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That Was Then…

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This is the time of the year when business executives, customers/consumers, and so-called experts engage in two activities; reflecting on the year that was, and forecasting the year that will be.  Of course, one is far easier than the other.  With the benefit of looking at the past, it does not require any significant skill […] [Read More]
Categories: General

You Can Trust Me On This

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One of the biggest challenges to companies with sales forces that have traditionally been tasked with prospecting to find and identify customers, account/customer management responsibilities, structuring and negotiating deal terms, and providing ongoing customer support has been differentiating their value versus products sold via websites on the internet purchased on a “a self-service” model.  The […] [Read More]
Categories: General

Turning Sales Sideways

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For most businesses, the hunt for new products and services to offer to the market, re-launching existing products and services to re-energize sales that may have gone stale, or re-purposing existing products and services to squeeze additional revenue potential out of the investment in creating them initially is an ongoing pursuit.  Further, the ability to […] [Read More]
Categories: General

Stay in Lane or Not?

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Eves-dropping on a conversation at a local restaurant between two business people who work for a leading retailer recently, I heard a phrase used I have been hearing with increasing frequency in political discussions, friends bantering, and even on the television shows like, “Maury, Steve Wilkos, and Bill Cunningham.”  The phrase that seems to be gaining […] [Read More]
Categories: General

Not Always What It Seems

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Here it is the fourth quarter of the year and a good number of sales people,  sales executives, and managers are hoping to have a strong end to the year.  Almost analogous to the jockey applying the whip to a racing thoroughbred when in sight of the finish line to win the race, now is […] [Read More]
Categories: General

Challenging Conventional Hiring Practices

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The traditional approach to sourcing, interviewing, selecting, and hiring new employees is being challenged by one Australian company that my have significant repercussions for other companies seeking to improve their success and productivity in integrating new employees. How We Do It The customary way to go about sourcing applicants has been to place an advertisement […] [Read More]
Categories: General

Product Adopton Life Cycle

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It is the mission of every company to maximize the effectiveness of their product adoption efforts.  Without customers that choose to pay to use the company’s products (or services), the business will fail due to inability to generate revenue.  Therefore, when discussing the most critical or vital initiatives confronting a company, the adoption of products […] [Read More]
Categories: General

Is QR No More?

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Early in my career, I worked for the leading bar code scanner manufacturer and had the opportunity to see into the future.  At the time, bar codes were predominantly used to identify the contents of a product’s packaging by simple numeric assignments.  However, the information was limited given the structure of the bar codes (one […] [Read More]
Categories: General