Don’t Sell Your Customers, Educate Them

There has never been a better time to pick up new customers. For the first time in years companies are looking for new suppliers…especially domestic suppliers. They want to bring some of their offshore business home. They also are developing new products and are concerned now more than ever about protecting their intellectual property).  It’s […]

I’m Late, I’m Late, For A Very Important Date

Here is the good news for North American PCB shops. PCB sales are up 4.7% so far this year. There is more onshoring going on than ever, some of it with extreme prejudice since many companies are now adhering to the new ABC (Anyone But China) mode of purchasing PCBs.  New and innovative products are […]

Dinner Is Not A Sales Strategy

“I can’t sell anything right now because of Covid. Customers don’t want to see me, their companies are closed up tight, they are working from home, I can’t take anyone to lunch, breakfast, dinner, coffee, beer, golf. I can’t sell without really seeing customers.” Really? Is this the extent of your sales ability? A lousy […]

Grow With The Power Of No!

There is nothing like rejection to increase your sales! Most of us feel that the worst thing about being in sales is the rejection. The fact that someone does not want what we have to sell. The feeling that someone does not like us enough to want to buy from us can be heartbreaking if […]

Customer Retention: The Great Lost Opportunity

We spend much more time and money and effort on attaining new customers than on retaining the ones we have already. It’s true that companies in all industries including ours are structured around customer acquisition rather than retention. In his new book, Never Lose a Customer Again: Turn any sale into a lifetime of loyalty […]

Doing The Right Things In Tough Times

More people than ever are calling me for advice on how to spend their days. Frankly pre-Covid I would have been put off by this question. Really, a salesperson asking how she should spend her days? I would have thought she could have figured that out by now. But now, well, these are not normal […]

Why Forecasting?

As a great advocate of forecasting and the importance that a good forecast is to a company’s planning, I honestly don’t understand how someone can run any business without a forecast consisting of their current customers and how much business they will bring to their company in the next month, quarter, and year. Then, and […]

That Dreaded Cold Call

To paraphrase Mark Twain “the reports of the death of the cold call have been greatly exaggerated.”  I know that every salesperson in the country wishes that the cold call was in fact truly dead. But sorry guys, it’s not. To be a salesperson you have to call people and talk to them about buying […]