3 Things to Know: Business Challenges

Owning a business isn't always cupcakes and rainbows; facing obstacles and dealing with challenges are a consistent part of the job. Check out these three things our experts think you should know when it comes to business challenges.

 

While there are many benefits and rewards to owning a small business, it certainly does not come without its struggles. In this month’s 3 Things to Know article, we challenge you to take a look at your business challenges.

First thing to know: You are not alone

You probably know this already but let us reiterate: every business and every business owner experiences hard times. Over the years, Mind Your Business has brought you several opportunities to hear from COSE members about the specific challenges they deal with on a regular basis. We featured interviews the Young Entrepreneur Institute conducted with COSE members, asking them about the most challenging obstacles they face as entrepreneurs. Here’s another interview with Cleveland Chain Reaction finalists who reveal what they find to be the most difficult parts of running a business.

The blog’s Q-and-A series with investor level members is another way we’ve put a spotlight on these challenges. Here is one under-the-radar challenge that most business owners aren’t talking about from the perspective of one of COSE’s own.

Second thing to know: Your challenges may be a result of your success

With new sales, more demands from clients and increased staff needs, it might be hard to keep up with the onslaught of responsibilities of a growing business. If you have trouble delegating or don’t know when it’s time to ask for help, check out these tips to keeping up with your growth.

Third thing to know: You can be prepared

Speaking of difficulty keeping up with your growing business, this MYB article features COSE member Tim Dimoff, president of SACS Consulting and Investigative Services, who talks about his struggles with doing just that and how he could have been better prepared.

COSE is always here to help you overcome small business challenges. Perhaps your challenge is in social media, pitching your business, or finding the resources you need to effectively run your business. Join us October 16 for the Small Business Resource Fair and meet entrepreneurial support organizations, discuss business challenges and opportunities, and more.


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  • Next up: 3 Things to Know: Success in Sales

    3 Things to Know: Success in Sales

    In our 3 Things to Know series we explore a variety of topics popular on the Mind Your Business site. This month we’re focusing on what our experts think is important to know when it comes to being successful in sales.

    When you own a small business, you are in the business of sales. Sometimes this is not a hat you like wearing, or a role that comes naturally. Luckily, our resident sales experts have thoroughly tackled this topic. Take a look at these three things they want you to know when it comes to having success in sales.

    First thing to know: Every salesperson or company should adopt a selling system that works well for them. This is the process by which you develop an opportunity from start to finish. Whether that finish is closing the sale or closing the file, you must have a defined beginning and end. Check out the flow of the selling system that Sandler Training uses.

    And, once you have a system that works for you and your company, it’s important that those involved in the process receive the necessary training. Proper sales training can mean the difference between keeping and losing a customer. Here’s what you should look for in a sales training program.

    Second thing to know: You must make people feel confident about their decision to work with and buy from you and your company. From managing successful transitions to being engaging and innovative, here are five tips to being successful in sales.

    Third thing to know: You don’t have to become a sell-out just to land the sale. Don’t roll over like a puppy dog; do keep in mind that the customer may not always be right. Don’t perform a “dog and pony show” every time you pitch your business; do subscribe to the line of thinking that sometimes less really is more. Keep the integrity of your business and your confidence high with these do’s and don’ts of selling.

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  • Next up: 5 Reasons You Should Invest in SEO for Your Business

    5 Reasons You Should Invest in SEO for Your Business

    If your business is not ranking high in online search results, then your website really isn’t working for you. You may not realize the importance of search engine optimization, but here are five reasons why SEO matters and how to go about making that investment.

     

    It's not optional. In order to thrive in today's online world and reach your constantly-online customers, you need to have a strong online presence. Unwrapping what that means, though, takes a little more work. It's not uncommon in my line of work to encounter businesses that, while recognizing the general value of digital marketing, do nothing to improve their ability to rank highly in a search. And yet, that might just be the most powerful tool at your disposal. After all, Google alone accounts for more than 50% of traffic to most websites. In fact, investing in search engine optimization (SEO) might just be one of the best moves you can make.

    When I talk to potential partners about SEO, I tend to hear some common reasons why they don't pay much attention to it. Let's turn that around. In reality, these five reasons are actually the top five reasons you should be investing in SEO to grow your business.

