The Entrepreneur's Jump, LLC

The Entrepreneur's Jump, LLC Consulting on growing your business from a Ernst & Young/Nasdaq Entrepreneur of the year and founder of a billion dollar business. Here is the way it works.

You can learn and successfully apply the way I built my relocation management company from scratch to a billion dollar market leader and became an Ernst & Young/Nasdaq Entrepreneur of the Year. All of it is applicable to your company whether it is a start up or a large enterprise. We start with a chat that costs nothing and just lets me know about your business, it's challenges and opportunities.

I am almost always able to give you some good, free advice or referrals to other resources. If we both sense a fit and feel I can really assist you, only then will we even discuss which part of my consulting, training or facilitation would be most useful to you. When I do something you only pay for it if you feel it was sufficient value. When I sold my company I became quite wealthy and do not need your money. Then I survived a bout with stage 4 pancreatic cancer and decided that life is too short . I only want to do what I love, to help business people I like and their companies reach their full potential. Here is what I and my team did at our company and what you can do too:

Grow revenues and earnings by 20 to 100 percent annually

Create a "killer value proposition" that no one else in the market can beat. Market and sell your product or service with exceptional results. Hire the talent that others crave without breaking the bank and retain them virtually forever. Increase employee productivity by over a third with no capital investment. Have and use a strategic plan that will use your strengths, improve your weaknesses, profit on opportunities and mitigate your threats. Have and use "deep metrics " for every part of your business that will measure its success and show you why you met or did not meet Ebitda or balance sheet goals. Acquire companies with a full payback in under 3 years. Obtain "smart" financing at any point in your business growth. I also do some terrific webinars on these subjects with other well known consultants. If you are a consultant, professional or supplier, feel free to contact me at [email protected] to see how we can work together for the benefit of our clients, customers and audiences.

Most founders and CEO's, plus those who run sales and marketing, do not believe it is possible for them. Others might....
12/07/2016

Most founders and CEO's, plus those who run sales and marketing, do not believe it is possible for them. Others might. Whatever your beliefs, toss them. I did it and so can you. Here is how: Find out who the best buyer is for your product or service. That commonly is not the person that you believe it to be!! In fact, there are at least 13 questions which must be answered, in order to find that person. [ 127 more words ]

http://www.edthejump.com/ceos-dos-and-donts/i-cant-grow-triple-digits-per-year-can-i/

Most founders and CEO’s, plus those who run sales  and marketing, do not believe it is possible for them.  Others might.  Whatever your beliefs, toss them. I did it and so can you.  Here is h…

No one wants to think about this and no one expects it. I attended a meeting of my peer CEO group and it had a resource ...
11/28/2016

No one wants to think about this and no one expects it. I attended a meeting of my peer CEO group and it had a resource speaker on what to do if your business suddenly drops a lot. Most of my peers did not pay attention except me as I always expect the worst. I sat on the board of a furniture company that was growing quickly by adding stores all over the eastern United States. [ 549 more words ]

http://www.edthejump.com/ceos-dos-and-donts/how-to-survive-the-unthinkablea-50-drop-in-business/

  No one wants to think about this and no one expects it. I attended a meeting of my peer CEO group and it had a resource speaker on what to do if your business suddenly drops a lot.  Most of …

Every exec wants fast sales growth but what do you do if you get it? It's like a dog chasing a car. What does she do if ...
11/17/2016

Every exec wants fast sales growth but what do you do if you get it? It's like a dog chasing a car. What does she do if she catches it?? The worst thing that can happen is to lose the business you have plus what you are signing. We grew triple digits per year for over a decade and the keys success was that we had a plan for it. [ 730 more words ]

http://www.edthejump.com/uncategorized/are-you-ready-for-fast-sales-growth/

  Every exec wants fast sales growth but what do you do if you get it? It’s like a dog chasing a car. What does she do if she catches it?? The worst thing that can happen is to lose the …

Did you ever have to sell to someone who is really called a "winner"? He is rude, abrupt, challenges everything you say...
11/14/2016

Did you ever have to sell to someone who is really called a "winner"? He is rude, abrupt, challenges everything you say with a nasty "know it all" attitude and would tell you that a blue sky isn't blue...it is azure. They are a salesperson's nightmare! But, there is a way to sell them and, by the time you are done, you are their best buddy and most loyal customer. [ 543 more words ]

http://www.edthejump.com/marketing-and-sales/how-to-sell-to-an-a-hole-sorry-about-my-french/

Did you ever have to sell to someone who is really called a “winner”?  He is rude, abrupt, challenges everything you say with a nasty “know it all” attitude and would tell y…

Seems easy enough. If he or she is not hitting the goals set for a an extended period they should be fired. If they do...
11/10/2016

