Author Archives: Russell Sarder

Jack Welch, A Best Run Organization is a Learning Organization by Russell Sarder: CEO, Author, Business Magnate

If anyone knows what it takes to run a successful corporation Jack Welch is that person. The former Chairman and CEO of General Electric at one time lead the company to be one of the most successful in the world. Welch became a great leader by becoming a great lifelong learner. In this video NetCom Learning Chairman and CEO will share why he believes in Welch’s statement that the best run organization is a learning organization and how the ability to learn and translate that learning into action is a competitive advantage.

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Russell Sarder: CEO, Author, and Business Magnate at Conversation with Leaders

Russell Sarder is an American business magnate, author, and CEO of NetCom Learning. In this video, you will see Russell give a presentation during a book signing organized by Savio Chan, Chairman and CEO and USPAC and hosted by Hub International on October 25th, 2011. Sarder’s main purpose of this presentation was to promote the values of lifelong learning. Sarder explains how the most successful people are passionate lifelong learners as well as avid readers. By the end of the presentation, Russell encouraged approximately 40 attendees to stand up and cheer that they are all lifelong learners.

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How to Develop Business Acumen and Become a Successful Entrepreneur

There are certain skills that every entrepreneur should know in order to become a successful business person. The most important of those skills is developing business acumen. How do you know if you have developed the business acumen needed to become successful? Russell Sarder will tell you exactly what it takes in this video. Find out how to identify if you have what it takes to succeed in the world of business.

NetCom Learning’s Goal: to Promote the Values of Lifelong Learning

The purpose of NetCom Learning is to promote the values of lifelong learning. Help individuals and organizations with their learning process to reach new heights.

Why Profitable Growth Matters? by Russell Sarder: CEO, Author, Business Magnate

NetCom Learning is on a mission. That mission is to grow profitably each year by becoming the most respected and trusted learning company in the industry. NetCom Learning is doing that inviting knowledgeable people who are enthusiastic about learning. In this way, the company is experiencing profitable growth. Profitable growth is important to any company because it has far reaching effects; profitable companies are good for the economy and good for the country. NetCom Learning is doing its part to foster a community of learners ready for success.

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Lifelong Learning Can Offset Natural Information Loss

In much the way everyone learns at different rates, everyone loses information at different rates as well. Find out why you don’t know what you did several years ago and how fostering a passion for lifelong learning is important to offsetting the amount of information you lose through the years. Russell Sarder, business magnate, award-wining author of Learning: Steps to Becoming a Passionate Lifelong Learner, an CEO of NetCom Learning will explain what you need to do to continually replenish your knowledge base.

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Learning: steps to becoming a passionate lifelong learner is available on Amazon Now.

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 Learning: steps to becoming a passionate lifelong learner is Russell’s second book. In it, he explains eight specific steps that will teach you how to become a passionate lifelong learner.   

Learning: steps to becoming a passionate lifelong learner


How do you develop the most effective learning method?

“In our new knowledge economy, if you haven’t learned how to learn, you’ll have a hard time.”

Peter Drucker

Management guru Peter Drucker makes a key point regarding learning in the modern economy: if you don’t know how to learn and adapt, you will struggle to survive and progress. I have found that becoming a lifelong learner has helped me improve both myself and my business to no end. Of course, with the development of the Internet and technology, there are ever more methods for learning available to us, and I use all of them. The diagram below illustrates the most important methods for effective learning:

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Financial Education for the Leaders

If you want to be on the top of an organization, you must understand basic finance. Finance is critical in the successful running of an organization. The U.S. Small Business Administration organization reports that 50% of small businesses fail within the first five years of operation. In the book, “Small Business Management,” Michael Ames lists a number of reasons for these failures. Half of the reasons cited are related to finance, namely:

  • Insufficient capital
  • Over-investment in fixed assets
  • Poor credit arrangements
  • Personal use of business funds

Since business survival depends so much on the understanding of financial issues, it is imperative that business leaders have a good grasp of financial concepts. A lack of understanding can lead to poor decision-making with regards to money, which may ultimately lead to the untimely demise of a business.

Finance Basics

At a very basic level, there are two income flows within your business. One is revenue (money coming in), and the other is cost (money going out). Revenue should not be confused with profit. Profit is the money that your business makes when you deduct cost from revenue. Revenue and profit are not one in the same. To achieve a profit, revenue must always exceed cost. Good business leaders will always be asking themselves the following three questions:

How can I increase revenue?
Increasing revenue be achieved in a number of ways. For example, raising the price of a product or service is one method of bringing in more revenue. Businesses considering taking this approach need to be sure that their customers will be willing to pay the new price before raising the current price. Another common business approach is to raise Average Revenue Per Unit (ARPU). A unit is a customer, so the idea behind this approach is to increase the amount of products or services that you are selling to each customer. This is a popular method because it is usually cheaper to sell to existing customers than to find new ones.