    Reason No. 1 to invest in SEO: Social media marketing is not enough

    Yes, channels like Facebook and Instagram are hot. You'll find plenty of marketing experts recommending them. And sure, they can play a vital role in your overall marketing efforts. But in reality, social media marketing is never enough to market your business.

    That 50% number quoted above? The same study found that social media only accounts for 5% of traffic generation. In addition, even the best presence on your (or your audience's) favorite networks will have no direct impact on your search rankings.

    Social media is great for brand awareness. It might be even better for customer service interactions. It does not, however, lead to traffic to your website that drives actual leads and customers.

    Google only includes quantifiable data in its search algorithms and because it doesn't have access to social media metrics, it disconnects social from search rankings. If you want to rank highly, you need an SEO strategy.

    Reason No. 2 to invest in SEO: Investing in SEO is not expensive

    I often hear that investing in SEO is expensive. That's relative, but generally not true. In fact, you can get to a #1 ranking on a popular search term with absolutely no budget at all. Because you can't pay your way to the top, you don't need a line item. It really can be that simple.

    Instead, SEO is all about the time you invest and the expertise you bring to the table. If you are looking for external expertise, that does mean spending some money. But you don't need to budget anything for actual ads, because SEO is all about authenticity. It's your actual website or business that ranks, not promotional messages.

    Even when you do invest some money, don't think about SEO as a cost. It's an investment in your business that will pay off long after you spend the money. Your SEO rankings need nurturing, but they won't just disappear. There is no campaign length. The investment you make now is into your business future and growth.

    Reason No. 3 to invest in SEO: Slow and steady can win the race

    Closely related to the above notion is the idea that SEO is not effective because it cannot achieve results quickly. That's true. It takes the average business 4-6 months to see a tangible increase in web traffic as a result of search optimization. The important thing to remember is that this slow and steady approach is actually a good thing.

    When you're embracing SEO, you're playing the long game. The reason it's such a good long-term investment is that even though it takes some time to build, that build will pay off multifold. If you are looking for immediate results, don't abandon SEO—instead look into some paid SEM ads that can complement your long-term efforts to rank on relevant keywords.

    Reason No. 4 to invest in SEO: You can still beat your competition

    Looking at those relevant keywords for your business and industry can be depressing, especially if your competition is already ranking highly and you're nowhere to be seen. That doesn't mean you shouldn't even start. Beating your competitors and climbing to the top of the rankings is impossible if you don't start somewhere. Remember: You miss 100% of the shots you don't take.

    Viewed differently, your competition's head start might not actually be a bad thing. It gives you the opportunity to find the chinks in the armor of your closest competitors. They're not doing all they can either, and once they reach a high spot on a relevant search results page, they tend to get lazy. Now is the time to strike.

    Knowing what your competitors are doing is half the battle. Use some competitive SEO research to uncover their tactics and devise a strategy to beat them. They'll never see you coming until your website suddenly receives more clicks and climbs up the rankings higher than theirs.

    Reason No. 5 to invest in SEO: Bad experiences don't predict the future

    Unfortunately, I sometimes run into potential clients who swear off investing in SEO because they've had a bad experience. That's all too common. Many in this game are unscrupulous or not transparent. They engage black hat tactics to get some immediate results, which get your website penalized and hurt your efforts in the long run.

    Don't let that take your eyes off the potential of this digital marketing channel. Instead, look for a partner who offers you the following:

    • Transparency. Being open about pricing builds trust. Transparency about techniques, methodology, and processes showcases expertise.
    • A good relationship. The right partner is open to constant communication, wants to learn about your business needs, and is committed to your success.

    Sometimes, it's just as important to simply avoid some of the red flags that come with questionable SEO companies:

    • Guarantees. SEO is determined by search engines, not marketers. Anyone who guarantees results should be viewed questionably. No marketer has a 'special relationship' with Google or gets preferential treatment.
    • Secret sauces. They just don't exist in digital marketing. There are some best practices, and they tend to be well-known among experts. Strategy and execution will drive your success, not some secret recipe you never get to learn.
    • Black hat tactics. Google specifically hunts and penalizes efforts to circumvent its algorithms. That includes automatically generated content, so-called doorway pages, hidden text and links, keyword stuffing, or link buying. Basically, anything that doesn't involve building value and relevance for your audience first.
    • The cheap option. The company promising to outbid everyone else probably is worth about that much. You get what you pay for. Sometimes, a larger initial investment actually gets you the skill and dedication you need and deserve.

