Managers and team members alike can often be observed drawing the convenient conclusion that some recent mishap was simply a communication problem. This conclusion is convenient because, in practice, it’s an excuse to do nothing! After all, aren’t humans (being humans) prone to mis-communication? Now, if you accept that an inability to communicate is a […]
On Tuesday I presented a 60-minute webinar for Industry Week (USA’s number-on manufacturing publication). You can register and view this webinar here: http://tinyurl.com/pq44ef The title is: How to grow sales in a shrinking economy. It’s an introduction to SPE, along the lines of my past post entitled A strategy for coping with tough economic times. […]
The other day, our publicist asked me to comment on an article exploring the business case of various customer relationship management CRM’s and sales force automation applications for small- to mid-sized businesses. (CRM is the technology used by organizations to automate the sales function) … My input is simple: there is no reason for a […]
Here’s a limited opportunity to participate in a Webinar featuring a conversation between Dr Lisa and myself. (Friday, May 08, 2009 from 10:30 AM – 12:00 PM (Mountain Time)). I get asked (almost) daily if our approach to sales (SPE) complements Dr Lisa’s approach to lead generation and business marketing (Mafia offers). Dr Lisa finds […]
That's right! I'm happy to report that I'm presenting at the CPI-Symposium in Washington state, in May. Other speakers include Robert Fox, Stephen Covey, Lisa Scheinkoph and Larry Leach. To learn more about this conference, visit: http://www.cpi-symposiums.com. You can also watch a video here: http://tinyurl.com/ccm62v Hope to see you there!
Here’s a favorite post of mine from our old Yahoo group … Philosophies collide! I was presenting a workshop in Darwin (Australia) recently when the manager of a (government-funded) organization objected that our methods focus only on the financial bottom line — and that they are not conducive with the concept of triple-bottom-line management. Now, […]
This week I was interviewed by Jim Blasingame on his radio show. You can listen below (or follow this link: http://tinyurl.com/bk2rpt). Find interviews with Small Business experts on the Small Business Advocate show
A slow economy does not have to mean fewer orders As the economy slows, it’s likely that your firm’s order flow will slow too. But, does it really need to? For you to answer this question in the affirmative, two conditions need to be in place: Your share-of-market needs to be considerable Your sales function […]
In a previous post, I poked fun at the practice of sales forecasting in major-account sales environments — referring to it as hocus-pocus with a dollar sign. The essence of my argument was that, in environments where transactions are small in frequency, but large in magnitude ($’s), the traditional approach to forecasting destroys information — […]
