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Category Archives: Selling for Profit
How to Turbocharge Your Strategic Account Management
My father used to tell the story of an elderly couple living in a small New England town. The husband had worked his entire career polishing the cannon on the town green every day. One day, as he neared retirement, … read on
Posted in Selling for Profit
Tagged key account management, marketing, strategic account management
Profit-based Segmentation, Omnichannel Retailing, and Same-day Deliveries
Recently a friend, who is editor of a leading business publication, sent me this note: Another question for you. How valuable do you think segmentation is for omnichannel retailers? Should every retailer do this type of analysis before deciding whether … read on
Posted in Selling for Profit
Tagged market segmentation, omnichannel retailing, same-day delivery
September 19 Webcast – Secure and Grow Your Islands of Profit Customers
I will be presenting a live webcast, “Secure and Grow Your Islands of Profit Customers”, on Thursday, September 19 from 1-2 p.m. EDT, offered by Modern Distribution Management. There is no charge for this webcast. Here is a link to … read on
Posted in Selling for Profit
Tagged account management, profits
How to Win a Price War
Price war! How can you win without destroying your own profitability? Fire a bigger weapon? Outlast your competitors? Any way you look at it, a price war is the ultimate in self-destructive, lose-lose behavior – but it is one of … read on
Posted in Selling for Profit
Tagged price war, total cost, value proposition
May 10 Webcast – Selling for Profit: Turbocharge Your Profit Growth Through Market Development and Sales Management
I will be presenting a live webcast, “Selling for Profit: Turbocharge Your Profit Growth Through Market Development and Sales Management”, on Thursday, May 10 from noon to 1 p.m. EDT, offered by Modern Distribution Management. There is no charge for … read on
Posted in Selling for Profit
Tagged market development, profit, selling
Interview with BAI Banking Strategies – Profiting from Customer Intimacy
I was recently interviewed by Kenneth Cline, editor of BAI Banking Strategies, on profiting from customer intimacy. Here is a link to the article: http://www.bai.org/bankingstrategies/strategy/management-issues/profiting-from-customer-intimacy. I hope you find it helpful.
Posted in Selling for Profit
Tagged banking, customer intimacy, marketing
Turbocharge Your Value Proposition
A few months ago, I met with the management team of a medium-sized company having sales problems. The company was in a commodity business, and the sales reps were stuck trying to sell to low-level, price-oriented purchasing personnel in the … read on
Posted in Selling for Profit
Tagged product, profit, value proposition
Demand Management Disney Style
Many companies simply assume the seemingly obvious proposition that, to put it simply, demand is demand and their responsibility is to gear their operations to meet that demand. Certainly, most managers utilize advertising and specials to create demand and promote … read on
Posted in Selling for Profit
Tagged Dell, demand, Disney, management