Consultant's Corner
Question & Answer for Sales People
Q. In regards to personality conflicts with an account, at what point do you walk away and let someone else in your organization try? A. Great question. Let me answer in two ways. ...
Putting Out the Flames
Since the outset of the online world, the most defining aspect of online group discussions has been the uninhibited way that participants let loose with their anger. "Flaming" is almost as integral to the Internet today as linking....
Creating a Powerful Sales Plan
Field sales people have a unique aspect to their jobs – they have the ability to decide what to do every moment of every day. The need to make this decision – where to go, who to see, who to call, what to do – distinguishes the sales profession from most others....
Golden Goose Flambé - A Recipe for Roasting the Goose that Lays the Golden Eggs
Ok, boys and girls out there in sales land, it’s story time again. Join me as we skip down the yellow-brick road – the one winding through the enchanted forests and nursery rhymes everywhere....
Why Thankfulness Works in Business
Have you noticed that going the extra mile is easier when you have an attitude of gratitude? Being thankful is good for our health, and it is good for those whom we serve....
Yes, You Are Too Close
Ever had a project to do that you knew would fail, but the boss was excited about it - so you plowed ahead anyway? Could you be emotionally detached enough to say it's a bad idea? You need FEASIBILITY. ...
5 Counterfeits on the Internet
The recent closure by the U.S. Attorney General of a whopping 82 Web sites for selling counterfeit goods has shown a bright new light on the issue of counterfeits and the Internet....
Instant Gratification, Expectations and The Sales Counter
During a recent drive in Southeast Pennsylvania, I listened to a Philadelphia talk-radio host mention a recent Elton John concert. ...
Polygraphs, Pricing and Process
The polygraph machine stands at the ready. A white-coated technician sits coolly at the controls. A single white light illuminates the small room....
Are you a Discount Shop?
Many years someone made the off-hand comment, “Before we instituted a pricing process, we were just an off-price discount shop.” ...
Problem Solving Methodology
Looking rather exasperated, Jim Cook, an HVAC contractor, approached the sales counter at Action Supply Distributors and dumped his thermostat on the counter. When the counter salesman asked what was wrong, Jim yelled, “IT’S BROKEN!”...
Recessions We Have Known and Loved
For the next 30 seconds, join me on a nostalgic ride down memory lane. ...
My Little League Coach on Sales Management
In my 30 (plus) year career in sales, I have read (what we call in Iowa) “a pile” of books on sales and sales management....
Paid Search Advertising vs. Search Engine Optimization
Web Marketing experts have frequently debated the risks and benefits of Paid Search advertising and Search Engine Optimization since the two strategies emerged about ten years ago....
It’s No Wonder Sales Are Down
As the year winds down, many salespeople will be looking for reasons to justify their lackluster performance or not meeting key metrics or goals. ...
Before you say, “Let’s set up some Target Accounts”
“Let’s get together and set up some target accounts.” If you have been around distributor sales for any length of time, you have heard this said many, many times. ...
Magic Device Shrinks Websites by 85%
Imagine this story: Your spouse has been nagging you for weeks to finally fix the furnace’s humidifier. ...
Paradigm Shift – Forward, not Backward
Three years ago, I was not concerned when the video rental store our family frequently visited went out of business. ...
Are You a Market Leader or a Price Lemming?
Leaders take charge and control the market and therefore tend to be the stronger more dominant player in any market. Lemmings are little creatures that follow one another, often to their demise....
Taking Action to Collect Debt
During an economic downturn, collecting accounts receivable (A/R) becomes more important than ever, but even more challenging as customers experience cash flow problems of their own. ...
allRisk Disaster Expert Warns of Impending Hurricane Season
Businesses and residents are at higher risk this season because of an increased threat from hurricanes....
People Need People, Especially During Stressful Events
Barbra Streisand’s 1964 hit single, “People” begins with the lyric, “People, who need people, are the luckiest people in the world.”...
A Natural Part of the Selling Process
Objections are a natural part of the selling process. They are simply the manner in which prospects communicate their status in the buying process......
