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...s five, my dad taught me to ride a horse (or at least he tried). The first day...s. What a way to learn that different horses had different 'Go' commands! To ...

...ce producers and production to racehorses and horse races. Let’s continue with this...deogame magician might create virtual races with folks betting from their La-Z...

...ing how to do it. At one time, the horse defined a market area, then the stree...

... , someone else may get the order. Be sure to come at prospects and customers in a variety of ways that grab attention quickly and powerfully. Extend your territory. Anyone who says, We don't go farther than a half-day's drive' is doomed. The task today is to figure out ways to capture more business, and that means finding how to do it. At one time, the horse defined a market area, then the street car, the car and the airplane. Now the Internet has abolished all parameters. Where you are is not nearly as important as what you are to a customer. Stay on course. We're easily bored today. Perhaps the culprit is information overload. Whatever the cause, the effects are felt in businesses. Everything's short-term, and even short-term gets ... who look alike are alike to customers. The task is to find distinctions that make a difference to your customers, and to stress these in everything you do. Schick, the No. 2 razor company, emphasizes a safe shave, an issue that's particularly important to teen and African-American males, who tend to be prone to nicks, bumps, and ingrown hairs. While Gillette wins the close-shave race, Schick goes after niches where safety is an issue. Use your sales staff effectively. Although salespeople can display primadonna-like behavior and even a certain amount of arrogance, they are right when they complain about much of what they're asked to do. Rather than spending time cultivating prospects, servicing existing customers, and building relationships, they are expected to cold call and locate new prospects. While every ...