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" In my experience, most small businesses are worried about the client fulfillment - 'getting the Job done' - and lead generation far more than they are in how the sales process flows. "

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" It's fashionable to use terms like 'sales funnels' to describe the sales process for many companies, and it is true that the funnel design is very appropriate for the digital world, but despite all the prose written on sales funnels and the like, my question is still the same - when do you close your sales, and how long does that take? "

Michael E. Gerber

World

You

Design

" If opening your own business is the dream, then it must start with a Dream - not only to understand what it is that you want to do, but also, how you are going to build something better than the same chaotic environment you just left. "

" Trendy gadgets and edgy pitches inevitably get replaced due to the fickle nature of the buying public, but a business designed from the start to play big has the ability to weather trends and redirect itself to venues and products that its customers want and need. "

" Don't look at small business as a means to an end and a way to make money until the corporation hires you; look at it as a chance to create something of immeasurable value and beauty in a world that desperately needs it. "

" Your success has to be measured against yourself - a decade ago, last year, or yesterday. "

" As with anything we do as entrepreneurs, researching how our businesses impact and influence our customers and our markets - and our world - is critical to building something of value as a business. "

" McDonalds. Apple. Starbucks. They were all small businesses, owned by entrepreneurs and people with vision. "

" The Big Dream of any entrepreneur really has very little to do with the entrepreneur. If you truly love repairing automobiles, chances are, you'll be a lousy business owner. Likewise, if you are fascinated by debits and credits, the dream of building an accounting firm with you at the helm is probably best left unfulfilled. "

" Quit being 'busy' and start actively owning and operating your company, and you'll be able to understand where the money is coming from and how to make more of it. "

" Entrepreneurship requires an unvanquished spirit of curiosity, an openness to learning, a letting go of OldCo so you're free to create NewCo. "

" You can't be the accountant in your accounting firm. You can't cut the grass in your landscaping business. You can't work on the vehicles in your auto repair shop... And you really can't spend all of your time managing those actions, either. "

" Steve Jobs didn't seek solace among minimum wage workers. He sought it from highly educated men and women who understood and shared his focus on growth, technology, and company-building. "

" Remember, if your business isn't making money, then you and your employees aren't, either. "

" Most people who go into business for themselves and, therefore, believe they are entrepreneurs, are doomed to struggle because they don't have a true Entrepreneurial Perspective. They have a Technician's Perspective. "

" Certainly, the human race can be fickle, and times do change, but overall, the barriers to bringing a product to market - and understanding what 'the market' wants - have remained unchanged. "

" Tactical Work is the work you do every day in your business to generate income, along with all of the operational, financial, and management tasks that entails. "

" The deciding factor of why some entrepreneurs are successful and others fail is not limited to your DNA or your education; it is about the actions you take as the leader of your business. "

" After decades of studying the men and women that make the decision to open their own Great, Growing Company, I'd have to say it comes down to the Vision they have for that business - do they expect to build the company or just have some income for the short term? "

" Your Dream, Vision, Purpose, and Mission all come together when you bring products to market - so make sure you're bringing your best. "

" If you are with five successful people, then you are the sixth successful person. The reverse of this is true as well, so who are you hanging out with? "

" Remember: you cannot build a better mouse trap by fixing the old one - NewCo demands active ownership, and that activity is not the sum of doing multiple jobs but, instead, the sum of implementing paradigm-shifting changes that create new industries and solutions. "

" Without concentration, a business will be ordinary in every respect, because it will have no presence, no inner force, no way to attract the people upon whom it depends for its very existence - employees, customers, suppliers, and lenders. "

" You did not disturb Hemingway before noon on Monday through Friday - he was in his office, writing the books that made the lifestyle possible. "

" The number of businesses that fold due to bad partnerships is staggering. In some cases, they are charlatans, in others inept business people, and others find themselves unable to scale with any growth. "

" You cannot build a company or manage a life by chasing others; you have to find your success competing against yourself. There will always be a bigger fish. "

" The challenge of any business owner is not only to keep the saw sharp, but also to know if you even have a need for such a tool. "

" It is one thing to seek out new ways to grow your company and new potential streams of income from new services or products, but it is quite another to take on responsibilities that are far from your primary job as Entrepreneur. "

" Most people view coffee and lunch as personal time, not deal-making time. Unless the person you're meeting understands that this is a working lunch, then they may not even think that this is a serious business conversation. "

" If you are planning to start a business, and if you want that business to have a hope of succeeding, be sure you are approaching your venture from a true Entrepreneurial Perspective. "

" No matter how you hire, ensuring the systems are in place to manage the process will be critical in allowing you to find the right people to carry the standards you set. Don't neglect that duty! "