New Business Strategies, New Profits

Last week, one of my clients -- we'll call him Rick -- had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle.

Trying to shorten the sales cycle, I asked naively, "Why does the customer want to buy? What are they trying to accomplish?" Rick couldn't tell me. I asked if he thought the salespeople knew. He said no. I gave him an assignment: he had to find out "Why," "Why now," and "What's it worth." Otherwise no demo.

In other words, no compelling reason to buy... No demo.

So Rick took a risk, and is rapidly moving to a fully-paid trial implementation.

Sure, long-term objectives and plans still matter, but I've been getting more and more inquiries focused on "what to do now." Entrepreneurs and executives alike are demanding help on how to improve revenues and profits right away.

How do you make the quickest difference? Focus the bulk of your energy on revenue generation. In other words, sales! And don't do it the same old way either, because  --  as you may have noticed  --  it isn't working that well.

Here are five ways for your sales force to bring in more business in short order. There are no magic bullets, but just last week I taught one of these techniques to a client (#2) and he used it to close a deal the following day! Use one or use them all. Each technique will have its own effect, and each will multiply the power of the others.

1. Sell return on investment, and sell it to the CFO.

Sales people are complaining that while the pipeline may be full, the deals are taking too long to close. Perhaps that's why the pipe is so full! What are the reasons for this? Companies have money, and in many cases they have needs. But many people are so scared THEIR customers aren't going to buy THEIR wares, they are loath to spend any money themselves. The result? They are only willing to spend money when they absolutely see near-term financial payback, and the CFO is killing many deals.

The solution? Sell the return on investment. Sell the payback. And sell it to the CFO. Arm your salespeople with two things: A series of case studies that document the returns from using your product, and a well-defined ROI process worksheet. Work with the CFO to build the ROI case so that he or she owns it. This is the only way they come to believe it. Make it their idea and instead of killing your deal, they will help you close it.

2. Forget USP. Determine your Usage Cases

Instead of focusing on why your product is the latest and greatest, clarify the ways in which potential customers will use your product to solve specific problems and produce tangible results. Then, instead of touting the "benefits" of your product -- which often fall on deaf ears, anyway -- engage your prospects in conversations about what costly and quantifiable problems they now have, and how they might use your product or service to alleviate those.

Crystal Healing for Energy Addicts

Crystals and other gemstones have been used since ancient times.  We can use them to improve our physical health, our wealth, our emotional stabilities, and our surroundings.  In order to find the right crystal for the job, focus on the issues you're experiencing, and let your intuition guide you toward the right crystal.  If you are choosing a crystal for somebody else, simply focus on them, try to feel their energies, and select the one that seems to be the right fit.  You'll know when you get the right crystal: maybe you'll feel that special "spark"... it will feel right.  Just use your instincts and you can't go wrong.

After you have first acquired your crystal, you will need to program and consecrate the crystals before using them.  Begin by cleansing the crystal.  After that, it is time to consecrate the crystal.  Envision it being surrounded by a bright light in your personal power color (or white, if you're unsure which color to use, as it's a good all-purpose cleansing color).  It's also a good idea to voice the dedication out loud; it helps to ground you and underscores your purpose.  Your statement doesn't need to be fancy; it can be something simple like "I dedicate my crystal to good work, positivity, and healing.  May this crystal be used with love and peace."  That's all you really need to dedicate the crystal.  When you program the crystal, it is time to specify what you'd like.  Holding it in your hands, say "I now program this crystal for..." and state the purpose of your crystal.  Program the crystal for anything you want, such as physical healing of a specific health condition, relationship help, reducing stress of anxiety -- by all means, voice them as specifically and with as much detail as you like.  This is an important step; the crystal needs to "know" what you want it to do, after all!  You can repeat the programming as many times as you need.

The Pathway to Higher Intuitive Senses

Have you had that experience when all of a sudden you just had this huge hunch that something is about to happen, and to your surprise, that intuition was eventually translated to reality?