    Ready to Begin Investing in SEO the Right Way?

    You won't find easy help anywhere. But when you find the right help, you set a foundation for digital marketing success and sustainable business growth. All you need is a partner committed to you, and ready to help you build your efforts over time. If you're ready for that step, let's talk. Allow me to better understand your business, with a no-commitment conversation about your search engine optimization efforts.

    Nachum Langsner is the Co-Founder & CMO of LocalBizGuru, a full-service digital marketing agency based in Cleveland, OH. He has over 10+ years of experience in the SEO industry and is a frequent presenter and instructor of digital marketing and SEO seminars for entrepreneurs and small business owners in the Greater Cleveland area for organizations such as COSE, Jumpstart, the Better Business Bureau, Score and the Ohio SBDC at CSU.  

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  • Next up: 6 Steps to Establishing Yourself as a Thought Leader in Your Industry

    6 Steps to Establishing Yourself as a Thought Leader in Your Industry

    Take these six steps to establish yourself as an authority in your space and begin leveraging the benefits of becoming a thought leader in your industry.

     

    It’s good to be known as an authority. That’s especially true in business, where the halo effect of expertise tends to rub off from thought leaders to the organizations they represent. 
    Establishing yourself as a thought leader in your industry comes with a number of clear-cut advantages.

    As an industry thought leader you can:

    • Reinforce your brand by focusing on industry topics related to your business;
    • Establish trust and credibility with potential customers by speaking authoritatively on a topic they’re invested in;
    • Improve your search engine optimization through more topics and content related to core target keywords; and
    • Improve your lead generation by building reliable, organic attention-getters that drive your audience into your funnel.

    Thought leaders don’t just follow trends. They define and create them by being at the cutting-edge of their area of expertise, creating a devoted following of readers who want to learn more about that topic.

    Getting to that point doesn’t happen overnight. But it’s far from impossible. Take these six steps to establish yourself as an authority in your space and begin leveraging the benefits of becoming a thought leader in your industry.

    Thought Leader Step No. 1: Find Your Niche of Expertise
    The first step is one of finding balance. Thought leadership only works when focused on a specific topic that isn’t already occupied by lots of other experts who claim the same experience and credentials as you. 

    Limiting yourself to your industry is the first step. But what topics within your industry are you particularly passionate about? What are some areas in which you could write or speak for days? Explore those as your potential niche.

    Of course, that niche also needs to be relevant for your audience. That’s where the balance comes in. The topics where your own passion and your audience’s interests intersect are your sweet spot. Find them, and focus on them whenever you can.

    Thought Leader Step No. 2: Define Your Core Channel(s) of Content Creation
    Next, it’s time to think through the ways in which you want to push out content. Ultimately, you’ll need a network of channels to accomplish that feat. It all starts, though, with a single channel or two in which your content usually originates.

    The choices are plentiful, but most thought leaders choose one of these opportunities to broadcast their voice and share their thoughts:

    • The company blog, making a direct connection to your organization and gaining customers
    • LinkedIn, long a thought leader platform and ideal to gain a following among business customers and audiences
    • YouTube, a great alternative if you’re able to and intend to express yourself in moving sound and images rather than the written word
    • Podcasting, which has become the medium of choice for many of today’s thought leaders across the business world.

    It makes sense to start with one of these channels. Use it as your baseline and hub for all the content you’re about to create. Once the foundation is set, you can branch out and repurpose your popular content to be disseminated across the other channels in a way that fits it best.

    Thought Leader Step No. 3: Find and Define Your Voice
    Thought leaders aren’t just unique because of their niche. They’re able to stand out from a crowd because they speak in a unique voice, and are able to connect with their audience on a personal level.

    What will that voice look like for you? Are you looking to end up more on the professional or casual side? Is a connection with your audience more important, or would you prefer authoritative language that leaves no doubt about your expertise?

    Find and define that voice. Write down exactly what makes your voice unique. Then, remind yourself frequently as you develop new content exactly what that voice is and should be.

    Thought Leader Step No. 4: Create Consistent Volumes of Content
    The first three steps are preparation. Now, it’s time to jump in the deep end and begin the content creation.

