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SMB Journal

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The Trust Factor

By | 2017-06-06T21:54:27+00:00 June 5th, 2017|Business, Industrial-Sales, Leadership, Sales & Marketing, Sales Process, Thought Leadership|

When I have dark moments of self-doubt (and I do) and question my direction, value, skills etc… I cut the negative process short and head instead for the “Red Tin”. In this “Red Tin” I keep the original copies of every recommendation and/or testimonial I have ever received going back to the 80’s. If you [...]

Bring Your Customers New Revenue.

By | 2017-06-06T18:49:35+00:00 June 5th, 2017|Industrial-Sales, Leadership, revenue, Sales & Marketing, Sales Process, Thought Leadership|

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 Whistle Dog Factor

By | 2017-06-06T21:07:47+00:00 June 5th, 2017|Business, Industrial-Sales, Leadership, revenue, Sales Process, Thought Leadership|

Or how $.25 destroyed a customer for life The facts have not been changed to protect the guilty. OK, I admit it I have a secret love of hot dogs, to be specific an A&W Whistle Dog, Onion Rings and Diet Root Beer. Now don’t get me wrong this is not a daily or even [...]

It must be nice… To Not Need Business

By | 2017-06-05T23:44:16+00:00 June 5th, 2017|Industrial-Sales, Leadership, Sales Process|

Here are two simple and highly productive sales lessons that will go far in improving your customer relationships and making more sales. Answer your voice mail. I have been trying to get a hold of a seller to connect him with a client of mine for a solid week, all without a response. Wait that [...]

Sales Velocity 101 for the WIN.

By | 2017-06-05T23:43:55+00:00 June 5th, 2017|Industrial-Sales, Leadership, Sales Process|

  In the non-capital industrial sales business (sales with a unit value under $25,000.00), speed counts. In fact, very often the supplier with the fastest response to both an inquiry and the ability to accurately quote & deliver will get the sale. Here’s Why: This may not be a budget or cost management process, but it [...]

Beyond Networking

By | 2017-06-05T23:25:48+00:00 June 2nd, 2017|Industrial-Sales, Leadership|

As a sales person you are fighting for the win. You follow the best possible practices, you out learn and out hustle all competition to land the sale and hopefully through excellent product and/or service quality convert that one sale into an account with a chain of future sales. There is just one big problem [...]