Listen to and Learn from your Sales Staff
5 WAY TO PROTECT YOUR SALES FROM "COST SAVING" SUGGESTIONS
In the previous post we examined some of the ways your well-meaning office, marketing, production and accounting staff may come up with “cost-saving” suggestions than can actually hurt sales. When little things go missing or the package gets simplified in the name...
Distribution: The Distance between a Great Product and a Sale – Part 2
THEY CAN'T BUY IT IF IT AIN'T THERE!
The least glamorous but most essential part of making a sale is actually getting your product to your buyer. Many great products are rotting in warehouses somewhere because their designers didn’t take the realities of the distribution system into account. Here are...
The Easiest Way to Lose your Customer
Right After you make the First Sale
If you think all you’re selling is a product, think again. In order to continue to do business with your new buyer, you must also sell a service. The demand for customer service increases significantly after the first sale is made. That’s when your customer sees if...
Is Your Company Doing these Things?
The 10 Big “No-No’s”
Recently, while attending a Wine Industry Symposium, I had the good fortune to sit next to a fellow consultant, James J. Downes of BBK, an international business advisory firm. Over lunch, the conversation quickly got down to what we each thought were the biggest...
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