You may or may not like selling. You may even be uncomfortable selling. But if you are in business, you are in sales. Period. Without sales, there is absolutely zero demand for your product or service. Larry and I both come from sales backgrounds. In this episode we de-mystify sales and give you usable, practical tips on how to improve your salesmanship(or sales-womanship!). We also discuss the biggest mistakes most business owners and salespeople make. We close out with simple methods to sell better — it’s all about painting a picture of the result and eliminating pain. Before you write off the importance of sales, remember this old saying among peddlers, “If nobody sells, a terrible thing happens: nothing!”

Dale Lillard left his steady, secure job with Motorola in the 1980s to work for Lansdale Semiconductor — a much smaller company that was losing money. He was a 29 year old electrical engineer and his wife thought he was crazy. What’s crazier? Within six months Dale was named president of Lansdale. Seven years later, he bought the company. Mr. Lillard had an idea to grow sales and revenue based on his background in collector cars: why not build replacement and repair parts for old equipment? Lansdale does just that. They supply electronic components for older military and consumer equipment. You’ll get ideas you can use from this seasoned business owner — from understanding cash flow to how to navigate tough times to changing the terms of an agreement when there is no contract.

We oftentimes hear people described as having “money problems.” Only problem with “money problems” is, there’s no such thing. Money is an inanimate object created by humans. Money is a system of exchange and a means of assigning value. Money is not emotional — it has no problems. Humans have the problems, and they exhibit those problems through money. In this episode we discuss overspending, why people do it, and how you can avoid it. Whether you are a money-minded person or not, make money your friend. Healthy businesses and healthy businesspeople have healthy relationships with money.

NIck Horob joins me again to keep the discussion going. Nick founded his own software company in 2015. Like many entrepreneurs, he’s endured a couple of setbacks but those setbacks set him on his path to success. In this episode, Nick talks about building an audience and a business through new marketing (it’s not the old days of commercials and blatant advertising!). We discuss the importance of vision in creating a thriving enterprise. Nick talks about his disdain for details and processes (a common entrepreneurial trait) which brings up the need to manage one’s business personality. After listening to this episode, you’ll better understand your own traits and business personality…and that’ll help you do business better!

Nick Horob isn’t a technology guy by nature or by training. But he saw a need in the marketplace and started a software company. At the time, he was barely 30 years old and comfortably working as a self-employed Agricultural Business consultant. He invested his own money to hire software development. It flopped. So he doubled down and reinvested the last of his money. It flopped too. That’s when he decided to design his own software then educated himself on how to do so. It worked. And that’s when Nick had to decide, “Am I a consultant or a software business owner?” Nick’s company, Harvest Profit, is in its fourth year and growing nicely. If you’ve failed at your first or second attempt, you’ll really like this interview.

Too many times we chalk up failures to a lack of talent but is talent truly the culprit? Oftentimes it isn’t a lack of talent, it’s a lack of drive and determination that causes us to fail. In this episode we define the Talent Myth and discuss the role of tenacity in personal and professional success. Maybe Tiger Woods was the most talented golfer at this year’s Masters Tournament but he didn’t prevail because he was the most talented, he prevailed because he was the most determined to win. His comeback is something we can all learn from in our quest to do business better.

Most people don’t think of comedy as a business. Even some who work in comedy don’t. But to be good and to earn a living for 28 years in the industry of humor, you darn sure need to view it as a business. Rik Roberts does just that. Rik is a friend, funny man, and humor entrepreneur. He speaks, teaches comedy classes, hosts podcasts, and prolifically writes and produces comedy. He joins me to discuss the value his farm work ethic has had in shaping his career. Rik tells us what pizza delivery taught him about the business of comedy. He tells us why you can never get comfortable if you want to be successful — he once lived in the attic of an old house he rented, which inspired him to book comedy gigs on the road so he wouldn’t have to stay there! He wraps up with lessons from comedy anyone can use, even a Subway sandwich maker.

Ken Walls is the founder and CEO of Client Solutions Innovations, a social media and internet marketing firm in Ohio. Ken helps his clients — businesses and self employed people — be more visible so they can prosper. He also does some speaking and writing and he hosts the Breaking Through Walls podcast. Ken started CSI with a $20 loan and a swift kick in the pants from his friend who said, “You can’t sleep on my couch anymore; it’s time for you to move out and figure it out.” If you run your own business and have been through your share of highs and lows, you’ll love Ken’s story. He’s been through it all, and he shares the lessons of success, failure, substance abuse, sobriety, mistakes, and smart choices. You’ll also get some useful suggestions about marketing your own business.

Ken Walls is the founder and CEO of Client Solutions Innovations, a social media and internet marketing firm in Ohio. Ken helps his clients — businesses and self employed people — be more visible so they can prosper. He also does some speaking and writing and he hosts the Breaking Through Walls podcast. Ken started CSI with a $20 loan and a swift kick in the pants from his friend who said, “You can’t sleep on my couch anymore; it’s time for you to move out and figure it out.” If you run your own business and have been through your share of highs and lows, you’ll love Ken’s story. He’s been through it all, and he shares the lessons of success, failure, substance abuse, sobriety, mistakes, and smart choices. You’ll also get some useful suggestions about marketing your own business.

Resilience is one of the 4 Unwavering Traits of Entrepreneurial Success. So, if it’s a trait, is it learnable? I say, yes it is – to a certain degree. The catch: the only way to strengthen one’s fortitude and become resilient is to go through the pain of adversity. Setbacks and failures make you stronger, but only if you use the failure as a lesson and motivation. If you disagree with me on whether or not resilience can be learned, that’s fine. Just realize, it’s the most critical trait to success and longevity because the world will knock you down. This is true for teams, businesses, and individuals. Resilience is your bounce back factor. In this episode, you’ll get information and motivation on how to be more resilient.