When you feel strongly about something without logical basis to it, that's called intuition. It comes in three impressions: clairvoyance or "the third eye", sensing clearly and feeling through listening.

Clairvoyance is when your eye goes beyond what it can see. This is when you know what is happening somewhere.

Sensing clearly is basically what we refer to as "hunch" or "gut feel." This is the time when you are overwhelmed with a feeling and you can't explain it and all you can say is "I just know."

On the other hand, feeling through listening or clairaudience is being able to "listen" between the lines. Intuition also happens at times when a certain sound, whatever it is - be it a car's honk or a bird's twitting - ushers in an intense feeling.

They say only a number of people are gifted with intuition. Astrologers even insist that people born under the Scorpio or Pisces signs are naturally intuitive it almost borders on E.S.P. But studies have been sprouting left and right that proclaim that anyone can develop intuition.

Why the need to develop intuition, you ask? Why not let your emotional and psychological state as it is? First and foremost, intuition promotes good communication. It makes you more sensitive to the people around you; it often keeps you from hurting those you love because you are intuitive enough to understand them. Intuition also makes you far more creative than ever. Intuition means releasing more creative juices for any means of expression. Lastly, intuition has a healing power. This healing power is not in the physical sense, but in delving deep into your soul to eradicate some negative energy buried in it.

With that being said, are you ready to develop your intuition? Here are some ways to unlock this gift:

1. Hypnosis

Oh yes, get yourself hypnotized. Hypnosis is not limited to watching a pendulum move back and forth. Perform self-hypnosis or you can avail of hypnotic programs that can strengthen your intuition.

2. Meditation

Meditating means finding peace in yourself. If your mind and heart are cluttered with too many baggage and hurt,  you wouldn't be able to quiet down that part of you that could eventually initiate intuition. There are so many ways to meditate: take a yoga class, or just simply practice some breathing that could bring you straight to Zen.

3. Think positive!

A worry-free, fear-free state could do so much to improve your intuitive ability. By staying positive, you attract good energy that would be able to easily recognize imminent feelings and events.

4.  Just let go.

What does this mean? If you are on the brink of making a huge decision, let go of all the inhibitions and head to a quiet place where you could find out where the letting go has brought you. Sometimes you just have to listen to the voice within you, and that voice wouldn't come out unless you let go.

5. Never expect.

After letting go of the inhibitions and all those things that stop you from thinking and feeling clearly, never expect for an answer right away. Never expect that the "hunch" would fall on your lap immediately. Give it a little time then you'd just get surprised that -- wham! -- now you have your answer.

6. Believe in your first impressions.

When you see someone for the first time and think that he is a bit too arrogant for your taste, chances are that impression actually holds true. Most of the time, first impressions are brought by intuition.

7. Stay happy!

See? All you need to be intuitive is to stay happy! Happiness attracts immense power and such power includes intuition. In tapping your intuition, your motivation must be happiness and contentment. Given that premise, intuition will fall to you easily.

Intuition is helpful, because sometimes it leads you to something that cannot be achieved otherwise. A lot of lives have been saved by intuition alone. Decisions are easier done if armed by this gift. Develop intuition now and reap benefits you have never imagined.

Spiritual Growth in the Modern Age

One of the biggest challenges in these modern times is to keep our spirituality in check despite a society which is focused on financial prosperity, power, and the influence of others.  In this age of so many modern conveniences, forming our own feelings an opinions without allowing ourselves to be influenced by everything we see and hear on TV, the internet, magazines, and other people struggling to "keep up with the Joneses" can be a tall order as well.  The most discouraging part is that so many aspects of this media are centered around our physical desires and interests.  This can lead to a vast inner emptiness, a lack of awareness of our true selves, and limited (if any) attention to our spiritual or philosophical aspects.  Such a state can make it challenging, to say the least, for the modern person to balance the physical and the spiritual.

