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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 [...]

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 [...]

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 [...]

Are You Prepared To Handle the Unexpected?

I don’t know if you know this but your natural state is that of joy and inner peace. Everyone is born in that state. It’s your responsibility to make sure that you stay connected to that state throughout the course of each day. It’s your humor being’s™ job to help you stay connected. Your humor [...]

By | 2017-06-06T18:44:05+00:00 June 5th, 2017|Leadership, Sales Process|0 Comments

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 [...]

Accountability, Anaconda Style

Leading by Leaning or… Accountability, Anaconda Style “Watch out guys, here comes the boss. Look busy.” Unfortunately, the above is a common statement in many businesses and if you are not sure what this is a sign of, let me tell you. It is the sign of failed corporate culture, bad management, missing accountability and a tangible [...]

Is A Coffee Card Networking’s Secret Weapon?

In the last three weeks our company has secured three major new clients. What’s unique is that each of these clients was referred to our company by a past or current client and our cost to land each one was just a cup of coffee. How networking skills and a Coffee Card can be the [...]

Raising Employee Engagement Brings A 9% Increase In Operating Profits

Great but how do I make that happen? You start by shifting employee attitudes and to be more specific your attitude which is far and away the biggest single item that will determine your ability to get along with others, define what plans you will make and how you will execute those plans. The results [...]

By | 2017-06-06T18:46:06+00:00 June 5th, 2017|Industrial-Sales, Leadership, Sales Process|0 Comments