Capital Or Physical Capital
When you start your own business, you commit to investing your time, talent and resources in the business to make it succeed. You authorize a spending plan; you ask the bank, your credit card company, friends, family, employees, to endow the business to follow your business plan and implement your marketing plan. There's more to it. You need to det...
12). Networking - Excuses, Obstacles, Rewards
If you are in business, your mission includes reaching out to prospects that have a need you can fill. If you want to keep the doors to your business open, you can’t hide under a rock or in a cave and expect prospects to beat a path to your secret lair. You have to reach out in effective ways to let people know who you are and how you can solve the...
13). Overcoming Objections 101
Overcoming Objections 101
14). Paddles, Portages And Pings On Leadership
After 3 long days of a very intensive workshop in Toronto, a group of us decided to go canoeing for a day, up in Barre, Ontario (an hour north of Toronto) on the Nottawasaga River. It was a warm day, the water was warm, and no one else was on this pristine flat-water river winding through a protected swamp.
We had idyllic moments out ...
15). Profitability - Pricing Strategies To Make Money
At a meeting the other day, a marketing consultant opened her talk by asking the group, "What are you worth?" She went on to discuss all the different ways we minimize our worth or discount our value in desperate attempts to close the sale. After all the pitfalls of pricing and selling were laid out, she closed the talk by asking again, "What are y...
16). Significance
The following is based on an essay by Denny Howe at the University of Pennsylvania.
Our core values give us personal focus, strength, resilience, and meaning when the outside world doesn't always give us what we think we need or want. One of the challenges in maintaining behavior consistent with our core values is the perception of si...
17). So You Got The Sale, Now What?
When you close the sale with a new client don’t you feel great? Did you know that you increase the lifelong value of that new client by doing a few more steps? They aren’t secrets, but when you apply them, they unlock the door to greater returns for you.
First, congratulate your new client on their decision and reinforce their commitme...
18). Storytelling For High Concept And High Touch
After hearing Daniel Pink speak about his new book A Whole New Mind: Moving from the Information Age to the Conceptual Age for the fourth time, I finally read it cover to cover (less than a day). I finally got what he's talking about when he says jobs that are high touch are here to stay. That is, jobs that builds relationships between business and...
19). Summer Sales Doldrums - What To Do
Last week I talked about how to take a vacation when you're the leader of the band. This week I want to talk about summer sales. Many sales people and just as many business owners bemoan their annual summer sales slump. Their numbers are down and they just can't understand it.
It's as if their whole business is paralyzed because sales...
20). Survival Without Computers
I was slowed down when my computer crashed and I had no data, no address book and not even my passwords to get back online. I didn’t think I was doing anything remarkable by bouncing back to productivity even with this handicap for a week. But from the feedback I’ve had from more than a few people, it seems paralysis would have been the acceptable ...
21). The Best Time For Marketing...
The best time for marketing is when they aren’t buying.
Be realistic. If you aren’t selling the hottest new fashion or gizmo for holiday gift-giving, it’s hard to get anyone to think about buying your product or service from Thanksgiving through Christmas and New Year’s. That’s a six week lean selling stretch for lots of sales profess...
22). Three Key Elements To Improving Leadership
Great leadership is the key to success. Great communication is the key to great leadership. Think of any great leader in modern time: Gandhi, Martin Luther King, Jr, and John F. Kennedy come to mind immediately. They were powerful leaders because they could inspire people to follow them. It was their ability to articulate their vision that made the...
23). To Reach Your Potential, Think In Terms Of Improvement
Based on John Maxwell's The Success Journey. Here are 10 Principles to becoming a dedicated self- developer. I'll be reflecting on this as I take a break this week.
1. Chose a Life of Growth -- When you sincerely dedicate yourself to continual growth, you keep moving forward. As soon as you think you can coast or rest or just maintain...
24). Why Bother With Distributed Leadership?
I'm an alumni of Boston University Graduate School of Business, so I receive the Alumni magazine Bostonia. To be honest, that doesn't mean I read it faithfully at all. But this issue was different. George Labovitz, a professor in organizational behavior at the school wrote an article recently on his research into the application of alignment to ach...
25). Why You Need A Board Of Advisors/Mastermind Group
This week I’ve had a lot of discussions with people about Mastermind Groups. All large corporations have a Board of Directors to be sure the company stays true to their mission, hit their numbers and fulfill their responsibility to stockholders. Small businesses (even sole-proprietorships) need them too. But usually, only those small businesses who...
26). Yes, You Too Can Take A Vacation
Surveys are interesting. I took note of this one done recently by American Express because it backed up some data I learned at the (National Association of Female Executives) NAFE National Conference in May. According to the survey, 40% of the smallest business owners - those with less than $200,000 in annual revenues - are planning no vacation wha...
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