One of the first keys to the care and feeding of your spirituality is to try some introspection.  Looking inside yourself is partly about recalling things that you've done, or that have been done to you.  However, this is also a drop in the bucket in comparison to what else there is.  When you assess your feelings, what motivates you, why you make the decisions that you do, and your priorities, you are gaining insight into your true self.  Introspection is a learnable skill which can help you to know yourself on a deeper and more intimate level.  It can be difficult, or even shocking, to come to certain truths about yourself, but remember -- don't judge yourself, be objective.  And, above all, look for places where you can improve upon the self you know.

After you have thoroughly examined your inner life, it is time to determine the direction that you'd like to take things.


To grow spiritually is to develop your potentials.

Religion and science have differing views on matters of the human spirit. Religion views people as spiritual beings temporarily living on Earth, while science views the spirit as just one dimension of an individual. Mastery of the self is a recurring theme in both Christian (Western) and Islamic (Eastern) teachings. The needs of the body are recognized but placed under the needs of the spirit. Beliefs, values, morality, rules, experiences, and good works provide the blueprint to ensure the growth of the spiritual being. In Psychology, realizing oneís full potential is to self-actualize. Maslow identified several human needs: physiological, security, belongingness, esteem, cognitive, aesthetic, self-actualization, and self-transcendence. James earlier categorized these needs into three: material, emotional, and spiritual. When you have satisfied the basic physiological and emotional needs, spiritual or existential needs come next. Achieving each need leads to the total development of the individual. Perhaps the difference between these two religions and psychology is the end of self-development: Christianity and Islam see that self-development is a means toward serving God, while psychology view that self-development is an end by itself.

To grow spiritually is to search for meaning.

Religions that believe in the existence of God such as Christianism, Judaism, and Islam suppose that the purpose of the human life is to serve the Creator of all things. Several theories in psychology propose that we ultimately give meaning to our lives. Whether we believe that lifeís meaning is pre-determined or self-directed, to grow in spirit is to realize that we do not merely exist. We do not know the meaning of our lives at birth; but we gain knowledge and wisdom from our interactions with people and from our actions and reactions to the situations we are in. As we discover this meaning, there are certain beliefs and values that we reject and affirm.  Our lives have purpose. This purpose puts all our physical, emotional, and intellectual potentials into use; sustains us during trying times; and gives us something to look forward to---a goal to achieve, a destination to reach. A person without purpose or meaning is like a drifting ship at sea.

To grow spiritually is to recognize interconnections.

Religions stress the concept of our relatedness to all creation, live and inanimate. Thus we call other people ìbrothers and sistersî even if there are no direct blood relations. Moreover, deity-centered religions such as Christianity and Islam speak of the relationship between humans and a higher being. On the other hand, science expounds on our link to other living things through the evolution theory. This relatedness is clearly seen in the concept of ecology, the interaction between living and non-living things. In psychology, connectedness is a characteristic of self-transcendence, the highest human need according to Maslow. Recognizing your connection to all things makes you more humble and respectful of people, animals, plants, and things in nature. It makes you appreciate everything around you. It moves you to go beyond your comfort zone and reach out to other people, and become stewards of all other things around you.

Growth is a process thus to grow in spirit is a day-to-day encounter. We win some, we lose some, but the important thing is that we learn, and from this knowledge, further spiritual growth is made possible.

Award Recipient: Techies 4U, Inc.!

The Sage Institute is pleased to present our newest award recipient, Techies 4 U, Inc., with our Small Business of the Year award!  This great company has shown a remarkable amount of growth and improvement during its relatively short time in business, and as such has earned this honor for its dedication to success, growth, and innovation.  

Techies 4 U is a business that is based in the midwestern USA which prides itself on attention to detail when serving its customers.  This company has been providing exemplary service to their customers since 2005, with a mission statement that shows they understand the importance of making technology easy and accessible for all people.

We are so thrilled to select this awesome small business for our Small Business of the Year!  Congratulations to Techies 4 U, and we wish you much continued success!