While there is widespread disagreement as to if the U.S. economy is on the edge of a depression, a recession or is just experiencing an “anxiety economy”, no one can argue that the financial crisis is not having a huge ripple effect and its going to take years to work out.

Rick Erling, President of The CxO Group, LLC, a Dallas, Texas CEO Coaching and Business Performance Improvement firm adds “Today’s uncertain economic times are forcing all executives, managers, and business owners to adopt new strategies for navigating through the current business downturn. At times like these many companies prefer to move into a survival strategy to ride out the storm.

Survival strategy, while conservative, has one underlying problem. In today’s hyper-connected economy things can unravel quickly and when your business is not growing and improving it is falling behind and headed for extinction. Keep in mind that even though your business may be slow today, your business will return to profitability in the future, IF you do what is necessary to survive today. ”

The CxO Group specializes in CEO coaching and business performance improvement by integrating financial management, strategies, marketing, and sales to maximize corporate revenue growth. We use a copyrighted methodology to advise CEOs on action steps to take to grow revenues, consult with management staff on best practices and train sales and marketing teams on tactics and strategies that put your business value in front of you so your prospects see you differently than your competition and take action steps to buy.

So, what are you going to do? Let employees go?  Cut back on marketing?  Squeeze your current clients for more money? Yes, you can do all of this, but is that going to help? What can you specifically do during a recession to grow your business profitability?

Receive our COMPLEMENTARY SPECIAL REPORT titled “10 Tips To Grow Your Business in a Recession or Economic Downturn” that will help answer those questions. You can download your copy now at this special link  http://growth.thecxogroup.com/ . Alternatively, you can contact us by email at  info@thecxogroup.com, or call (972) 727-6880 to request your copy.

“A recession is when your neighbor is out of work. A depression is when you are out of work.” Rick Erling - President The CxO Group, LLC

It’s been said that money hides mistakes. Corporate earnings are down, the market drops and gains triple digits on multiple days, housing prices continue to fall and foreclosure rates are skyrocketing. It’s no question that we are in an un-stable economic environment. Are we in a recession right now, if not today will we slip into one next week, or perhaps next month? With economic uncertainty looming, many of our clients are asking: How should I position my firm in the months to come? We are fast approaching the end of the first quarter. Today, we cover a topic that just might contain the insight you need to uncover any hidden mistakes and help you surpass your 2008 goals.The “Balanced Scorecard” is a strategic management approach developed in the early 1990s by Dr Robert Kaplan of Harvard Business School, and Dr David Norton.Much like the “Balanced Scorecard” of the 1990s, that focused on linking business performance to department metrics, The CxO Group, LLC uses a “Sales and Marketing Metrics Scorecard” (http://www.sales-scorecard.com/) with a similar approach, but designed for today’s economy.Today’s scorecard creates interaction and links between five sales management pillars as a packaged team to help drive performance.– Sales– Marketing– Strategy– Operations/Development– Partners/AlliancesFirst, we create identifiable tactical measures for each of your sales team members and contributing departments. Then, we develop and help you implement the scorecard into a living, breathing business tool to proactively manage and link strategy, marketing and sales.This tool becomes a leading business driver that when used correctly, increases corporate cash flow, accelerates operational success, and allows companies to manage their business model by proactive metrics, not reactively by emotion.With this linkage, the scorecard provides clarity in strategic and tactical goals that can be readily monitored to understand where performance is coming from and where remedial attention is needed. As I mentioned, we are regularly asked about the best improvement initiatives to be made in this uncertain economy. We always suggest companies look towards sales metrics as the way to grow their business and uncover those “hidden” mistakes.Start with the foundation. If your sales and marketing organization doesn’t have clear objectives and metrics for accountability then you probably have a few mistakes hiding in your process that are costing you money. Clear sales objectives that are aligned with company strategy is one way you can be assured of hitting your goals in uncertain economic times.At The CxO Group, we believe the entire company, not just the sales department, is responsible for revenue capture! Visit us online at http://www.thecxogroup.com/ give us a call today at (972) 727-6880, or email info@thecxogroup.com to chat about how we can help you create a sales & marketing metrics scorecard that is custom fit so your firm’s business assets are centralized on revenue development and all departments are linked to the performance.

First instinct for me is vote for Hillary. I actually like her and I’m sure there are a lot of people disagreeing but I would like to see her be the president. Sad thing is, I actually don’t think she will win. I do think she lives her life to do what she does and I think she will do a good job at it. I think she will also do something about health care that would benefit more people. The latest news is that Hillary is mad at Obama for some campaign literature that said “her health care proposal would force everyone to buy health insurance, regardless of ability to pay, a charge Clinton vehemently denied.” (See the article on cnn) I just can’t imagine that she would do such a thing and force people to buy health insurance. I think she might make health care more available to people who might not be able to afford it, but to force people to buy it who can’t???

