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Do you really know how customers decide whether to buy from you? Many sales efforts take a business-centric approach to selling. That is, they focus on what their marketing and sales people do. In starting and leading companies and coaching others

Are you getting the results you want with other people?  An effective way to broaden your impact is to add more influence skills to your toolkit. Each of us has a preferred way of trying to influence others.  Often it has roots in our childhood

Copyright © 2005 Don Maruska Customers want to buy results.  Many businesses lose sales because they focus on the tools they sell rather than the benefits that they deliver. For example, Steve, an expert attorney, bemoaned the low percentage of

Do you know as much about your competitors as you do about your own organization? Whether you are a hard-driving business or a non-profit striving to do good, you need to know about your competition. By competition, I mean where else your ideal

Managers often spend too much time looking at their businesses from the inside.  They focus on what they are doing rather than what their customers are doing.  They also miss important opportunities to understand what’s happening with other