Author glennsmith

Author glennsmith

Glenn Smith
July 10, 2019

How to Make Sure the Appointment Happens

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Many salespeople waste a lot of time and energy on “no show” appointments. We’re so eager to get appointments on our calendar that we do not take enough time to pre-qualify and test the commitment of our prospect. Here’s how the scenario typically goes:

We (the salesperson) speak with a prospect for the first time to measure their interest and try to get them on the calendar. We convince them to schedule an appointment with us and we hang up the phone thinking we have made the first “close” of our sales process.

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Glenn Smith
May 15, 2019

Core Values: Get the Right People on the Bus

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Several years ago, Jim Collins popularized the phrase, “Get the right people on the bus and the wrong people off the bus.” In his book, Good to Great, Collins points out that research suggests that the best leaders did not really start with vision and strategy. Instead, they first got the right people on the bus (and the wrong people off the bus) and then figured out where to drive it.

Since 2001 when Collins first published his work, more and more business leaders have affirmed this philosophy. Great companies are built by teams of people who are motivated, committed, and aligned.

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Glenn Smith
April 15, 2019

What Followers Want From Their Leaders

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“People cannot be managed. Inventories can be managed, but people must be led.” -H. Ross Perot

For many years now I’ve wrestled with the question, “What do followers really want from their leaders?” In that time, I’ve read several good resources, but my most valuable insights have come from conversations and my own personal experiences.

I’m convinced that everything rises and falls on leadership. I think most people know this intuitively, and that’s why most people hunger for good leadership – whether it be in business, in non-profit organizations, in churches, in the community, in government, everywhere!

Here are 5 attributes that followers want from their leaders.

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Glenn Smith
March 19, 2019

7 Step Business Development Program From The E-Myth

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Back in 1986 I came across a new book (at the time) entitled The E-Myth: Why Most Small Businesses Don’t Work and What to Do About It by Michael Gerber.

I remember reading the book and thinking about how “revolutionary” it was for owners of small businesses. I found myself going back to it from time to time to help me think strategically. My wife and I both grew up in family-owned businesses and we were very appreciative of the struggles and opportunities of business ownership. So when I read E-Myth, it was like gold to me! However, I found myself needing to review it periodically because it was such a different mindset than I was used to.

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