Cold Calling: You’re Going To Hate This

Okay you’re going to hate this. If you are a salesperson, you are going to really hate this column. But this is a basic sales and marketing column and at least once a year I am obligated by law to do a column on the much hated, dreaded and feared of all duties of a […]

Here Comes 2022: Planning For A Great New Year

We are already only five weeks away from a new year!  If you haven’t started working on your planning for 2022 you are almost too late! And since I have been in the industry since before dust, I know for a fact that most of you have not even thought about it yet, much less […]

Customer…Job 1

A survey I read recently said that 76% of the companies they polled admitted that it is now easier than ever to switch vendors. Yikes! And I believe it. I know that our own industry has become very dynamic. Now more than ever our customers are open to making changes. The bad news is that […]

People Hate Being Sold. So Don’t Sell Them

People hate being sold. Of course, people want things. If they are in the business of buying and using PCBs for example, they need to buy them. But they want to feel they are in control. They want to “decide” on their own, (or so they think) without someone chattering in their ear about how […]

How Dedicated Are You?

Watching the Olympics over the past few days, I can’t help but be impressed with the amount of passion and dedication that these athletes have for their sport. Their background bios are filled with stories of speed  swimmers’ parents driving them to pools at 3:30 in the morning; of gymnasts leaving home at the age […]

Listen!

The salesperson has been working on getting that live meeting for weeks. Finally, she gets in front of the customer. By now the customer is one of two things: they are either enchanted and curious, or they are  sick and tired of hearing from her and intend to end the barrage once and for all […]

A Hunting We Will Go!

The Ideal Customer Profile Okay let’s start off with that old Willie Sutton saw: When asked why he robbed banks, the famous or infamous bank robber responded, “Because that’s where the money is.” Which reminds me of some of the sales people we know who are out prospecting for new customers and orders while having […]

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 […]