Everyone upsells, it’s the best way to increase your margins. The famous, “want fries with that?” is an upsell. Super sizing is upselling. That maintenance plan on your washer and dryer is upselling. That rust coating on your car, whatever that was…was upselling. Notice how when you buy a new laptop for $600 it’s still […]
Your Executives Should Visit Customers
Yes, sales managers have to visit customers. In fact General Managers and Presidents and Quality Managers and yes, even owners need to visit customers whenever they get the opportunity. Why are we happy to just sit back and have our sales people do customer translations for us? Why are we happy or often unhappy with […]
Ideas For The Future
Last week I talked about some of the trends we are following into the future. Most of these came from an excellent book by Mark Penn and Meredith Fineman titled Microtrends Squared: The new small forces driving today’s big disruptions. What should be of interest to all of us is how these changes are going […]
Book Recommendation: The Age of Agile: How Smart Companies are Transforming the Way the Work
Book Recommendation From: Dan Beaulieu 6/12/18 The Age of Agile: How Smart Companies are Transforming the Way the Work By Stephen Denning Copyright 2018 Amacon Price $ 28.00 Pages: 314 with index Meeting he future involves embracing change The future is all about speed and yes of course agility. Companies who don’t adapt to, heck […]
What A Really Good Sales Manager Does
Okay, you’re the sales manager for a 15 million dollar board shop located in the Midwest. Your sales team consists of 6 direct regional sales people and five independent sales reps; together they cover the entire U.S. and Canada. Besides managing the sales team, you also handle the company’s marketing and yes, you are also […]
The Future Just Ain’t What It Used To Be …Again
Okay, it’s that time again, time to take a peek into the future and see what is happening, and about to happen in our world. This time, these peeks into the future come from an excellent new book called Microtrends Squared: The New Small Forces Driving Today’s Big Disruptions, by Mark Penn. Author Penn, has […]
How To Get – And Keep – Independent Sales Reps
For years now I have been working with reps acting as the liaison between them and the circuit board shops I work with. During that time I have seen the interest the reps have in working with board shops diminish as quickly as the market for fax machines. Most reps seem to have lost it […]
The Building Blocks Of A Great Company: Business Values
There are many ways to run a business, many ways to develop the direction of that business. The strategy, and the tactics it will take to be successful vary from company to company. They say that the best way to start a business is to find a need and fill it. Obviously, this is true, […]
Book Recommendation: Listen Up or Lose out: How to Avoid Miscommunication, Improve Relationships, and Get More Done Faster
Book Recommendation From: Dan Beaulieu 6/7/18 Listen Up or Lose out: How to Avoid Miscommunication, Improve Relationships, and Get More Done Faster. By Robert Bolton and Dorothy Grover Bolton Copyright 2018 Amacon Price $ 19.95 Pages: 268 with index I love books about the virtue of listening! There can never be enough books about the […]
What’s Wrong With Just Sticking To The Plan?
It’s amazing how much can get done when you decide to stick with it Another year another strategic plan…or worse yet another month another strategic plan. Does this sound familiar to you? Well it does to me. The most difficult thing to do when you’re a strategic consultant like I am is to make sure […]