What Works

Praise for __What Works__ "__What Works__ is essential reading for any businesspeople who want to improve their organizations and their own abilities. This is not a tome of pie-in-the-sky, fluffy how-to advice but is an easy read, crammed with great advice—from improving sales ability to learning how to manage people. Not to be missed."**—SHAUN REIN**, founder of China Market Research Group and author of __The End of Cheap China__ "Focus, focus, and more focus. That is the incredible theme here of __What Works__. Robert Cornish and Wil Seabrook hit a true homerun in their message: knowing what you are and what you are not, knowing what works and what doesn't, and knowing when to walk away and when to stay, but hold firm—are the keys to success in business and in life. __What Works__ is more than a sales book. It's as much about the internal sale to your employees and colleagues, as it is to the customer and the prospect. If you want to improve not just your sales, but your business, __What Works__ is a must-read."**—TODD NATENBERG**, author of __"I just got a job in sales! Now what?" A Playbook for Skyrocketing Your Commissions__ "Robert Cornish has gone beyond the usual fluff and trendy ideas and concepts and taken what actually works in the world, which is what's most important after all. The book is easy to understand with lots of real life examples, and the ideas are very practical and useable. If you want what you are doing to 'work' or to turn your ideas into effective action: read this book."**—Robert J. Kriegel, PhD**, __New York Times__ and __BusinessWeek__ bestselling author; Commentator, NPR's __Marketplace;__ pioneer in sports psychology, Olympic and professional athlete coach "Robert and Wil have written a wonderful no-nonsense playbook for today's CEO. There's no theory here, but rather a collection of bite-sized, pragmatic ways of thinking and doing that you can put into action right away and see immediate results in your business. This is a great one to keep close to your desk to reference often!"**—David Hassell, CEO** of 15Five "While many business books and theories comb through what it takes to succeed, __What Works__ has taken hard-won knowledge from the trenches—knowledge that has been tested and applied—resulting in practical information that can be used now. Being a successful entrepreneur myself, I know what it takes to succeed, and this book dives into what works in the real world."**—Jon Ferrara, CEO** of Nimble.com and founder of GoldMine Praise for iWhat Works/i/ "iWhat Works/i is essential reading for any businesspeople who want to improve their organizations and their own abilities. This is not a tome of pie, in, the, sky, fluffy how, to advice but is an easy read, crammed with great advice'from improving sales ability to learning how to manage people. Not to be missed." b'SHAUN REIN/b, founder of China Market Research Group and author of iThe End of Cheap China/i "Focus, focus, and more focus. That is the incredible theme here of iWhat Works/i. Robert Cornish and Wil Seabrook hit a true homerun in their message: knowing what you are and what you are not, knowing what works and what doesn't, and knowing when to walk away and when to stay, but hold firm'are the keys to success in business and in life. iWhat Works/i is more than a sales book. It's as much about the internal sale to your employees and colleagues, as it is to the customer and the prospect. If you want to improve not just your sales, but your business, iWhat Works/i is a must, read." b'TODD NATENBERG/b, author of i"I just got a job in sales! Now what'" A Playbook for Skyrocketing Your Commissions/i "Robert Cornish has gone beyond the usual fluff and trendy ideas and concepts and taken what actually works in the world, which is what's most important after all. The book is easy to understand with lots of real life examples, and the ideas are very practical and useable. If you want what you are doing to 'work' or to turn your ideas into effective action: read this book." b'Robert J. Kriegel, PhD/b, iNew York Times/i and iBusinessWeek/i bestselling author; Commentator, NPR's iMarketplace; /ipioneer in sports psychology, Olympic and professional athlete coach "Robert and Wil have written a wonderful no, nonsense playbook for today's CEO. There's no theory here, but rather a collection of bite, sized, pragmatic ways of thinking and doing that you can put into action right away and see immediate results in your business. This is a great one to keep close to your desk to reference often!" b'David Hassell, CEO/b of 15Five "While many business books and theories comb through what it takes to succeed, iWhat Works/i has taken hard, won knowledge from the trenches'knowledge that has been tested and applied'resulting in practical information that can be used now. Being a successful entrepreneur myself, I know what it takes to succeed, and this book dives into what works in the real world." b'Jon Ferrara, CEO/b of Nimble.com and founder of GoldMine