Seems easy enough. If he or she is not hitting the goals set for a an extended period they should be fired. If they do, they should be applauded But it is not that simple. First, are your products or services truly unique and even market disruptive? If so, they can only be sold to senior execs, and that is very hard unless he or she knows how. [ 457 more words ]

http://www.edthejump.com/uncategorized/should-you-fire-or-applaud-whoever-is-in-charge-of-sales-and-marketing/

Seems easy enough.  If he or she is not hitting the goals set for a an extended period they should be fired.  If they do, they should be applauded But it is not that simple. First, are your product…

As per my last post, there are five types of buyers. I discussed amiables in my last post and now it is time for “Quest...
11/08/2016

As per my last post, there are five types of buyers. I discussed amiables in my last post and now it is time for “Questioners". The person who is a questioner wants one thing out of a sales call…to not make a decision They do this by an incessant stream of questions mixed with some objections. It can go on endlessly over as many as three calls. [ 272 more words ]

http://www.edthejump.com/uncategorized/how-to-sell-to-the-buyer-who-asks-a-million-questions-but-wont-buy/

As per my last post, there are five types of buyers.  I discussed amiables in my last post and now it is time for “Questioners”. The person who is a questioner wants one thing out of a sales …

It is impossible to go as deeply into this as I do in our webinars, but here is an overview that I hope you will find he...
11/02/2016

It is impossible to go as deeply into this as I do in our webinars, but here is an overview that I hope you will find helpful. Buyers fall into a number of personality types in a sales situation If you don't sell in a way that is proper for that type, you usually will get nowhere. There are five types of buyers- amiables, expressives, questioners, drivers and winners. [ 470 more words ]

http://www.edthejump.com/strategic-plans/how-to-sell-a-buyer-that-is-very-nice-but-wont-buy/

It is impossible to go as deeply into this as I do in our webinars, but here is an overview that I hope you will find helpful. Buyers fall into a number of personality types in a sales situation   …

It really depends on what kind of company yours is and what the market is like. Every product goes through a life cycle....
10/31/2016

It really depends on what kind of company yours is and what the market is like. Every product goes through a life cycle. At first it is unique and possibly a market disruptor. Look at CRMs when they first came out. The company that started it had no competition for about 2 years. As this was a market disruptor and could impact the clients strategic plan, it could only be sold at the senior level, normally the VP of marketing or, in a smaller company, the owner or CEO. [ 511 more words ]

http://www.edthejump.com/marketing-and-sales/should-you-even-respond-to-an-rfp/

It really depends on what kind of company yours is and what the market is like. Every product goes through a life cycle.  At first it is unique and possibly a market disruptor.  Look at CRMs when t…

Some of you know about the types of personas that people take in sales situations. Very quickly: Questioners- do not wa...
10/25/2016

Some of you know about the types of personas that people take in sales situations. Very quickly: Questioners- do not want to buy out of fear of making a decision so they ask endless questions. Amiable -do not want to buy out of fear so they just act like all is well and say yes or shake their heads yes. Then they go dark. [ 899 more words ]

http://www.edthejump.com/marketing-and-sales/selling-to-the-senior-officer-at-a-company-is-different/

Some of you know about the types of personas that people take in sales situations.  Very quickly: Questioners- do not want to buy out of fear of making a decision so they ask endless questions. Ami…

When the correct buyer at your target company is a VP or C level officer, few salespeople handle it correctly. First the...
10/22/2016

When the correct buyer at your target company is a VP or C level officer, few salespeople handle it correctly. First they never get an appointment with that more senior officer. Call after call and email after email doesn't cut it. Your grandchildren might be in their 40s by the time that meeting occurs. Second, once they get the appointment they don't know how to sell at this level. [ 871 more words ]

http://www.edthejump.com/marketing-and-sales/why-most-salespeople-fail-to-sell-to-a-more-senior-officer-of-a-larger-company/

  When the correct buyer at your target company is a VP or C level officer, few salespeople handle it correctly. First they never get an appointment with that more senior officer.  Call after …

Bob's company produced a CRM that was superior to his competitors in certain respects but was not market disruptive. Aft...
10/18/2016

Bob's company produced a CRM that was superior to his competitors in certain respects but was not market disruptive. After 3 months of trying, finally his salesperson got a meeting with the VP of Marketing of a large corporation. He thought his presentation hit the ball out of the park. But the people at the meeting went dark and they never got anywhere. [ 636 more words ]

http://www.edthejump.com/ceos-dos-and-donts/when-are-you-selling-to-the-wrong-person-at-a-target-company/

  Bob’s company produced a CRM that was superior to his competitors in certain respects but was not market disruptive. After 3 months of trying, finally his salesperson got a meeting wit…

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