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Tips on Great Customer Service

How would you react if… … you got a call from your car dealer service manager a week after having some repairs done just to make sure everything is okay? You got a call from your doctor the evening after treatment just to check up on you. You got a questionnaire in the mail from a [...]

By | 2017-06-06T19:24:56+00:00 June 5th, 2017|Industrial-Sales|0 Comments

Bring your customers new revenue.

Wait a minute, as a seller my job is to sell, get paid and line up the next sale, there is no place in the sales process for the process to work backwards, they pay you, and not you pay them. And in this singular logic lies the magic of bringing your customers value, in [...]

Business Lessons From My Garden

Today I am fixing my garden… Back in May of this year, I started a garden. It was a lot of hard work, but good honest work; the kind that makes a guy really sweat, fall asleep quickly at night and take a lot of pride in. I planted potatoes, carrots, peas, kale, beets, onions, [...]

By | 2017-06-06T21:10:27+00:00 June 5th, 2017|Industrial-Sales, Leadership|0 Comments

The Tomatoes Ate Your Profits

Here is a tale of how to not lose your lunch and your profits.  I was in Calgary touring some operations when I had the chance to meet a potential new sales representative. An arrangement was made to meet at the local eatery and have a “get to know you” meeting. The meeting was going as [...]

How To Build A Customer Service Star In Two Seconds

In the fall of 1983, around 7:00 pm, I was about to start my first class at an adult education level, a program called something like “Basic Skills for New Supervisors.” Looking around, the class was filled with all men, mostly in their early twenties, plus a few guys probably close to forty. The company [...]

The Sales Essays Volume #2

The Tomatoes Ate Your Profits Here is a tale of how to not lose your lunch and your profits. Late last year I was in Calgary  touring some of our operations  where I met a potential new sales representative. An arrangement was made to meet at the local eatery and have a “get to know [...]

The Sales Essays Volume #1

The Sales Essays: Introduction For quite some time now I have been thinking about doing some business writing. I wanted to write about past experiences both good and bad and what lessons I have learned from these experiences. I read a lot (at times up to three books a week) and so I know what [...]

Three Business Lessons From The Drag Strip

I learned the following at our “Guys Night at the Drags.” The cars were all in top form and as I sat enjoying the racing action I found myself reflecting on the similarities between the business world and the sport of drag racing. Some key business lessons to be learned from the sport: 1. Be [...]

Customer Service Super Star – Case History #2

I am an early riser and often have breakfast meetings with suppliers, direct reports, and sales staff, starting at 6:30 in the morning. In my town, good food at that time of the morning leaves you with just a few options, so the local White Spot is my location of choice. I am also a [...]

By | 2017-06-06T21:18:44+00:00 June 5th, 2017|Industrial-Sales, Leadership, Sales Process|0 Comments

Marketing Strategy – Four Simple Marketing Ideas

Four Simple Marketing Ideas As a part of a winning Marketing Strategy you need to review the use of a frequent contact program to communicate with customers in order to gain a larger share of their business. When doing so, here are some simple ideas to carefully consider: 1.       Most businesses invest too much in [...]