Two weeks into a recession, business partners Robert Cornish and Wil Seabrook started their company with two people, two laptops, a handshake, and an idea. They ignored the conventional wisdom that was burying their industry and forged their own path. Their mantra? "Do What Works." Only three years later, the company, Richter10.2 Media Group, attained million dollar revenues and over 300 percent growth in one year. Today, it is one of the fastest growing small businesses in America with more than fifty employees, and debt-free, having never borrowed a penny. What Works is the blueprint to Richter's success.

Now more than ever, the old models of how to start, promote, and run a successful business are no longer viable. What Works delivers real, applicable knowledge that will help you to grow your business and create the outcomes that you're striving for. What Works offers critical advice such as:

• Know Your Public: Focus all sales and marketing efforts only on companies and people that fit the audience you defined in the profile, which will dramatically drive growth as you direct your efforts to the people most likely to do business with you
• Measure by week and manage by week: Avoid catastrophes that would be hard to correct if you only measure quarterly
• Say No and Walk Away: Focus on distilling the deals that don't fully align with your goals, purposes, and policies
• And much more!

What Works offers the opportunity to learn how a couple of successful entrepreneurs did it themselves. Gain an edge by getting inside information that you can put into action today. No fluff, no filler. Only what works.

Two weeks into a recession, business partners Robert Cornish and Wil Seabrook started their company with two people, two laptops, a handshake, and an idea. They ignored the conventional wisdom that was burying their industry and forged their own path. Their mantra? "Do What Works." Only three years later, the company, Richter10.2 Media Group, attained million dollar revenues and over 300 percent growth in one year. Today, it is one of the fastest growing small businesses in America with more than fifty employees, and debt-free, having never borrowed a penny. What Works is the blueprint to Richter's success. Now more than ever, the old models of how to start, promote, and run a successful business are no longer viable. What Works delivers real, applicable knowledge that will help you to grow your business and create the outcomes that you're striving for. What Works offers critical advice such as: Know Your Public: Focus all sales and marketing efforts only on companies and people that fit the audience you defined in the profile, which will dramatically drive growth as you direct your efforts to the people most likely to do business with you Measure by week and manage by week: Avoid catastrophes that would be hard to correct if you only measure quarterly Say No and Walk Away: Focus on distilling the deals that don't fully align with your goals, purposes, and policies And much more! What Works offers the opportunity to learn how a couple of successful entrepreneurs did it themselves. Gain an edge by getting inside information that you can put into action today. No fluff, no filler. Only what works. Praise for What Works " What Works is essential reading for any businesspeople who want to improve their organizations and their own abilities. This is not a tome of pie-in-the-sky, fluffy how-to advice but is an easy read, crammed with great advice—from improving sales ability to learning how to manage people. Not to be missed." —SHAUN REIN , founder of China Market Research Group and author of The End of Cheap China "Focus, focus, and more focus. That is the incredible theme here of What Works . Robert Cornish and Wil Seabrook hit a true homerun in their message: knowing what you are and what you are not, knowing what works and what doesn't, and knowing when to walk away and when to stay, but hold firm—are the keys to success in business and in life. What Works is more than a sales... The EPUB format of this title may not be compatible for use on all handheld devices. What Works provides applicable and relevant info for business owners that you can put to use to help remedy their problems. Authors Robert Cornish and Wil Seabrook offer advice use such as: Know Your Public: Focus all sales and marketing efforts only on companies and people that fit that audience you defined in the profile. This one strategy will dramatically drive growth because you're directing your efforts to the people most likely to do business with you. Measure Weekly: Measuring by week and managing by week can help you avoid a catastrophe that is hard to handle or corr Introduction On sales On operations On focus On marketing Conclusion Acknowledgements About the authors.