This is truly, the most important meeting your company will hold every year. It is the one time during the entire year where the team comes together and intentionally talks about business for the coming year. Besides the sales people presenting their slate of account plans, and their customer-by-customer month- by-month sales forecast, operations will […]
A Bit of Advice From The Bad Guys
What would Atilla the Hun do? Over the years we have turned to a number of business experts, reading their words, and stealing their ideas. We have talked about Peters, and Godin, and Tracy, and a number of other business experts. and we have benefited from all of them. Now I thought it would be […]
Customer Service Starts At The Top
All customer service starts at the top. It’s a cultural thing. To have great customer service you have to have respect for your customers, everyone in the company has to respect the customer not just the customer service people. Look, it’s pretty easy to pass everything along to the customer service people (by the way […]
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 […]
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 […]
This Is Not Rocket Science: Give Your Customers What They Need
To succeed in business today especially a custom business where you’re making products based on not your designs but the customers’ designs you have to be flexible. You have to listen to what your customers want today and what they are going to need tomorrow and customize your offerings to meet those needs. This concept […]
The Devil Is In The Details
So often we only talk about the obvious tools and tactics we need to be a successful sales person, so much so, that we overlook some of the smaller details that could help us be successful, those that could give us an edge over our competition. They say that the devil is in the details […]
Get Out Of Those Doldrums: Dare To Make That Next Move
Okay, you’re in a meeting with your management team. You’re all trying to figure out how to make your company outstanding, so that you can get off that plateau you’ve been hanging around on for the past three years. Your numbers have been flat, your company has been flat and for the most part your […]
Your Executives Should Visit Customers
Yes, sales managers have to visit customers. In fact General Managers and Presidents and Quality Managers and yes, even owners need to visit customers whenever they get the opportunity. Why are we happy to just sit back and have our sales people do customer translations for us? Why are we happy or often unhappy with […]