As a sales rep, you know better than anybody what your customers and prospects need to know. You’ve done your research. You know their issues, challenges and objectives. You know the value they could accrue by using your stuff. They just won’t take the time to meet with you and listen! Well, maybe it’s you [...]
February 24, 2012 – 12:06 pm
“Not many companies in our industry even have a blog. Let me show you ours.”
With that statement, a weirdly old school/new school journey began. Didn’t and still don’t really know how to react to whole conversation. Take a listen and let me know what you think.
January 24, 2012 – 4:37 pm
Every sales professional must have an e-Rep for two fundamental reasons:
When a customer or prospect does an internet search, if you’re not there, your competition will be.
Time. You don’t have enough. Your customers don’t have enough. An e-Rep save lots and lots of time.
To reiterate…
100% of the time, customers will search the internet at the [...]
December 14, 2011 – 1:22 pm
Brace yourself. The sentence in the next paragraph has been specifically designed to make you uncomfortable, trigger your gag reflex and cause you to roll your eyes uncontrollably. Ready?
We are an innovative, market leading, premier provider of high quality, customer focused solutions, reliably delivered through trusted partnerships grounded in our rich history of great service [...]
November 4, 2011 – 8:49 am
“To be really great in little things, to be truly noble and heroic in the insipid details of everyday life, is a virtue so rare as to be worthy of canonization.”
–Harriet Beecher Stowe, American writer
My RSS reader threw the above quote right in my face this morning. Now, as I reflect back on yesterday [...]
October 20, 2011 – 3:04 pm
Virtually all of us settle for achieving far less than we could actually achieve. Mostly it’s because we’re constantly inundated with an endless barrage of baloney about how special we are.
Work for a large corporation? How often are you fed some version of the message, “Our people are our most important asset,” or “Respect for [...]
September 9, 2011 – 7:55 am
Know your customer! Great advice. It’s essential for success. But… Even though it’s necessary, it’s no longer sufficient.
Let’s say the arrow to the left represents all of your customer’s people, processes and resources. “Stuff” goes in the left side of the arrow, gets processed and then products and/or services come out the right. (See Michael [...]
August 30, 2011 – 6:57 am
It’s an old habit. When I read on airplanes and come across an intriguing passage or concept, I jot down notes on whatever scrap of paper I can find. While cleaning out my briefcase last night, I came across these two gems. (My apologies to the author – don’t recall the book or article these [...]
August 24, 2011 – 4:41 pm
Differentiation is always a tough challenge. It’s especially tough on a trade show floor with every competitor known to man desperately vying for attention. T-shirts, coffee mugs and all the latest logo-laden gizmos are everywhere. Well… Consider this story.
Water Online serves the water, wastewater, and stormwater industries by providing a comprehensive platform where buyers and [...]
My new gig as a business radio talk show host is turning out to be WAY more interesting – and potentially lucrative – than I ever expected. I’m beginning to think I may have stumbled into a big-time powerful sales strategy. And I think it’s one that can implemented by darn near any sales professional.
For [...]
