Selling Against Price

  I hate this subject. I don’t hate it because I’m scared of it, but rather because it reminds be that most of our customers pride themselves on their ability to find the cheapest products in the world to put into their products, which they also claim are the best in the world. How exactly […]

It’s Only Common Sense: Selling Against the Big Guys

There has for some time now been and ever growing gap in annual revenue numbers between the large international board shops and the smaller local board shops. While most of the smaller North American shops are in the under $50 million-a-year revenue range, the big guys are now hovering around the billion-dollar range-a-year range. There […]

Getting Your Sales Momentum Back

A short plan to get things kick- started when your sales are stuck in neutral So your sales are down right now. Your numbers are in the gutter and no matter what you do you can’t seem to get anything going. You’re beating on your outside sales team and they are doing everything they can […]

It’s Time To Globalize!

The world is getting flatter every year, month, week, day and even by the hour, as we get closer to one another and like water seek ways to touch one another and do business. This, from some of the world’s leading economists: no matter what politicians try to do they can only at best re-channel […]

Creating A Customer Purposed Company

Be honest now when was the last time you sat around with your team talking about how you can produce better products and services for your customers? I mean doing things better, making the customers experience extraordinary and putting the “wow” factor in your products. I would guess never. We are all so busy just […]

Rescuing The Orphans

It’s happened to all of us. It’s just part of doing business. No matter how hard you try, somewhere along the way you lose a customer. There are a number of reasons why this happens, attrition being one of them. In terms of attrition, there is not much you can do about that. A customer […]