I read recently that 48% of all customers feel that the most critical time for a company to gain their loyalty is based on the first order. So, half of your customers are going to decide if they want to keep working with you based on that first order. Man, is that pressure or what? […]
Selling On Price Is A Losers Game
If you prospect for price you are going to get price oriented customers. You are only going to “buy” your way into an account and yes, you are going to set the precedent for the life of that account. So says Mark Hunter in his classic book High-Profit Prospecting published by Amacom. And allow me […]
PCBs, PCBs, Everywhere You Look!
It was the holidays, and everyone was out buying presents and gifts. A great time of the year! On Christmas morning as we sat by the roaring fire and opened our gifts, I started to count the number of printed circuits we received. For twelve people, 65 gifts had printed circuits in them. Just our […]
Do You Have Prospects Or Just Suspects?
Do you ever feel you are barking up that proverbial wrong tree? Do you keep seeing the same people and getting nowhere? Do you sometimes wonder if you are in the right state? Or at the right company? Or with the right person? Scary thoughts aren’t they? Especially if any of them apply to you. […]
Tear Down the House! 2020 is the year of disruption
Are you ready to make some noise in 2020? Are you ready to kick things around, throw out the old and in with the new? Are you a “If it ain’t broke don’t fix it” kind of person? Or are you a “If it ain’t broke… so what? We can make it better!” kind of […]
Developing Homegrown Sales People
We all know that finding and hiring good sales people has become a problem. There are just not that many good ones out there right now. They are either retired, gone to work in other fields or like the old general himself just faded away. So what are you going to do? You need […]
It’s A Brand Spanking New Year!
Making 2020 the best year of your sales career. Ten surefire steps to make sure you have a successful 2020! Even if you didn’t do your homework in Q4, it’s not too late to set yourself up for a great year. All you need is two days of planning and then a lot of hard […]
Prospecting Is Mandatory
Get out there and do it now! I know you hate to prospect and you hate to make cold calls, so this is what we have to talk about today. Whether you like it or not. There is a great book by Mark Hunter called High-Profit Prospecting, a trade paperback published by Amacom. This book is […]
50 Holiday Wishes For All The Salespeople Out There
As the season of joy is upon us, here are my holiday wishes for all of you salespeople out there. May your products all be great and on time. May your operations people truly understand and appreciate what you do to bring them business. May your customers like you. That’s right. like you, because frankly, […]
Don’t Give Your PCBs Away!
Look I know getting business is hard. I know that you’re biggest problem is always having enough business and I certainly know that most of our customers pride themselves in buying the cheapest circuit board that money can buy. But still that is no excuse to give away your boards. You have got to make […]