Negotiating Expert’s Advice on Discounting – Don’t (Part 2)

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Part 2 of the discussion with Ron Hubsher, author, Consultant, and Sales Expert) In the previous article, Ron Hubsher shared the importance of thinking in terms of value and not solely cost in determining whether to offer discounts (versus replacing price reductions with increasing value through services, support, or other means).  In this article, Ron […] [Read More]
Categories: General

The Missing Fifth P – Personalizing Merchant-dising in the Home

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Retailers and manufacturers alike are scratching their heads in befuddlement at the fact that what once worked for them is no longer effective. Tried and true tactics that were able to previously provide a boost to the bottom line are not delivering the anticipated results. Where in years gone by reliance on the ‘4P’s” (Price, […] [Read More]
Categories: General

Negotiation Expert’s Advice on Discounting – Don’t

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(Part 1 of my conversation with Ron Hubsher, a pre-eminent expert in negotiation) Whether looking to purchase capital equipment, a professional service, or other “big-ticket item,” the corporate buyer is going to want to be sure that they are getting the best deal. Especially given the current economic environment, purchases will be evaluated and assessed […] [Read More]
Categories: General

What Blackberry Can Teach (Before it is too late)

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The Canadian company, Research in Motion (RIM) created a disruptive technology that set the world of mobile communication on a trajectory of innovation that continues to this day. So pervasive was the device in the hands of its owners, that it was often referred to as a “Crackberry” for how addictive it became.  The dominance […] [Read More]
Categories: General

Is Training Relevant?

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As the economy continues to to be propped up on the shakiest of foundations, many employers are having to make decisions about where to invest their revenue.  Is it best placed in inventory as a hedge against inflation so that product components are purchased at a lower cost and able to be sold at a […] [Read More]
Categories: General

Exporting for Small Business

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One of the concerns that companies have as they look to expand their business is overcoming the complexities of exporting products internationally.  There are many concerns that can trip up a growing company  – as well as literally a world of opportunity. The Ways to Approach Exporting Sell products to someone domestically who then assumes […] [Read More]
Categories: General

BI and Sales

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Sales has evolved over the years to require far more sophistication and insight to ensure success than the Arthur Miller character, Willy Loman, in “Death of a Salesman.” Now, the decision support tools, analytic capabilities, ability to create “ad hoc” presentations to meet unique customer requirements must exist and support sales initiatives.  The requirements to […] [Read More]
Categories: General

Social Media and Small Business Part 2

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In last week’s post, the first part of this article was published.  You can see that article by clicking on 1    http://blog.ctnews.com/zahn/2012/05/29/social-media-and-small-business-part-1/ or just scrolling down to the prior article.  The continuation of the interview appears below: 3.       What are some of the caveats or “watch-outs” to be aware of in using social media (whether it is […] [Read More]
Categories: General