    A few articles won’t be enough, regardless of how high-quality they are. Instead, you need to build a consistent, reliable stream of content for your audience to enjoy. Your goal, after all, is to build expectations to the point where your followers always eagerly await that next piece you’ll publish.

    Within your niche, look to publish new content at least once a week and preferably more often. Don’t go through ‘dark spells’ in which you don’t publish at all. Instead, build your core channel into a steady stream of content that satisfies and delights your audience and keeps them coming back.

    Thought Leader Step No. 5: Stick with Value over Promotion
    As you attempt to and begin to successfully gain a following, temptation will rise. You now have a captive audience. Shouldn’t you begin to tell them about your business and the value propositions related to the same industry in which they are interested?

    The short answer is no. Yes, it makes sense to subtly promote your business on occasion. But your core focus when building thought leadership should always be on just that: showcasing your expertise in the field through actual value. That is how you gain and keep a captive following.

    The paradox at play here is that if you do not focus on promotion, you’ll actually become more effective at promoting your business. That’s because you’ll gain the trust of a greater audience share, who will now be more willing to seek out your business on their own. 

    Thought Leader Step No. 6: Find the Right Promotional Channels
    Finally, it’s time to start thinking more closely about that web of content. Simply publishing high-value articles or videos is a great start, but will not allow you to gain that audience on its own.

    Instead, you need to leverage a wide range of digital channels to spread the word each time you publish something new:

    • Your audience’s preferred social media channels
    • Your company blog (if it does not already act as the core channel)
    • Various guest posts and podcast appearances
    • Search engine optimization focused on key terms and phrases
    • Email marketing to get your content in front of existing subscribers and followers

    LocalBizGuru is Here to Assist
    Building that promotional mix is a key success component. Fortunately, you’re not on your own. In fact, our expertise in helping small businesses grow applies seamlessly to thought leadership as well and can integrate with your larger digital strategy. Contact us today to start a conversation and begin to grow your expertise in the eyes of your audience.

    Nachum Langsner is the Co-Founder & CMO of LocalBizGuru, a full-service digital marketing agency based in Cleveland, OH. He has over 10+ years of experience in the SEO industry and is a frequent presenter and instructor of digital marketing and SEO seminars for entrepreneurs and small business owners in the Greater Cleveland area for organizations such as COSE, Jumpstart, the Better Business Bureau, Score and the Ohio SBDC at CSU.  

     
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  • Next up: 6 Ways to Succeed at Facebook Marketing in 2020

    6 Ways to Succeed at Facebook Marketing in 2020

    Despite Facebook being one of the best ways to reach potential customers, many business owners are still unsure how best to go about marketing on social. Here are six tips to finding success on Facebook in the New Year.

     

    Many businesses rely on social media marketing to increase business. Social media today has become a powerhouse when it comes to businesses generating more brand awareness and gaining loyal customers. As 2019 comes to a close, Facebook is still one of the leading social media platforms for businesses to not only connect but to engage new audiences. For this reason, here are six ways to succeed at Facebook Marketing in 2020 and beyond.

    1. Focus Content for Facebook Groups

    Many business owners create their business page and begin posting their curated content for their audience to see. While this is a great method to establish credibility and start bringing traffic to your Facebook page, your methods can be better spent focusing on creating a Facebook Group or becoming part of an existing group.

    Facebook is focusing its attention away from public pages to private experiences. This is primarily due to the fact that private messaging and small groups are taking over online communities. Many of these private experiences are happening within groups on Facebook. This is why posting within groups needs to be a primary focus for business owners moving forward.

    Groups are hyper-focused and tend to bring more engagement. Additionally, the ability to narrow groups down to individuals' interests allow businesses to create more meaningful social interactions with their customers versus just posting on their business page.

    Another benefit of a Facebook group is that it can serve as a valuable tool to track data pertaining to potential customers. Facebook groups are automatically putting your audience into a segment, which can be just as powerful as targeted ads. Along with this, Facebook groups give businesses a real-time view of conversations that their audience is having. These valuable insights make it easier for business owners to make better business decisions and shape the customer experience.

    2. Don't Just Post Links, Respond to People

    As a business owner, your first instinct is probably to post a link that leads to your products, services or website. After all, your goal is to run a business successfully and in order to do that, you have to be able to direct potential customers to where you need them to go.

