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Are your sales protected if your top salesperson or top distributor leaves? PDF Print E-mail
Written by Dave Harman   
Monday, 03 June 2013 14:11

 

Not too long ago, a sales manager reached out to me with a problem. His top distributor switched sourcing away from him and to a competitor with no warning, no indications, nothing to give him a heads up as to what was about to happen. They had had a long and profitable relationship, and now it was gone. Also gone were his sales and any inkling as to where his distributor moved his products.

 

In a very similar manner, the owner and president of a small company with a two-person sales team came to work one Monday morning to discover both salespeople had quit and gone to a competitor. While the company knew who their customers were, all the names, emails and phone numbers of the decision makers and influencers of his customers were gone – out the door with the salespeople.

Last Updated on Tuesday, 04 June 2013 09:23
 
Existing business: Build on it and from it PDF Print E-mail
Written by Marvin Montgomery   
Monday, 03 June 2013 13:10

Sometimes, we can be so focused on bringing in new business that we forget about our existing customer relationships that still have a lot of potential.

 

Make sure you give these customers the attention they need and deserve. To do so, make a list of customers that you should go and meet with. This meeting can be conducted at their office or, preferably, yours.

 

When you schedule the meeting, let them know that the purpose of the meeting is two-fold:

 
Survival guide: 4 steps to build a successful app business PDF Print E-mail
Written by Bobby Gill   
Thursday, 30 May 2013 12:34

These days, ideas for the “new” app are a dime a dozen and startups are popping up all over the country in hopes of striking it big with the next big trend in the app world. The key to surviving in what has become an oversaturated, incredibly competitive technology world is building a business in addition to a product.  Companies that are able to develop a clear business model, and not just focused on the development of their product, will thrive.

 

The app business is no exception to this rule. In order to build a business, entrepreneurs must create a sustainable path for their venture. For those looking to turn their app idea into a business, they must ask themselves four questions to assess the strength of their potential success:

 
Forgiveness at work: Why it matters PDF Print E-mail
Written by Donna Rae Smith   
Tuesday, 28 May 2013 13:50

Let’s start with a few questions:

  • Does forgiving mean forgetting?
  • Is forgiveness a choice?
  • Is forgiveness a sign of weakness?
  • Does forgiveness have to be earned?
  • By forgiving someone, are you letting them off easy?

Forgiveness is anything but straightforward. For every reader of this blog, there may be an equal number of different answers to the questions above. Understanding our own personal views of forgiveness is a first step to recognizing whether we’re open and willing to forgive others.

 
Don’t take “no” as a no PDF Print E-mail
Written by Marvin Montgomery   
Tuesday, 28 May 2013 13:21

Are you giving up too quickly when your potential customer begins to show resistance to a sale?

 

I want you to think back for a moment to the day when you wanted to drive the family car for the first time on your own. Even though your parents’ first response was “no,” you didn’t actually look at it as a “no.” You heard “not now,” which meant you continued to come up with different approaches until you finally got a “yes.”

 

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