The Secrets of Cash Flow Management in Small Businesses

Happiness is – positive cash flow – or as a humorist once stated, “the problem is too much month at the end of the money.”  A common problem affecting small to moderate size businesses is cash flow.  If you are … Continue reading

If You Miss The Basics - You May Miss The Boat

Closing the sale is not something that happens at the end of a sales presentation or after you’ve given the price.  It is an ongoing process which is established with your first contact with a prospect. If you knew what … Continue reading

10 Disciplines of a Successful Sales Representative

The following are 10 power statements that can be utilized in sales meetings and sales management training.  The concept behind these 10 ideas was originated by Michael “Mickey” Madden of U.S. Home Systems. These ideas are being published in memory … Continue reading

Q & A From Our November 2011 Webinar (Part 2)

We will now continue answering questions from our latest home improvement webinar. If you haven't done so already, make sure to read our last blog posting where we address more of the questions that were asked during the program. Q: … Continue reading

Q & A From Our November 2011 Webinar

Last week's home improvement webinar on lead generation was a rousing success. There were over 950 companies on the program and we received numerous questions. As is frequently the case, we did not have enough time to answer them all … Continue reading

Proximo Marketing For Inexpensive Leads

They responded to your marketing message.  They became prospects, customers (hopefully satisfied) and they can be the source for quality inexpensive leads. The term proximo marketing is used to define any type of marketing around completed jobs or jobs under … Continue reading

The Big Drop Is A Big Flop

Let me preface this post by saying that this is not an assault on those within the home improvement industry who use a price drop as an incentive to close a deal.  The issue is the "big drop”. Historically this … Continue reading

Back from the Chicago Summit

Thanks to everyone who made our fall summit in Chicago possible - from all 150+ attendees to all of our sponsors. While it is always challenging to hold our programs in facilities such as the McCormick Place, the feedback we … Continue reading

8 Critical Issues Facing Home Improvement Retailers

This is a critical time for the home improvement industry as recent laws are making it more and more complex to do business as many retailers have done in the past. With that in mind here are eight critical issues … Continue reading

Q & A From Our September 2011 Webinar

Last week's home improvement webinar entitled "Open Your Mind to Close More Sales" generated an excellent response from our customers as well as industry leaders. Once again we would like to thank all of the attendees as well as all … Continue reading