The health care issue is very close to me. My grandmother who just celebrated her 90th birthday today has to spend SO MUCH money per month on prescription drugs and some things are just not covered that well…meanwhile someone who just came to the country and/or has not worked if any can get the medicaid and get lots of coverage. She’s worked all her life and now still has to make sure she saves up just for her prescription drugs. I think it’s completely unfair. We also have a close friend with 3 kids who are trying to make ends meet since they were both laid off few years back. Now they do not even have insurance except catastrophic coverage for themselves…which is scary. The kids gets coverage from the state as long as they do not make too much but just low enough…which is like dumb since if they make just a little more they will have to pay for it themselves and they will not be able to at this time. There has to be a kind of health care available for families like them. Why should a family that does not try to work or try to earn money get the full help from the government while families that do, sometime can’t.

Whatever, I don’t even want to talk about it anymore since there isn’t much I can do. Anyhow, I think Obama might win since he’s got the young crowd. My husband said people are in a Obama high since they want something different so badly, but their high will come down…but might be too late when that happens. I don’t have too much against Obama (unless if the campaign literature is actually false…then it will be shame shame), but I think Hillary will be a better President since she knows how to nudge her way around to get things done since she’s been in the White House before and I agree where she stands on some of the issue. I do like Obama for some things and if I keep thinking too much, I will just need to toss a coin.

Still…vote for Hillary!!!

Does your website create website traffic and generate enough sales leads? If you are like most CEO’s, sales and marketing management I speak with on a daily basis, the answer is probably no.If you perform a Google search on “sales and marketing strategies” you’ll be pleased to find over 62 million web pages devoted to helping market a business and increase sales. Spend just five minutes looking at the search results and two items become very apparent . . .

1. You can’t expect to compete in business today without leveraging your reach with online digital marketing tools and having a Web Site Marketing Strategy.
2. If you’re not appealing directly to the person who is reading your ad, you risk them seeing it without realizing how it relates to them.

Considering there are over 65 million pages devoted to “sales and marketing strategies” validates the importance of creative writing and how to appeal directly to your customers’ need to increase traffic and conversions.Keep in mind that when people meet in a live in-person business meeting, we introduce ourselves with some statement about what we do, and why we should work with one another. In a live meeting it’s important to show very quickly that we understand their issues and needs, and that we have ideas and solutions to address these.Your website is a virtual meeting tool. It must accomplish the very same objectives of an in-person meeting. It must convey common points of interest, whether personal or professional. The virtual visitor must begin to feel that they can relate with you, and this helps to build the beginning of a business relationship. Studies show you have 8 seconds to build this relationship before they click to the next site listed in the search listings. If the visitor doesn’t feel they can relate to you, if they’re overwhelmed, confused, can’t easily navigate your site or simply not interested in your site, they’ll leave in very short order — 8 SECONDS!Keeping the above strategy at top of mind, here are the top seven smart ways to get your business noticed on the Internet.1. Keep it simple.Get rid of Flash and fancy intro pages! Studies today show you only have 8 seconds to convince a prospect how you can help. Does your website describe your product or service in a succinct, compelling and visual fashion in that timeframe?With thousands, perhaps millions of Google hits for a given search term, prospects are looking for exactly what they’ve typed in or they move on to the next search result.2. Value First, Brand SecondDon’t make the mistake of dragging your business value behind you by leading with the brand name of your product, service or company. Push your business value out in front of you and set yourself above the competition by using “Value Forward” methodology!3. Call to ActionOnce you’ve got their attention you must have calls to action like an offer of a free white paper, webinar, or newsletter to harvest prospect contact information.4. Easy NavigationYour website must be easy to navigate with less than 7 navigation buttons on the home page.5. Search Engine Optimization (SEO)Make sure your site appears high on search engines’ results pages. By including the right keywords and phrases, your site will appear higher up on Google, Yahoo! and other search engines.The key to keywording is translating what your product or service does into appropriate “Value Forward” keywords and phrases that will turn your visitors into qualified sales leads.6. Pay Per Click (PPC)Your sponsored or PPC listing on a search engine results page (SERP) must call out to the person reading it. If you’re not appealing directly to the person who is reading your ad, you risk them seeing it without realizing how it relates to them.In many situations it may even be necessary to develop new landing pages to help increase site level conversion.7. Podcasting and YouTubePodcasting and YouTube are new and simple technologies that you may want to take a look at. All you need to get started is a decent microphone, a digital audio or video recorder and editing software.This is a great strategy for many small businesses for several reasons. A voice, or video reference or testimonial rather than words on a website can convey conviction, credibility and personality.8. Track Your Customer Conversation Ratio or C.C.R.It is not how many unique visitors come to your website that is important. It is how many you can identify as prospects. Most companies today spend large amounts of marketing dollars on tradeshows, advertising, email marketing, corporate branding and direct mail driving thousands of potential buyers to their website . . . yet they don’t know who is there and don’t have engagement devices to capture their name. To generate more leads, track your C.C.R. through your daily audit logs as well as the names of those who sign up for your free information.Are you interested in insuring your solutions, products and services are conveyed in a compelling fashion on your website? Yes, your web designer will provide the actual website design and artwork, BUT it’s up to you to know what the content should be. Most importantly, you need to supply content that will trigger search engine hits and drive qualified traffic to your website.When you’re not experienced or don’t have the budget to have web strategy, marketing, sales or systems people on staff, or simply don’t have the bandwidth, get help! Smart business owners surround themselves with consultants that are strong where they are weak. Please consider having us help with your sales, marketing, and website strategies improvement projects.

