Over the years I have noticed that the most under appreciated employee is the receptionist who among other things answer the phone to make appointments This holds true for big and small companies. That person should have a warm personality and a decent amount of smarts. Usually they don’t because they are underpaid and not […] Read more »
Praise
“Key Word for Business or Personal Tool Kit.” The dictionary definition of this one simple word is ” the expression of approval or admiration for someone or something.” I would add the word sincere to it. It can be a word with powerful consequences that many people don’t feel comfortable using. Criticism is a more […] Read more »
Small Business Success Tips: Use Creativity on Smaller Projects
By Bob Reiss “This is article written for MANA, the largest Sales Rep association in the Country.” When I read the current literature online, in books and through TV interviews, I mostly hear that the best way to develop a new product line or company is to create an item that “disrupts an industry.” This thinking […] Read more »
Without Customer Trust Nothing Else Matters
I recently read a spot-on article about Trust in the excellent monthly MANA magazine (largest Sales Rep Asn. In country). It was written by John Graham, and I wanted to share. I’ve always believed the first move in starting a new venture is to build Trust. Trust attracts and keeps Quality employees and encourages customers […] Read more »
Professional Review of Bootstrapping 101
OnlineBookClub.org review of 4 out of 4 stars Pursuing dreams of becoming an entrepreneur is something that most people are shifting towards doing nowadays. Who can blame them? The benefits of starting up your own business are countless and make entrepreneurship mouth-watering. Financial gain, flexible working hours, autonomy, job satisfaction, creating a career that aligns with […] Read more »
How a One-Employee Venture Earned $3 Million Profit in 8 Months
Coincidentally, I received an email a few years ago from Bob Reiss, A Harvard Professor in entrepreneurship. He shared how we had the same name. Soon after we spoke and built a friendship out of respect out of working on two sides of the same coin of growth: me interviewing CEOs of enterprises, Bob teaching […] Read more »
Qwik Advice for Entrepreneurial Success
Over the years many people have asked me, “Can you give me the 3 (or other small number) key factors to be successful as an Entrepreneur?” Well, for me, there are many, many more reasons. My mind can’t boil it down to just a few. So, I put together 50 answers […] Read more »
Outsource Your Selling
I’m writing to offer you a no charge e-book on the subject of Sale Reps. (I’m not selling anything.) In my talks over the last 30 years to Entrepreneurship MBA classes, my mentoring and my 16 start-ups, I’ve been struck by the almost total lack of Selling teaching. Also, the lack of emphasis in existing businesses on […] Read more »
Relationships and Trust
You often hear that “It’s not what you know but who you know.” There is some truth to this. It is human nature to favor people who are friends, who have helped you in the past, who are recommended by friends or by people you respect, etc. That is not to say that they […] Read more »
Ways to Discover Great Sales Reps
There are many ways to find productive independent sales reps for your company including referrals from existing reps, industry-specific associations, customers, employment companies that match reps and manufacturers, industry magazines and trade shows, ads, social media, etc. All of these work. However, I have discovered another way for locating high-quality ones that you can’t just […] Read more »
Good Attitude Costs nothing yet…it can lead to Entrepreneurial Success
ATTITUDE The difference between success and failure in most human endeavors can be mental, the attitude of the individual. Of course, knowledge, skill, and talent (and to some extent) resources are important success components.A shortfall or lack of some of these components can be overcome by one’s attitude or mental makeup, which is totally controlled […] Read more »
What’s to Lose ….. JUST ASK
I truly believe that people must periodically step outside of their comfort zone to grow as a company and a person. In fact, once you start to do it, you will discover that your comfort zone expands. Doing this will empower you to request bold things that may elicit comments from your peers and associates like “outrageous, overreach, impossible.” You can overcome these naysayers and your own inclination of fearing failure by your preparation for this bold request, which I like to call Just Ask. Read more »
Relevance of R&R Case Today
The below article was published by MANA, the largest Sales Rep association in the country. It shares Professor Gary Naumann’s excellent treatise on the Relevance of the R&R, HBS case on its 30th anniversary. Regular readers of Agency Sales magazine know Harvard MBA Bob Reiss as a “super-rep” whose business successes were so innovative that […] Read more »
Ideas to Start a New Business or Product
In my many years of speaking to MBA classes and mentoring young people, the question that comes up the most is How Do I Find An Idea to Start a Business! This same question was put forth asking for ideas to create a new product. I believe the answers are the same as for a […] Read more »
Dealing with International Suppliers
Over the years I’ve outsourced many products to International Suppliers, mainly in Taiwan, Hong Kong, Jamaica, and China. I’ve met with many myths in dealing with them, such as they aren’t trustworthy, reliable, outsourcing is unpatriotic, etc. These attitudes discouraged many American Entrepreneurs from even trying to outsource in foreign countries despite the major benefits […] Read more »
Tips for Getting An Appointment With a Busy Person
This is from Bob Reiss’ book Bootstrapping 101-Tips to Build Your Business with Limited Cash and Free Outside Help. Read more »
The Value of Reading Bootstrapping 101
Right up front….I’m Selling. From all my visits to University Entrepreneurship classes, mentoring,readings and 16 start-ups, I’m aware of the knowledge gaps of many people going into their own business or trying to grow or sustain one. They are generally good at creating Business Plans, Power point presentations and theoretical’s, all of which […] Read more »
Why Sales Reps Are Assets for Manufacturers
This is a Guest Blog written by Jeff Simon, CEO and Founder of RepHunter who facilitates Manufacturers and Sales Reps finding each other. If you are the manufacturer or distributor of a product, you know that a good sales staff increases in importance as you grow. When you are just starting out, wearing the sales hat yourself may still work, but it eventually becomes difficult to juggle the unique skill set and travel that sales requires with the other responsibilities required of an entrepreneur. At some point, it becomes more useful to have a salesperson whose focus is exclusively set upon finding new and servicing and growing existing buyers for your product. Read more »
Risk – Smart Entrepreneurs Avoid and Manage Them
A Google alert steered me to an article called “Beating the Odds When You Launch a New Venture” that had just come out in the May issue of Harvard Business Review, authored by Clark G. Gilbert and Matthew J. Eyring. It was one of the best pieces Iʼve ever read about entrepreneurs, their attitudes, and management of risk. They said that entrepreneurs arenʼt cowboys—theyʼre methodical managers of risk. I thought their concepts applied equally to small and big business. I contacted one of the authors, Clark Gilbert, to discuss his ideas and decided I wanted to share his thoughts with my small business friends. The result is my interview. Read more »
SHARK TANK-Helpful or Harmful?
The hit TV show "Shark Tank" helps start-ups get started. Would-be business owners come on the series to solicit money and help from a panel of five heavy-hitting entrepreneurs. After giving a pitch and going through a grilling, the contestants find out if they'll get funded or not and how much equity they will have to give up. On the air for five years and counting, "Shark Tank" is an entertaining and successful show. However, as a founder of 16 start-ups, my criteria for evaluating potential businesses differs from most of the panelists—I often find myself arguing with the screen. Read more »