How can I decrease cost?
Decreasing cost can be accomplished by either cutting back or improving efficiency. To cut costs, you may choose to reduce staff, spend less on marketing, or slash the company’s training budget among other options. When you decrease costs by cutting back in any area, you need to be sure that you can continue to offer your customer a product or service that they will be happy with. Cutting back and losing customers at the same time is not the goal. On the other hand, improving efficiency is a great way of decreasing cost. By looking at efficiency, you may find that you only need two people instead of three to achieve the same goal. Often, this entails having employees work in a new, more efficient way.

How can I improve cash flow?
Improving cash flow is all about optimizing the time when you take money into the business and when you pay it out. Good finance managers know that most bills can be paid up to ninety days without incurring penalties, and so they will pay at ninety days in order to gain as much interest as possible on the funds. Conversely, they will chase clients to get money coming in much earlier than ninety days. The goal is to keep money in your account for as long as possible so that interest accrues.


Here is what we have covered in top level with you earlier today:

P&L Statement

The Profit and Loss Statement shows funds coming in (revenues) and those leaving the business (costs). In this example, there are two main revenue streams – that of tuition and those associated with other related items such as course materials (books).

Costs are broken down into different sections. There are costs associated directly with providing the service. These costs include instructor fees, printing of course materials, renting of a classroom, and provision of food and accommodation to clients. Other costs include marketing and sales, salaries, utilities bills and more.


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The Top 7 Reasons Why Sales People Cut Price

View more presentations from Russell Sarder.

Cutting price has long been considered an excellent technique for increasing sales, but in many cases, especially for smaller companies, this is not the best strategy to pursue. This is because larger companies can undercut smaller ones more easily through their strength in size. Cutting price is an approach that you may want to have your staff avoid. Here are the top 7 reason why sales people cut price and how you can prevent them from doing this:

1. Because they can
All too often, companies give their salespeople a free reign with prices. The staff is empowered to discount items without having all of the information that they need to make calculated and prudent pricing decisions. There are commonly two problems with this. One is that the salesperson may lack the knowledge and skills to understand optimum pricing. The second, ironically, is that they may also lack the discipline to do so effectively. Instead of giving sweeping control over prices to untrained staff, companies should provide training and policy guidelines for price cuts.

2. Fear
Fear can be terribly inhibiting. Salespeople may cut prices due to the fear of losing a deal or losing a customer. Fear may also be generated through the sense that the customer is somehow being “gouged.” This fear usually springs from the sense that the value of the product or service is lower than the price charged for it. A lack of understanding of your customer’s business and the full value that your solution adds may also cause this fear. If you believe that your solution is genuinely not worth the money being asked, you can indeed cut price, but you might also tackle the problem by adding value to your offering.

3. Lack of Confidence
A lack of belief in the solution offered is another common cause of price-cutting. The source of this problem usually lies in a limited knowledge of other products or services available on the market. An analysis of the competition including its strengths and flaws can go a long way toward addressing this problem. Salespeople who understand the real benefits and added value of the product they are selling will be more confident and better prepared to close the deal. Salespeople also need to learn how to let go of the potential customers who do not value their solution and focus instead on attracting and selling to those that do.
4. Lack of Skill
Salespeople are not always adept at selling on value rather than price. They need to be furnished with the skills of Value-Added Selling. This strategy focuses not on price, but the key concept of value. Customers perceive a sense of value when they feel as if they are really getting their money’s worth for a solution. Training to provide knowledge and skills on Value-Added Selling is the best way to tackle this common problem.

5. Projection
Salespeople often erroneously project their own sentiments onto the client. In other words, many times salespeople mistakenly assume that everyone thinks the same way they do. For instance, they may think to themselves, “I shop price, doesn’t everyone?” This is assuming that price is the key selling factor for all customers. Since they base their own purchasing decisions on price, they assume that everyone else does too, and this makes it difficult for them to alter their sales methods to accommodate other selling points besides price. Again, training on Value-Added Selling can go a long way to fix this issue as well.

6. Mixed Messages
Sales managers may confuse their staff by giving mixed messages about how to sell. For example, this may happen when managers first begin to support Value-Added Selling, but then get nervous due to lack of sales. Then they decide to move to a volume-sales mentality, focusing on short-term gains and forgetting those principles of Value-Added Sales. Managers who change their minds cause salespeople to become confused. Success here depends on consistency of message.

7. Over identification
Sales staff can sometimes over-identify with clients and become personally attached. This can lead to poor business decisions as personal feelings and relationships are put ahead of sound business judgment. In business, professional distance is necessary at all times to ensure that good, solid decisions can be made regarding customers and sales.

All-in-all, proper training can go a long way to fixing most of the issues related to unnecessary price-cutting in sales. A knowledge-rich, skilled staff is better able to make good decisions, thus allowing your business solutions to be sold effectively and at the price most accurately aligned with their real value.