March 2021 Newsletter

An Excerpt from The Meeting

by Tim Fulton
I published my third book, “The Meeting” last November. This is an excerpt from the book and one of my favorite chapters. The setting is a one-day peer group meeting. Bud is the group Chair and Tex is one of his group members. The group is in Executive Session when members bring strategic issues/decisions to the group for help.
I hope you enjoy the story.


Chapter 13
He’s a Terrorist
“The best thing you can do for a good employee is to fire a bad one.”  
- Bob Thomson, Vistage Speaker

“Tex, you’re batting lead-off today in the Executive Session. You made mention earlier in our check-in about having a terrorist on your management team. Tell us more about that,” said Bud.
Tex’s facial expression quickly changed from a broad smile on his face to a look of disgust. He had brought this same issue to the group once before several years ago and had hoped that he wouldn’t have to bring it back again. It was a sore subject for Tex and one that had gotten progressively worse over the past year.
“You all remember my CFO, David. He was originally hired by my dad many years ago before I graduated from Tech and joined the company. He didn’t have CFO credentials at the time and certainly is not showing them now. The faster we grow, the less engaged he is in the company. He seems to be taking time off at the least opportune times, like the end of the month closing. His financial reports are late and full of mistakes. And frankly, I just don’t think he gives a sh**!”
Bud interrupted Tex for a moment. “I think before we go any further, this is a good time to review the Welch Grid as Tex has referenced the ‘terrorist’ on his team.”

Founder and President of SalesReformSchool™, Adam Shapiro helps individuals and companies improve sales performance by on-boarding or “in-boarding” customer-facing individuals, teams, and enterprises. Mostly, this means helping clients integrate brand and other marketing efforts into their sales conversations, tools, and processes. Adam earned a Juris Doctor from the University of Georgia after graduating cum laude from the University of Texas in Austin with a B.A. in History. Adam made the unusual transition from attorney to sales executive to entrepreneur leveraging the “think around the corner” process he learned in law school.

In this episode, Adam joins Tim and Taylor to discuss all things sales. Adam shares his insights on the marriage between marketing and sales, the difference between the challenge and the relationship salesperson, tips on hiring sales personnel, and the tension between effectively closing a sale and the sales quota.


The Art of Selling Your Business by John Warrillow

Some of the happiest days of my 20-plus year executive coaching career have been seeing a business owner client successfully exit their respective business. Sometimes it has been a retirement. Other times, it has been a transition of the business to a family member or key employee. But the best exits have been when a business owner has sold their business to an outside buyer for typically a seven-figure check.

Too often, however, those business sales don’t work out for the best. A study by the business school at Vanderbilt University highlighted some of these failed exits.

  • 75% of business owners regretted selling their businesses
  • 70-80% of businesses for sale don’t sell
  • 50% of all business “exits” are involuntary

Best-selling author John Warrillow’s first book was Built to Sell, and it helped many small business owners prepare their businesses for sale. His new book, The Art of Selling Your Business, speaks to the next step in the exit process and provides small business owners with winning strategies and secret hacks for successfully selling their venture.

Guest Speaker:
Theo Gilbert-Jamison
Chief Executive Officer
Performance Solutions by Design

In today’s fast-paced, highly competitive environment, one of the most effective ways to differentiate your business is by consistently providing an unparalleled level of service that keeps your clients coming back for more. Theo Gilbert-Jamison is an Author, Keynote Speaker, and Executive Coach who specializes in helping senior executives set a higher standard within their organization by creating and sustaining a culture of excellence. In this lively, highly interactive session, Theo will share simple tips for achieving and sustaining 90% (or higher) customer satisfaction, help you identify gaps that may stand in the way, and help you devise a preliminary action plan you can implement today.
Registration is FREE.
This event is free. We're accepting donations for the Solidarity Food Pantry,
( a community movement to help families in need.
-Available on Amazon-

Ending your email with an expression of gratitude can dramatically increase the likelihood of getting a reply. According to a study conducted by Boomerang and reported in INC Magazine, “Closing with an expression of gratitude correlated with a whopping 36% relative increase in average response rate compared to signing off another way.”
A good friend of mine who celebrated a birthday this month shared these humorous thoughts on aging.
Please let me know if I can help you in any way.

Remember, small business does MATTER.

President & CEO
Small Business Matters
(678) 427-9436

"Dedicated to Increasing the Effectiveness and Enhancing the Lives of CEOs"