90% of Businesses Fail—Here's the One Thing That Guarantees Yours Won't", Money Talks EP 150

When I sat down with Jennifer Fry, CEO of Appreciated Asset Business Solutions, for my "Money Talks" podcast, I knew we'd be diving deep into why businesses fail. What I didn't expect was how profoundly her insights would reshape my understanding of what drives business success. Let me share with you why mastering sales isn't just important—it's the single most critical factor that determines whether your business thrives or fails.

Here's something that might surprise you: There's one word—SALES. Jennifer put it bluntly during our conversation: “There are zero problems in a business that more revenue cannot solve.” Think about that for a moment. Cash flow issues? More sales. Can’t afford better talent? More sales. Need to expand? More sales.

As someone who's spent decades analyzing investments and helping people build wealth, I can tell you that every metric we use to evaluate a company—earnings per share, book value, market cap—all stem from one fundamental activity: the ability to generate sales. Yet surprisingly, most business owners spend less than 20% of their time on sales activities, according to recent entrepreneurship studies. That's a problem we need to fix.

Why Traditional Sales Methods Are Broken (And What Actually Works)

Jennifer completely disrupted my thinking about sales when she said something that stopped me in my tracks: “I don’t want to sell anyone anything. I don’t want to close anybody.” Wait, what? A sales expert who doesn’t want to close deals.

Here's what she meant: The old-school approach of pushing products and using high-pressure tactics is dead. Instead, Jennifer's approach focuses on education and relationship-building. She explained, "Introduce yourself, educate them, let the conversation organically take place." This isn't just feel-good advice—it's backed by data. According to sales research, relationship-based selling increases customer retention by up to 27% compared to transactional approaches.

Jennifer’s company takes this even further with their third-party endorsement strategy. Instead of having you make cold calls (which have a success rate of only 2% according to sales statistics), her team calls potential clients on your behalf, offering a neutral perspective that builds trust immediately. It’s brilliant because it removes the awkwardness of self-promotion while establishing credibility through third-party validation.

The Pipeline Truth That Will Transform Your Business

One of the most eye-opening moments in our conversation came when Jennifer explained pipeline management. She revealed that your current sales results reflect the work you did three to six months ago. Let that sink in. The struggles you're facing today. They're the result of insufficient sales activity months ago.

More... go to article: https://lynnekitchen.com/jennifer-frye-ep-150/

Jennifer Frye website link: https://vxrworks.click/LEKJFWEB150

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