Will Your Sales Team Finish 2007 Strong? If not, perhaps it’s because the prospect’s perception of your business value, and the actual value delivered of your offering are mis-matched.

As Sales Training, Marketing Advisement and Strategy Specialists for growth-directed companies in Dallas, we have identified five steps of prospect value identification that take place during your sales cycle. Using these will help you close deals already on the table for 2007 and applying this to your 2008 forecast will help shorten those sales cycles.

Prospect value identification is an integrated process of perceived and actual value delivered based on your offering and your customer’s perception of that offering at various stages of your sales cycle. There are five steps of prospect value identification that take place during your sales cycle and they include:

1. The Vendor’s Perceived Value
   This is a vendor presented value and is based on how you see your value and how you communicate its status to your prospects or existing customers during the pre-sales cycle through your firm’s marketing communication and sales step process.
2. The Customer or Prospect Transitional Value
   This value happens in tandem during the discovery process where the prospect matches or rejects your perceived value (vendor’s perceived value) with their perception of your value. This is a value conversion step during the sales cycle.
3. The Prospect’s Perceived Value of Your Offering
   This value happens when your prospect or your customer finalizes their perception of your value relative to your competition and makes an assumption (correctly or incorrectly) of the value of your product or service relative to price, the business results it produces and the alternative options they have for purchase or non-purchase.
4. The Prospect’s Actual Value
   This is the alignment by the prospect or customer during their post-sale decision process to determine if the perceived value communicated by you in the pre-sale matches their perception of your actual value in the post-sale.
5. The Value Gap
   This is the measurement or gap between the vendor’s perceived value believed during the pre-sale steps and the prospect’s actual value calculated after the first sale.

Prospect value identification by its very nature is a layered, intricate process that must be aligned with your sales and marketing communication as an integrated approach. Prospect value observation starts at the beginning of your sales cycle and your position is often determined based on your entry point into the organization.

Enter into a prospect’s organizational chart below the title of Vice President at the beginning of your sales cycle and you are entering into the commodity zone of buying. Prospects below the title of VP generally make business decisions based on your offering’s features, functions or price.

When you sell management at the Vice President level and above, they buy based on their perceptions of your business offering’s value. This is a variable option that you can manipulate if you can sell correctly.

Often there is a gap between what firms believe in themselves and what their prospects actually experience.

It is not what you sell, but how your prospect positions the value of your offerings against the alternative buying options they have that must be managed.

To sell more, sell above the commodity line, manage the prospect’s perception of your business value, and control the value gap between their perception of your value and your perception.

Would you like to Evaluate Your Revenue Capture Success in more detail? Visit this link and request a copy of our Sales and Marketing Scorecard. It is a management business assessment tool designed to help you to evaluate your firm’s revenue capture success and compare your current operating model against industry best practices to help your company achieve its peak performance. The scorecard contains 100 questions on your sales and marketing methodology and supplies recommended best practices to increase your business success.

Looks like more people were against Proposition one. Which would have prevented the building of the tollway inside the Trinity River levees. It was pretty close. So this means they WILL put the tollway through. Oh well…

My friend told me Halloween night at Prestonwood (Baptist Church) previous years, but we never went because my husband feels it’s important to go around our own neighborhood even though not many kids (almost none) go around Trick or Treatin’ around here. She said there are rides and games and it’s really fun for kids. We’re likely going to go for other reasons, but you can check out the website for more info here.

There’s also a site that lists things to do for Halloween around Dallas.

It’s kind of sad because Halloween seem to be so different from what I remember when I was a kid. We use to be able to go out (by ourselves) and just have fun. Now everything has changed and it’s all so scary (not in the Halloween sense) and parents go with the kids and also goes to other neighborhood intead of their own.

