From the Publisher
In "Small Changes", Andy Blackstone brings the reader the ideas and techniques he has used to help small businesses increase their sales and profits - without turning their companies upside down.
The small changes in focus and process he details in this book can be implemented by any small- business owner or manager who is frustrated by inconsistent or inadequate sales. Andy takes the reader through each of these changes in detail, using real examples from companies he has helped to become more successful.
As Andy says in the book, "In the past 10 years or so, my clients have taught me that it isn't big re-organization or re-engineering that is most valuable to them - it's the small changes that have big results that really matter. This book is the outcome of the lessons they've taught me as we've worked together to improve their sales, their margins, and their lives."
What businesspeople like you say about Andy Blackstone...
"...his insights, experience and mentorship have been a key element in our evolution from a small startup company with "2 guys and an idea" to a going concern with 8 employees and a consistently growing top line."
- Kevin Kelly, President, Application Experts
"Andy built a consistent, scalable sales process based on a new value proposition ..., replacing a bottom-up sales approach that often resulted in significant discounting and contract negotiation with an approach that established the value of our services, all but eliminated contract changes, and maintained list prices in most new client opportunities."
- Vane Clayton, CEO, KPA
"The process of taking a smaller early stage company from the early adopter market phase to more wide spread market adoption has unique challenges, and I believe that Andy Blackstone is uniquely qualified to help companies at this stage take the steps required to make that leap."
- Stephen Collins, President, Anark Corporation
"I'm writing to thank you for the positive results that you have delivered to two of our portfolio companies. .... In both cases, your work in redesigning sales process and in re-orienting the sales effort away from their product focus to a customer focus resulted in increased sales and shorter sales cycles."
- David Billstrom, formerly Managing Partner, FBR Comotion Venture Capital
You Can Increase Your Sales and Profits by Making the Small Changes Detailed in this Book ...
This book will help you:
Obtain access to the decision-makers you need to sell to.
Make more sales with less effort.
Increase your margin on each sale you make.
Get control of the sales process and your pricing.
You will learn how to:
Focus on your prospects instead of on your products.
Focus your sales efforts on the prospects who are most likely to buy.
Use value-based instead of cost-based pricing.
Build repeatable, consistent sales processes that enhance sales success.
Now you can shorten your sales cycles, increase your margins, and sell more effectively and efficiently by using the principles in "Small Changes".