When we work with those manufacturers that sell via resellers of various types, we often encounter an instance of the Drunkard’s Search problem within the sales department. This article describes the problem, as well as a solution we devised around 15 years ago—but abandoned because we believed it was too complex to be practical. Our […]
I’m not joking. The following is precisely how most executives within industrial organizations conceptualize revenue. Q. Where does revenue come from? A. From salespeople. Q. How do salespeople generate revenue? A. Um. From relationships. This conception of revenue is not even vaguely correct. And, unfortunately, this fundamental misunderstanding of the nature of revenue leads to […]
Many of our followers’ salespeople promote an eight-minute briefing when they first engage with prospective customers. Well, I’ve created a video demonstration of an eight-minute briefing—and you can watch it below. Why an Eight-Minute Briefing? First, I should stress that there’s nothing special about eight minutes. It could just as easily be six, or twelve. […]
This is a must-watch interview for Industrial Distributors. In two short years, Emasal totally reengineered its entire front-of-house. Two years ago they had 6 regional offices, each with its own sales and customer service representatives. And, two years ago, salespeople were commissioned, semi-autonomous operators, doing a mix of field and telephone work. Today, Emasal has […]
If your business is any more complex than a lemonade stand, it’s likely that you do not need (and should not have) a unified, organization-wide workflow. But what you should have are unified inboxes within each department.
Here is a fun and super interesting interview with Devon Gillard. Devon is the CMO of F12.net Inc, which is headquartered in Alberta Canada. F12.net Inc is a fast-growing, private-equity-backed, Managed Service Provider. In short, that means that F12 enables mid-sized organizations to outsource their core technology infrastructure (software and—notably—hardware). As you can see from the […]
This article was first published on Thomasnet.com. You can read the original here. Your salespeople are NOT short of leads! If you hear a crazy idea often enough, there’s a danger that you’ll come to passively accept it — particularly if it’s on the periphery of your primary interest area. Some of these ideas (think, astrology) […]
This article was first published on Thomasnet.com. You can read the original here. If you make revenue the responsibility of your sales department, you will handicap the growth of your organization. If you want your organization to grow, operations should be responsible for revenue and your sales department should focus exclusively on new business. Before […]
In order to be productive, we do NOT want members of a team to be busy, we want them to be responsive.