Well it’s the season to give thanks, and one of the things I am most thankful for this year, is that Seth Godin has a new book out. Full disclosure, I am an unabashed fan of this guy Godin, every time I read one of his books, I find myself taking hundreds of notes on […]
Listen To Your Customers, It’s Not Rocket Science
Walk with the customer. Care about him. Make sure that you know what she needs and give it to her. Make sure that he knows that you care about what will make his life easier and provide it. Look the hard sell is dead, if it ever was alive in the first place. Now we […]
New Leadership
The world has changed, as has business, and subsequently, so has the way we lead. It is no longer enough to assume the role of leadership as just being in charge and telling people what do to. Along with that, it is no longer considered acceptable leadership to bang your fist on the table and […]
Be Bold And Win
Boldness is behavior born out of belief Groeschel When things get tough, the bold ones will always take action. They will forego the feelings of dread, the anxiety about what could go wrong if they took that action or any action for that matter. They will not be afraid of the possible dire consequences if they […]
What Would It Take For Reps To Come Back To PCBs?
Simply put, getting reps to sell printed circuit boards is getting harder all the time. Too many have been burned, the competition is too stiff, performance is not up to par, blah, blah, blah, a million reasons why not to sell boards. Don’t get me wrong there some happy reps out there. But, interestingly enough […]
Buying Cheap PCBs? Good Luck With That
This column is meant for those customers who need printed circuit boards but don’t want to communicate with the PCB shops directly. It’s meant for those customers who believe that a PCB is just a thin piece of green plastic that anyone can build. This is for those companies who feel that the board shops […]
Why Are You Going To That Trade Show?
As we turn into 2019 and head towards trade show season, I thought it would be interesting to discuss trade shows, and some of the best ways to get the most use from your hard-earned, trade show spending. First of all, regardless of what everyone seems to think trades shows are not for selling. I’d […]
The Best Companies Command The Best Prices
Being the best will get you the best prices. You have to be better than everyone else. You have to be better than everyone else to win the business; not only win it, but keep it. If you are good, very good, you can be good enough to get past the price issue. If your […]
How Do You Know Your Board Shop Is A Good One?
Characteristics of a great board shop I have worked with well over one hundred PCB shops over my twenty years as a sales and marketing consultant. Some have been well run while others, well not so much. But, over that time I have been able to observe and differentiate the great ones from the ones […]
Getting Your Salespeople to Act As A Team
For the most part sales people are lone wolves. One of the reasons they choose to be sales people is the independence, they like to run their own race. I have found that the best sales people are truly the loners. Think of Ricky Roma in Glengarry Glenn Ross. While all the other sales people […]