    The only problem with this is that many businesses post links and go on with their day. Meanwhile, they are providing little to no engagement with potential customers. It's important for businesses to actually take the time to respond to those individuals who are engaging with them and inquiring about their business. This lets your audience know that you care about their opinions and want to keep an open line of communication with them.

    It's these steps that will make potential customers click on the links you provide while simultaneously increasing your odds of turning potential customers into loyal ones. Not forgetting to mention, engaging with people on your Facebook page keeps you at the top of their minds, which will give you a competitive advantage in the long run.

    3. Add Video & Go Live

    People are spending more time watching videos in 2019. In fact, 45% of people watch more than an hour of video on Facebook or YouTube a week. Adding video content to your Facebook marketing strategy is an effective way of increasing that coveted engagement metrics

    With that said, going live is one of the best ways that businesses can engage with their audience on Facebook.

    Going live gives businesses an opportunity to get more personal with their audience and offer even more transparency. This helps your audience form a better connection with your business. In turn, you will be more likely to turn them into customers. With that said, the more engagement you can create on your page, the better this is for your business when it comes to Facebook's algorithm.

    4. Engage with Customers Through Tools on Facebook

    Unfortunately, many businesses underutilize the tools that are available to help promote their business on Facebook. However, the marketing possibilities with Facebook are nearly unmatched when tapping into the right tools. Tools like Facebook Messenger allow businesses to connect with their customers instantly. Whether it be to answer a customer's query or promote a new product or service, Facebook Messenger can be very influential in connecting you with your ideal customers.

    In fact, 1.3 billion people use Facebook Messenger each month, which makes Facebook Messenger an excellent way to reach more people. Additionally, Facebook Messenger is a better alternative to email marketing, as there is a higher click-through rate.

    Even more, when you integrate platforms such as Many Chat, you can create your own chatbot and send newsletters through messenger as a convenient way to keep your customers abreast with what's going on in the business, including new product or service launch, upcoming sales, and just informing them in general on things pertaining to the company.

    5. Be Consistent

    If you want to make the most out of your Facebook marketing, then consistency truly is key. However, it's not just about quantity but consistent quality content. It's not enough for businesses to make one good post on Facebook and then abandon their accounts. You want to bring awareness to your business, show customers that you are dedicated, and that you are a credible source. The more consistent you are with your content means the more consistent and assertive your brand message is.

    In addition to this, your marketing patterns impact the way your audience views your business. For instance, if you post video content on Facebook sporadically, not only will your audience not know when to look for your content, but they will also be less engaged. This is because sporadic content sends a bad message. Your audience will assume you are not invested in your business and that you may not deliver on what you promise.

    6. Consider Using Facebook Ads & Boosts

    Unfortunately, even with all the techniques mentioned, Facebook's algorithms currently do not favor organic traffic nearly as much as they used to—and certainly not those who are not yet proficient using these tactics.

    So how can you as a business broaden your influence and get in front of a wider and deeper pool of potential clients on Facebook?

    Start using Facebook ads and spend some money boosting your posts.

    This will help you:

    1. Compensate for your declining organic reach;
    2. Reach a wider, but targeted audience; and
    3. Leverage the platform effectively until your organic game kicks in.

    Next Steps

    Marketing can be overwhelming for businesses trying to navigate the online world. The good news is, though, that Facebook offers many opportunities for businesses to better connect and engage with their customers online. If you want to improve your marketing efforts through Facebook or want to learn more about how we can help your business, contact the experts at LocalBizGuru today.

    Nachum Langsner is the Co-Founder & CMO of LocalBizGuru, a full-service digital marketing agency based in Cleveland, OH. He has over 10+ years of experience in the SEO industry and is a frequent presenter and instructor of digital marketing and SEO seminars for entrepreneurs and small business owners in the Greater Cleveland area for organizations such as COSE, Jumpstart, the Better Business Bureau, Score and the Ohio SBDC at CSU.  

     

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  • Next up: How Ya Doin? A COVID Check-in

    How Ya Doin? A COVID Check-in

    If you haven't already done so, it's time to check in with your constituents, including your staff, colleagues and clients, about how they are doing during this time of crisis. Doing so can have a big impact on your constituents and your business.

     

    Thankfully, most Northeast Ohio small businesses have survived dealing with COVID-19…so far. One interesting strategy some COSE members have successfully used is the COVID Check-in. It’s simple and easy and can reap excellent benefits. 

