Selling Value Is Always Valuable

Looking at the title of this column, you might be saying to yourself, “Thank you, Captain Obvious,” but stop and think for a minute. What can you offer that goes way beyond the product itself? What can you offer that will get your customer thinking beyond price issues? What do you have to offer that […]

The Incredible Exploding Email!

Has this ever happened to you? You start off an email to a co-worker warning her about this customer of yours who is a real jerk and outlining a potential problem they are about to cause for no good reason but that he is a jerk who likes to push people around and if you […]

What Customers Really Want

When it comes to what customers really want there is one big secret. They think that they want our products or services. They think that they want us to deliver good products on time. They think that they want good quality. They think that they want a great price (or “great value” as they would […]

Catching up with…Coast to Coast Circuits CEO Walt Stender

Coast to Coast is an independent American circuit board manufacturing company. Yes, the key word here is “independent.” After many mergers and acquisitions that have diminished the mil/aero PCB vendor base, there are only a handful of independent companies for our country’s defense and aerospace contractors to choose from. Concerned about the demise of mil/aero […]

Book Recommendation – The Sales Manager’s Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top

A book recommendation from Dan Beaulieu: The Sales Manager’s Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top By Kevin Davis Greenleaf Book Group Copyright: March 28, 2017 Price 24.95 Pages: 216 pages This is another great book from Kevin Davis, one of my favorite business authors. I have read Mr. […]

Book Recommendation – Simply Brilliant: Powerful Techniques to Unlock your Creativity and Spark New Ideas

A book recommendation from Dan Beaulieu: Simply Brilliant: Powerful Techniques to Unlock your Creativity and Spark New Ideas By: Bernhard Schroeder Copyright 2017 Amacom Price $24.95 Pages: 207 with Index This is more than a brainstorming book, much more. In his new book Mr. Schroeder teaches the reader not only how to brainstorm with a […]