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Business Tips from the Editor - June 2026
BUSINESS TIPS FROM THE EDITOR
June 2026
Richard T. Hendee, Editor
The Silver Fox Advisor
“My Own Backyard"
Over my career of advising, consulting, coaching, and mentoring small business owners I have seen numerous small business owners looking over the fences in their
Frequently, the results are the same. Focus, time, and money are spent on the shiny new marketplace, and in time (usually a short time frame), the business experiences a loss of revenue, loss of customers, and a loss of market share from the market that made the business what it is (or was).
Conversely, I know the owner of a very successful business for many years, where customers wait in line to enjoy the business’s products and services (that are pricey, but very good with service that is tremendous); he tells people who ask why he doesn’t open more locations in other cities, to which he replies, “Why would I want to do that? I can’t spend the money I am making now!”
If you are a small business owner struggling with images of grandeur and the desire to take over the world, but something is telling you not to jump off the cliff without backup and a parachute, seek advice from one of our professional Silver Fox Advisors, who can provide guidance as you chart that course into uncharted waters. We encourage you to visit our website at www.silverfox.org. There, you can learn more about our great programs and community outreach endeavors, or about selecting a Silver Fox Advisor whom you can engage, or perhaps about even becoming a member yourself.
Stop Grinding, Start Winning: Is Your Sales Hustle Just Noise?
Stop Grinding, Start Winning: Is Your Sales Hustle Just Noise?
Mark Miller
A Silver Fox Advisor
The numbers are in, and they’re a wake-up call for anyone in the sales game. If you feel like you’re running in place, you aren’t alone—but you might be focusing on the wrong metrics.
The Reality Check:
- 67% of losses come down to a simple lack of “fit.”
- 43% of salespeople are missing their quotas.
- 66% of a rep’s time is burnt on activities that don’t actually produce revenue.
We know that persistence is the key to getting through the door—after all, 80% of prospects require five follow-ups, yet 44% of reps give up after just one. But there’s a catch: Persistence without value is just noise.
Noise vs. Influence
Think about your own inbox. Do you respond to the person who pings you "just checking in" for the tenth time? Or do you lean in when someone shares a fresh insight, asks a killer question, or offers a solution to a problem you actually have?
The Value-First Formula:
To move from a "pest" to a "partner," you have to flip the script:
1. Listen More: Prospects should be talking 60% of the time.
2. Lead with Insight: Before you ask for their time, give them a resource or a new perspective.
3. Ditch the Generic Follow-up: Replace "Are you interested?" with "What’s stopping you from hitting your next goal?"
The Bottom Line
Stop grinding harder and start playing smarter. When you deliver real value during every touchpoint, you stop chasing opportunities—they start chasing you.
Ready to stop doing what you’ve always done and finally see different results?
Reach out to a Silver Fox Advisor and start refining your sales strategy. You can use the following contact methods:
- General Inquiries: Call their Houston headquarters at 713-467-5900 or email [email protected].
- Online Contact Form: You can submit a direct question or comment via their Contact Us page.
- Select a Specific Advisor: If you are looking for a mentor with a specific background (such as sales leadership or financial strategy), you can browse their Membership Directory to find individual contact information for each Advisor.
