Loading...

SMB Journal

Home/SMB Journal/

Are You Prepared To Handle the Unexpected?

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

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 [...]

Three Business Lessons From The Drag Strip

By | 2017-06-06T18:55:28+00:00 June 5th, 2017|Best Practices, Industrial-Sales, Leadership, revenue, Sales & Marketing, Thought Leadership|

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

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

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 [...]

Customer Service Super Star – Case History #1

By | 2017-06-06T21:29:43+00:00 June 5th, 2017|Business, growth, Leadership, Sales & Marketing, Thought Leadership|

Customer Service Super Star Case History Number 1: Auto Shop Shocker My daughter was in a small car accident and thankfully she was not hurt. The other driver quickly admitted 100% fault, so off to the auto body shop she went. While at the auto body shop my daughter asked for a few other things [...]

Marketing Strategy – Four Simple Marketing Ideas

By | 2017-06-06T21:23:31+00:00 June 5th, 2017|growth, Industrial-Sales, Leadership, Sales & Marketing, Sales Process, Thought Leadership|

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

By | 2017-06-06T16:18:25+00:00 June 5th, 2017|Best Practices, Business, growth, Industrial-Sales, Leadership, revenue, Sales & Marketing, Sales Process, Thought Leadership|

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?

By | 2017-06-06T16:32:25+00:00 June 5th, 2017|Best Practices, Business, growth, Industrial-Sales, Leadership, revenue, Sales & Marketing, Sales Process, Thought Leadership|

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

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

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 [...]

It’s Dollars Not Deals

By | 2017-06-06T21:20:32+00:00 June 5th, 2017|Business, growth, Industrial-Sales, Leadership, revenue, Sales Process, Thought Leadership|

Once again I have been witnessing an exchange of opinions on how to account for sales performance, this time taking place inside a Linked-In™ sales management group. I continue to be amazed that anyone who calls themselves a “sales professional” would engage in using a “deal count” as a “sales close ratio”. The bottom line [...]

What’s Today’s Challenge?

By | 2017-06-06T21:35:26+00:00 June 5th, 2017|Best Practices, Business, Industrial-Sales, Leadership, Sales & Marketing, Sales Process, Thought Leadership|

In just the last week we have encountered the following sales client challenges: How to find qualified, self-motivated sales staff? When to hire, who to hire? How to manage the post application process for internal candidates who applied for sales positions but did not get selected for the position? Who to send to a major [...]