Category Archives: Sales and Marketing

Experiment… A Little

To move our companies forward, we need to experiment.  We need to try out new products, new sales/ marketing strategies, new processes, and new leadership styles.  We cannot be certain if all of these will work.  But, to not experiment … Continue reading

Posted in Growth and Strategy, Improve / Turnaround, Sales and Marketing | Tagged , , , , , | Leave a comment

Checklists

Several years ago, a medical surgeon, Atul Gawande, wrote a best-selling book, The Checklist Manifesto: How to Get Things Right, that discusses the advantages of using checklists in all types of activities from surgery to disaster recovery to business. As … Continue reading

Posted in Improve / Turnaround, Perform / Execution, Sales and Marketing | Tagged , , , , , | 1 Comment

A Complaint is a Gift

In their book, A Complaint is a Gift: Recovering Customer Loyalty When Things Go Wrong, authors Janelle Barlow and Claus Moller discuss the inadequacies of customer service and the customer service departments at most companies. The book begins with a … Continue reading

Posted in Improve / Turnaround, Perform / Execution, Sales and Marketing | Tagged , , , , , , | 1 Comment

World Class Selling

The book, World Class Selling, by Roy Chitwood (founder of the Track Selling sales process) is an effective and insightful sales book. It is well worth reading for both new and experienced salespeople alike. Below I have summarized the key … Continue reading

Posted in Growth and Strategy, Perform / Execution, Sales and Marketing | Tagged , , , , , , , | Leave a comment

Sales Fun Facts

This month, I thought to share some sales “fun facts” to get us all thinking of what we can do better to drive sales growth and success and move our companies forward.   Having the right people on your sales … Continue reading

Posted in Growth and Strategy, Perform / Execution, Sales and Marketing | Tagged , , , | Leave a comment

What Does a Buyer Want?

I recently interviewed a professional buyer at a customer company who was looking to move into a sales role for our company. I asked how she would use her current experience as a buyer to be a better salesperson. Her … Continue reading

Posted in Business Acumen, Growth and Strategy, Sales and Marketing | Tagged , , , , , , | 1 Comment

Don’t Upsell…Right Sell

“Would you like to supersize your order?” As I wrote previously (“Do You Want Fries With That?” – An Opportunity for Profitable Growth), upselling can bring additional value to our customers, create additional sales and profits, and cement our relationships … Continue reading

Posted in Business Acumen, Growth and Strategy, Sales and Marketing | Tagged , , , , , , , | 1 Comment