    Let’s briefly consider ‘checking in’ with three important groups for your business: your staff, your colleagues and your customers.

    Tips for Checking in With Your Staff

    If some or most of your team is working from home, regularly check in with each person. Here are some tips on how to go about these check-ins.

    Staff Check-in Tip No. 1: Ask them ‘How’s it goin?’ Let them know you’re there for them and ask them how things are going. Listen, take notes and offer help where you can. Ask for simple tips that are helping them deal with the remote working situation.

    Staff Check-in Tip No. 2: Share best practices. Make a list of things you identify that work well for you and your team members. When you’re talking with someone who shares a useful best practice, add it to your list. Once completed, share it with everyone so that they might also benefit from these ideas.

    Staff Check-in Tip No. 3: Also make a list of what didn’t go well. If some or most of your team is back in the shop or office, ask each person what they did to handle the quarantine, what challenges oc-curred and what can be done next time to minimize the hassles.

    Staff Check-in Tip No. 4: Create a Quarantine Play Book. We’ve all learned the lesson now that a pan-demic handbook is crucial to a business. Put together your own Quarantine Play Book to use next time and share those best practices and suggestions with the whole group or by departments to generate even more good ideas.

    RELATED: Here’s why it’s important to keep training employees during this pandemic.

    Staff Check-in Tip No. 5: Make a work-from-home investment. We also know now that it’s crucial to have the equipment we need to work out of our homes. Invest in the hardware and software neces-sary to maximize success the next time people have to work from home—because there will probably be a next time.

    Tips for Checking in With Your Colleagues 

    From coworkers to other members of your networks, here are some tips for checking in with your col-leagues during this time in the pandemic.

    Colleague Check-in Tip No. 1: Also ask them, ‘How’s it goin?’ In a similar manner, reach out to a se-lected group of your colleagues, both locally and around the country (and even beyond), to see how everything is going for them. Customize each note or text so they are personalized. 

    Colleague Check-in Tip No. 2: Add their thoughts to your list. Also ask for their good ideas and best practices for surviving the pandemic so you can include it on your list and share with others. 

    Colleague Check-in Tip No. 3: See how you can help them. If you reach out to someone who identifies a specific challenge that you can help with, share your experience and your insight.

    RELATED: 3 things to know about running your business during a pandemic.

    Colleague Check-in Tip No. 4: Share your list of best practices and Quarantine Play Book. As you talk with your colleagues, add their items to your growing list, organize it by category and share it with eve-ryone. Be sure to include your thanks for their participation.

    Tips for Checking in With Your Customers

    It’s very important that you continuously check in with your customers during the pandemic—for their sake and yours.

    Customer Check-in Tip No. 1: And once again… Ask ‘How’s it going?’ If you haven’t been doing this all along, reach out to each customer or prospect and ask them how they are doing. It’s as simple as that, but just reaching out in that easy way will make an impact and leave a good impression.

    Customer Check-in Tip No. 2: Try to make it as personal as possible. Just like when you check in on colleagues, it goes a long way with customers as well if you can be more personal. If there’s a lot of them, consider a mass mailing that you can individualize.

    RELATED: Read more by Phil Stella.

    Customer Check-in Tip No. 3: Give them a relevant business update. Indicate how your business has pivoted to still provide specific products or services. Also, be sure to let them know when you expect to be back to normal and any other pertinent updates that will impact the way they do business with you moving forward (wearing a mask, restricted hours, curbside pickups, Zoom appointments, etc).

    Customer Check-in Tip No. 4: Share your list with them, too. When emailing your customers, attach those items on your generic list of survival best practices that might apply to them, especially information and resources that they might not be aware of already.

    Check in with your staff, colleagues and customers a little each day. You’ll soon see that this process is the essence of classical networking—the exchange of information, ideas and resources. But, COVID-19 has made everything old new again.

    (So …. How ya doin? Got any good ideas, resources or strategies for surviving COVID-19 and remote working? Send them in to Nicole at njross0503@gmail.com and we’ll include them in a subsequent post.)

    Phil Stella runs Effective Training & Communication, www.communicate-confidently.com, 440 449-0356, and empowers business leaders to reduce the pain with workplace communication. A popular trainer and executive coach on writing, communication styles and sales presentations, he is also on the Cleveland faculty of the Goldman Sachs 10,000 Small Businesses program.   

     
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