P-O-Inted Observations on Collaborative Promotion Optimization

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The Promotion Optimization Institute (P-O-I) just concluded their Fall Joint Business Planning Summit in Chicago, IL and attendees and participants left with as many questions as they received answers.  Under most circumstances that would signal trouble for an industry association; after all, the general expectation is that conference participants will be able to bring their […] [Read More]
Categories: General

Loyalty, Customer Service, and Sales

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I recently completed delivering a training session at a client site that took me nearly fully across the country. Using the opportunity to visit friends I don’t get to see too often on the West Coast, I extended the trip to permit me to double up on prospecting with clients in the Pacific time zone […] [Read More]
Categories: General

Aiming the Arrow at the Target

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Business results are down, sales are in decline, errors are creeping into production, profits are in decline, margins are in a freefall, and things just aren’t being done as effectively and efficiently as before.  For many business leaders, that is the time when they reach for their trusted “go-to” reaction and decide to heap training […] [Read More]
Categories: General

Do You Measure Customer Equity?

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As a business person, executive, or entrepreneur there are many specific measures employed to gauge business success. Some of them are quite familiar to business people; profit, sales dollars, market share, number of customers, and costs among others. However, while those are certainly indicative of success and appropriate to be tracked; they do not give […] [Read More]
Categories: General

Should we Give Cold Calls the Cold Shoulder?

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As a trainer and consultant, I often am asked to help sales forces hone their skills in prospecting, sales methods, sales call techniques, etc.  Among the clients or prospects that inquire about those services, some of them use a “cold-calling” model for interest generation among their potential markets to generate sales.  I often have to […] [Read More]
Categories: General

How to Employ Different Decision-Making Styles

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The average entrepreneur or businessperson has expertise insome mixture of the following:  a function (Accounting, Information Technology, Engineering, Human Resources, Customer Service, etc.), a skill (craft, programming, speaking, writing, cooking, interviewing, etc.) or,  a particular trait (detail-oriented, perseverance, good humor, etc.) What is not as likely to be resident in the businessperson or entrepreneur is […] [Read More]
Categories: General

Mokita as a Strategy

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Everyone one of us has had the experience of thinking we have been dropped into a parallel business universe where right is wrong, and wrong is right. What makes sense is ignored and what is proferred instead is a tacit agreement to overlook the obvious and maintain the status quo. There is a word in […] [Read More]
Categories: General

Back to School and You

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As many of you are experiencing; this week and perhaps next are the weeks when students head back to school. While parents sending their kids off to college for the first time are experiencing the empty nest or having to “let go” of their progeny, the other sides of this life event is what the […] [Read More]
Categories: General