A list of things you’ve got wrong Yes things you’ve got all wrong when it comes to marketing, what it’s about, how it works and what it’s for. You know there are some distinct disadvantages to being in an engineering based business and one of them is that we all know way too little about […]
Seven Character Traits Of A Top Notch Salesperson
Searching for greatness Yes, I now that the world of sales is more difficult today than ever before. We all know that the competition is stiffer, and that it is much harder to get a prospects’ attention than ever before. But there is hope. There are things that never change, and that is the type […]
10 Great Business Tips from Breaking Bad
Ten great Business Tips from Breaking Bad Yes Breaking Bad was a hit show on AMC; it is also a fascinating show to watch. After all how often to you see a high school chemistry teacher with cancer trade in his second job at a car wash to become a crystal meth fabricator and dealer. Not […]
Using LinkedIn To Find New Customers
In last week’s column we talked about getting prospects to call you and I cited a case study by my associate, LinkedIn expert Bruce Johnston. At the end of that column I promised that this week we would talk about how he did get prospects to want to talk to the client, a metal fabricator […]
How To Attract Great Reps
Look we all know that this is one of our industry’s greatest challenges. For a number of reasons not the least being that many board shops have screwed many reps over the years, it is getting more and more difficult to get good reps to represent us. I know that of all the services I […]
Get Prospects To Want To See You!
I come bearing good news. From everything I have heard, one of the hardest things for a salesperson to do these days is make appointments. We have talked about this often in this column, so many times in fact that I have made it my business to try to find a solution to this problem. […]
A Few Thoughts On Selling High Tech PCBs
Selling high technology is not always an easy thing for sales people. First, there is a credibility issue, when people see the word “sales” on your business card you can lose credibility. Listen, you could have been a director of engineering in your previous position before moving into sales; you could have been a full-blown […]
Take All The Help You Can Get
Anywhere you can get it. The best way to become good, even great, at anything is to learn anything you can, from anywhere that you can. I for one, have been fortunate enough to have had a number of mentors in my career, People, who took the time to teach me, to bring me along, […]
Tools For Managing Your Sales Team
Nothing happens by accident anymore, especially when it comes to sales. It used to be so much simpler; you’d buy a good directory, circle those companies that would make good prospects, call them, set up a meeting, go see them and if you did a pretty good job in that meeting you’d get a quote […]