Being in the railroad business made most railroads blind to the transportation business. They missed the opportunities to gobble up market share nabbed by trucks and airplanes. Most railroads are gone. Easy to articulate the strategies they coulda’ woulda’ shoulda’ implemented.
Bethlehem Steel was in the steel business. A realization they were in the durable materials [...]
I wish it had been me with such a flash of insight. But it was David Shenk in The Genius In All Of Us. He goes on to say, “Any ability is a process that involves building up skills. And we have to have the resources, right attitude, lots of things have to come together. [...]
Creativity is one of the great strengths of the prototypical sales professional. In fact the only other groups I know that are more adamant about their own amazing creativity are sales managers and sales executives.
In fact, there is little doubt that a surplus of creativity truly is one of the two or three most vital [...]
This post was originally published at Bill Cook Online. Bill is Senior VP of Business Development & Sales at CareSouth and shares some clear, sensible, easily implementable advice for sales managers…
We have been directing our sales managers to spend more time in the field with their reps this year. I am always surprised at how [...]
February 7, 2011 – 9:22 am
“Confusion is always the most honest response.” – – Marty Indik
It’s OK to not know everything. Think of it this way, division of labor is THE fundamental key to all human progress. Ditto for knowledge. Going it alone is simply not the best strategy.
February 4, 2011 – 11:26 am
Frankly, when Tom Walther, President of ESE, Inc., a control system integration company, started comparing his work to brain surgery, I was more than a bit skeptical. Then he kept talking; and making a whole lot of sense. I’m convinced… I wouldn’t want an integrator without CSIA Certification working in my plant [...]
February 1, 2011 – 1:42 pm
Originally published at Dreamland Interactive.
Manufacturing executives said it didn’t apply to them. (They were dead wrong.) Software development executives said it didn’t apply to them. (They were dead wrong.) Business & technology services executives said it didn’t apply to them. (They were dead wrong.) Sales executives, managers and professionals KNOW FOR SURE it doesn’t apply to [...]
January 18, 2011 – 7:46 am
Yeah, OK, I’ll admit to exaggeration in the title of my recent “Death of All Sales Reps” post. Anthony Iannarino called me on it here. More accurately it should have been “The Imminent Death Of All Current Sales Reps Who Fail To Recognize And Aggressively Exploit The Coming Explosive Growth Of Internet-Based B2B Buying.”
More accurate, [...]
January 14, 2011 – 7:00 am
Arthur Miller’s Death Of A Salesman has been one of my personal favorite plays for years. The tragic figure of Willy Loman has always been inspiring to me in an “anti-hero” sort of way. Someone as sharp as me can easily spot Willy’s weaknesses and flaws of course, and avoid them!
Then I read Have We [...]
December 14, 2010 – 11:47 pm
You hear the grumbling all the time. From sales reps: “My quota is higher again this year and my territory is smaller. Not only is it unfair, it’s nuts!” From plant managers: “My production targets are up again this year, and they want me to cut back on workers and eliminate overtime. Not only is [...]
