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Money for Nothing - But Not for Free

Andrew Penny, February 18 2020

Subscribe to our Next Level Thinking for CEOS and Business Owners podcast. Click to listen to today's 'Money for Nothing – But Not for Free' Podcast. For more than 40 years I’ve paid a retainer fee to my life insurance company – and I’ve yet to make a claim! I retain an unused membership with the CAA who will rush to my rescue if my 1967 MGB expire...

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Hot Towels & New Markets

Andrew Penny, January 28 2020

Click to listen to Hot Towels & New Markets podcast. There is nothing quite like wrapping yourself in a nice warm towel after stepping out of a long hot shower. It feels so good that I am surprised that towel warmers are not a standard fixture in bathrooms everywhere. They are, in fact, a rather scarce niche product. You might think that this subse...

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Two Big Take-Aways From 2019

Andrew Penny, December 31 2019

Over the last year we have been very fortunate and thank all of those who have trusted us to help them grow their businesses. We are working with a world leader in dam safety. They design systems that prevent millions of tons of ice and debris from shutting down power generation.

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4 - Bring ‘em Back From the Dead

Andrew Penny, December 3 2019

Please excuse the title, I’m writing this just after Halloween... Most companies have lots of old customers – not they are actually ‘old’, but simply companies that haven’t done business with you for a very long time. Why they stopped doing business with you is in most cases a mystery. Perhaps a sales rep annoyed them at some [point, or an order wa...

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11 - The Moment of Truth

Andrew Penny, January 23 2018

Carolanne decided to make an investment in Swedish furniture. And pretty soon she was sitting on her living room floor surrounded by cardboard, fiddly connectors, sheets of gleaming white melamine, Allen keys galore and sheets and sheets on iconic instructions. But, despite the instructions (in multiple languages and pictograms), it wasn’t going w...

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10 - Logistics

Andrew Penny, December 7 2017

Two hours later than expected, a large dump truck backed slowly up my driveway. It’s annoying beep-beep-beep back-up alarm making the dogs bark. Once it was in front of the garage doors the bed started to lift and a full cord of firewood cascaded onto my driveway. I now had to shift and stack ½ ton of firewood before I could get my cars out and my...

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9 - Where do we go from here?

Andrew Penny, November 2 2017

The delicious whooshing sound as the lid comes away is magical, the little pull-tabs that allow you to prise the product away from its hard, but yet soft, protective packaging is devious, the mathematically designed cutouts and wrappers are ingenious. And yet all of this is designed to happen, after the deal is inked. Why bother?

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8 - Inking the Deal

Andrew Penny, October 18 2017

This is where signatures are placed and money changes hands. When I was in the satellite business, we needed to buy launch insurance for a geostationary satellite. It covered the few minutes it would take to get the satellite into orbit…. just a little bit longer than you can hold your breath hoping that the ten-year, hundred-million-dollar bit of...

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7 - Decision Point

Andrew Penny, October 3 2017

At some point in the customer's journey, they will make the decision either to buy or move on. They have gathered the information, weighed it against their particular needs, debated the affordability and return on investment, considered the alternatives and ‘click’ have decided to buy. That decision point can be hard to notice – there is seldom a...

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6 - Negotiation

Andrew Penny, September 18 2017

Negotiation and the pursuit of happiness…  It turns out that just two things are required for happiness: a feeling of control and a sense of connection with other people. And, if you can make people happy and feel connected they tend to buy more.   In the sales process, the opportunity for both exists. When it comes to buying, we like to feel in c...

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