So it seem that there’s some confusion as to what voting Yes and No would mean for Trinity and the Toll Road. To make it simple here is something I found that makes it more clear. Look at the signs “NO means you want a toll road in our park!” and “Keep their toll road OUT of our park VOTE YES!”

Of course, some people want a nice park without the exhaust around them, but others argue that traffic is so bad, it needs the Toll Road. Read for yourself, here are some opinions from DMN and articles as well. I’m all for nature, everything is turning into buildings and roads, it’s really rare to have a quiet place to relax without reminder of the busy hectic life. Then again, if I had to travel a lot in that direction I’m sure I may have a different take - solution: just build the Toll Road further from it.

I can see how the confusion started. The website votenosavethetrinity.com and all the signs that says “vote no, save the trinity”. Some people will think it’s to save the trinity river and not have the Toll Road, but really it’s saying save the Trinity River Project which include the building of the Toll Road. Will it mean that the project will go ka-put if this doesn’t go through? I do think they should create a nice place there, but anyway - you can see videos of what’s plan for the Trinity River Project on the website and there’s also this 3d rendering. Here is the typical scare tactic from the website: “You realize that, if the toll road is pulled out of the park, Dallas taxpayers will be saddled with millions of dollars in new taxes to pay for and build a different reliever route … a process that will take decades (all while gridlock fills our air with pollutants and Dallas grows by hundreds of thousands more residents).”

More Taxes? Dallas property tax is already insanely high, what other tax wil we need to pay (not having income tax for Texas is a bit of a joke since we are being taxed left and right) - let’s drop the whole thing and lower property tax first.

Anyhow, voting (Proposition 1) is on November 6th, 2007, but early voting is underway for registerd voters in the City of Dallas.

I say call Andres Duany and see what he thinks.

UPDATE: Trinity River Result. Majority of Dallas wants a tollway through it. Looks like it’s all about the concrete and car culture.

Ready or not, the pumpkins are already at the Dallas Arboretum. Starting now until October 31th, the Arboretum will have daily activities and also weekend activities. We’ve been there before and kids really enjoy the Pumpkin patch and Hay Maze. I like seeing pumpkins because it does mean Autumn is around the corner and hopefully we won’t have the heat and mosquitos anymore:

DAILY ACTIVITIES

Tom Thumb Pumpkin Patch
Pumpkin House
Hay Bale Maze
Hay Rides ($3 per person/ per ride)*
Piano Music on the Pergola
*10:30am - 3:30pm (weather permitting)

EVERY WEEKEND

Costume Parade - 1pm
Pumpkin Decorating Demonstrations - Noon, 2pm and 4pm
Face-painting - Saturdays: 11am - 4pm; Sundays: Noon - 4pm
Crafts - Saturdays: 11am - 4pm; Sundays: Noon - 4pm
Performances on the Martin Rutchik Concert Stage: Noon - 4pm

Check out the Dallas Arboretum Website for more information.

This is the first year I actually got to be there at the Plano Balloon Festival. The first time we went, I think we either missed the lift off time or parking was far. The second time we went, we parked somewhere around this empty lot in a neighborhood and saw the balloon go over us. We were not the only ones doing that, there were lots of other people doing the same thing. This year, we time it so we can see the parachutes and off course was late for that (though we still saw it from the parking lot) and we made it right on time and saw the balloons lift off from the field.

I must say, it’s so much better being there. You see the scale of the whole festival, of how many people there were. This was Friday, so I’m sure Saturday would have had more people. I didn’t think I was going to be that excited about balloons lifting off, but I guess when you have kids, you get excited with them!

Here are some pictures:

The above is  the view from the slope if you park at the Collin County College. It doesn’t look like there were a lot of people from this view, but there were people down at the field to the left all around and all along this slope.

Yeah, it’s funny how Hooter has to be everywhere. This was like a family/kids thing and Hooter was there. The funny thing was this boy probably 4-5 was next to us and said oh look at the orange balloon, it’s got eyes on it!

This was during the lift off on Friday night 6:30pm

This was down next to the field and there were a lot of vendors with food from Dickey BBQ to corn dogs. There was also a section that was very kids friendly with lots of kids thing to do.

This was the energizer bunny taking a nap face down before the night light up.

This was before the light up again and the energizer bunny is starting to wake up…slowly…very slowly.

Energizer bunny is up and will keep going and going and going…

Right before the 8pm light up, most of the balloons were up.

This was a little after 8pm when they have the light up. They count down and then all the balloon light up with their flame. If you blink too long, you will miss it. But don’t worry because they will do another count down…and another…and another. I don’t know how many they do because after the 3rd time, we had to leave since it was past the kids bedtime.

What’s a festival without Corn Dogs!!!??