Posts tagged with: management

Something happens at the end of a reporting period. I’m not sure what it is, but the organization changes. Things happen faster – approvals, reviews, qualifications, meetings, etc.  And lead times shorten. Sure, some savvy customers intentionally hold off orders...
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This could be a longer post, but it’s not necessary. Here’s the punchline: Sell now! It honestly amazes me the number of companies and business leaders who seemingly have no sense of urgency. I know of one company who for the past...
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If you’ve been following my writing, you’ve probably read more than once there are only three way to grow revenue – get more new customers, increase the value of your average sale, and increase the frequency and volume of repeat...
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That’s what I was told when I stopped to briefly meet with a local executive. I was there without an appointment, but had a legitimate reason to be there, apologized in advance for not having an appointment, stated what I was there...
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I’m not sure what I think about visions and vision planning. I understand the necessity and value of being clear in what you think, determining were you plan to go, and being thoughtful in how you plan to get there....
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A recent conversation with a prospective customer (PC) PC: We need help building our brand. Our brand really needs developing. Me: How is your business today? How many new clients did you pick-up last month? PC: None. Me: How about the last three months?...
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Sales forecasts are important to a business for many reasons — chief among them is foretelling cash flow to allow efficient money management. While forecasts are understood as a tool to manage sales staff, they’re often misunderstood by sales teams...
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Earlier today I was thinking about business, life, and both professional and personal achievement. Why do some people continually succeed and others seem to continually fail? Is it their background, upbringing, socio-economic status, quality of friends and personal relationships, ability...
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“I just lost my biggest customer. What should I do now?” Some companies survive month-to-month on the relationship of just a handful of customers. Worse, some businesses survive in great part because of only one customer. Many sales reps live...
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Here’s your limited scenario: You’re a Regional Sales Manager in a $300M technology company.  The fiscal year is weeks away and next year’s plan requires a reduction in staff. The VP Sales just called to let you know your head...
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