Small Business Toolbox

This category contains 36 posts
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Are you in a cash flow crunch? Part 1 of 2

A challenge every business owner experiences, no matter how long in business, is the stress of cash flow not flowing as expected or projected. Especially when there are receivables on the books, if the money isn’t in the bank, it can be stressful waiting for it to be received when payroll must be met, vendors […]

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Food for thought: Patience, adjectives will help you make the sale

We all seek speed in much of what we do: Communicate, drive, eat, shop, and even dating! We want to get to what we want, fast. But when it comes to selling, too much speed can hurt sales professionals. Why? Because the tables are turned on us. When we want something fast, we have already […]

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Is it time to swat SWOT?

As we are two months into the second half of the year for most businesses, savvy business owners are already planning for the year ahead, along with continuing to look three to five years ahead strategically. For decades, the norm for situation analysis within a business plan and strategy is to use SWOT (strengths, weaknesses, […]

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Drive sales with performance tools

Performance measurement systems are supposed to be a helpful, powerful, insightful management tool for building a strong sales team. And they can be, if the system is used as intended-using meaningful data judiciously to distinguish differing levels of effort, skill, and outcomes. But if underused or misused it can demotivate your sales force. Remove rote […]

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Is fearful thinking impacting your business? Part II of II

Last month, I shared insights on how Wishful Thinking can stagnate business progress. While Wishful Thinking is often openly expressed in a somewhat exasperated state of mind, Fearful Thinking is often not shared or spoken, but lies within one’s subconscious, impeding decision making or effective action through an undermining whisper. Are any of these Fearful […]

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Sales: The human touch and technology

There is no substitute for human brain power to solve problems, humanize service levels, or best discern the idiosyncratic needs of a valued customer. And when misused, technology can dissatisfy, irk, and alienate them to the point they vote with their dollars elsewhere. Use technology to drive sales to you, not away from you. I […]

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Is wishful thinking stagnating your business? Part I of II

In working with and observing entrepreneurs over 30 years, I have identified limiting mindsets that can have a direct impact on business owners’ ability to grow their businesses. These mindsets either fall into the category of Wishful Thinking or Fearful Thinking.When it comes to Wishful Thinking, the best way to describe it is that you […]

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Are your referrals a sure bet?

You may have heard the cold call statistic that it could take as many as 100 phone calls to get one meeting. That statistic has been around since cold calling was in its heyday. But at a one percent return on your time investment, are those odds really working in your favor?  After all, wouldn’t […]

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Herding Cats: A handy guide to managing sales professionals

Managing sales professionals can feel like herding cats- a constant balancing act of patience and prodding, tolerance and coaching. There is much written about the importance of teams in the strategic sales process. It is equally important to recognize high performing sales professionals have distinct, strong characteristics best suited to do what they do-sell. Many […]

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Marketing unexpectedly: Are you ready to shake things up?

Walking into a Main Street gallery gift shop, I was greeted by its associate who asked, “How may I help you?” My answer, the same answer most likely you have given on countless occasions, “No thank you. I’m just looking.” Instead of the usual, “Okay, just let me know if you have any questions,” this […]

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