Kick Start Your Sales Today!

Are you stuck in those sales doldrums, the bane of even the best salespeople? You know what I’m talking about. Everything has come to a standstill. You’re not even hearing from your good customers. You are not getting any answers on those quotes that looked so promising when you sent them. You are sitting at […]

We Are The Alchemists

  I recently talked to a board shop owner who had a customer visit from a large military OEM. There were four younger engineers in the group and they had never been in a PCB shop before. When they were invited to tour the facility, they were actually stunned at the amount of equipment, people, […]

Listening Again and Again

Every now and then I feel the urge to write about listening. Yes, that great art, of not only listening but going the extra mile and hearing. I know that I have done a column on this subject before, actually maybe about once a year. But it still needs to be brought up, maybe for […]

Salespeople Say The Darndest Things

If we only had (whatever it is your company doesn’t have) I could double my forecast.  Your product is your product, sell what you have, not what you don’t have. If we only had the spec or qualification we could double our sales, everyone is asking for it now.  Same as the last excuse. Sell […]

Keeping Your New Hire For Life

You have searched high and low, you have recruited, interviewed, selected, and negotiated to the point where you have your new employee and then finally you have put her through a formal new hire orientation and training program, you have assigned her a mentor and now she is a full fledged member of your team. […]

Employee Orientation and Training

Now that you have spent all that time and effort finding the right candidate the next step is to make sure she has a proper orientation to not only your company but the industry as well. I’ll preface this column to point out that this will be focused on electronics manufacturing and that this program […]

Working Remotely: The Future Is Here To Stay

Those of you who still cannot get your head around allowing some of your people to work remotely are limiting yourself. If you are stuck on having people in your company offices fulltime, you are truly limiting yourselves when it comes to hiring the best people. Of course, there are line workers who cannot work […]

Hiring That Key New Employee: Closing The Deal

You have done your homework. You planned, searched, found, vetted and interviewed and finally you have the right candidate. You have the right person, the person who you feel is perfect for the position. Now it’s time to close the deal. It’s time to make that offer, negotiate the compensation package, and bring the person […]