How to Maximize New Product Results

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  It is the desire of every business owner with their eye on meeting an unmet need in the market, or sustaining current/gaining additional market share or revenue to successfully launch their new product.  In most instances, there has been a considerable amount of resources (time, money, equipment) devoted to the design and development of […] [Read More]
Categories: General

Can You Achieve Your 2014 Business Plans?

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Here we are approximately halfway through the year for those businesses that adhere to a calendar year for business planning.  The summer is upon us and for some businesses, this is the time when they take stock of where they are versus where they expected (hoped?) to be by now.  Sadly, a good number of […] [Read More]
Categories: General

Do We Work for the Same Company?

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I have had experiences with two different companies lately that both had struggles with the same issue – agreeing on standards.  Coincidentally, both companies were what would be considered larger entities.  The smaller of the two companies was within shouting distance of a billion dollars in revenue, and the larger was quickly approaching two billion […] [Read More]
Categories: General

Is the Prospect Who Does Not Buy a Jerk?

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In 1988 I was part of a company that was growing exponentially and had products that were far superior to what competitors could offer.  This company held patents in specific technologies that far surpassed what was otherwise available from other players in the industry.  Selling the product was thought to not be especially difficult, as […] [Read More]
Categories: General

Is Your Orientation Doing the Job?

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Inspiration is a funny thing.  You can search for it purposefully and be unable to find it.  And then, there are times where life’s circumstances seem to conspire to give you the opportunity to stumble upon it; if you are paying attention!  This weekend was one such opportunity.  Two, seemingly disparate events that we all have […] [Read More]
Categories: General

Does Your Organization Lack a Mirror

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  One company that I have become very familiar with wanted to embark on changing their approach to sales process, sales skills, and the tools used to achieve sales success.  Their product line is undergoing a metamorphosis from being unchallenged in the industry, to now having to shift to meet competitive challenges from larger industry […] [Read More]
Categories: General

Value-Based Selling IS Personal

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The Sales and Marketing Magazine (www.salesandmarketing.com) recently provided to their members and subscribers a series of free white paper downloads.  One of the white papers available was written by a consultant working for ZS Associates (a highly regarded firm that does much of their business in “pharma.”  www.zsassociates.com). The specific white paper was titled, “Value-Based […] [Read More]
Categories: General