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Category Archives: Selling for Profit
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
Manage That RFP
The RFP process can be a big source of supplier frustration, or a critical point of competitive leverage. All too often, it is the former, but it doesn’t have to be that way. Over the past few months, I’ve encountered … read on
Posted in Selling for Profit
Tagged account management, RFP, supplier strategy
Unlikely Sales Heroes – Supply Chain Managers
You finally landed your first orders from that really important high-potential account. When should you bring in your supply chain managers? In most companies, the standard progression is for the sales rep to focus on ramping up the sales volume, … read on
Posted in Selling for Profit
Tagged account management, profitability, sales, supply chain management
If I Ran My Customer… Part 2
Profits are your reward for meeting customer needs. The questions on the table are: Which customers? And which needs? In my last post, I discussed the first question, which customers? Today, I’ll focus on the second question, which needs? The … read on
Posted in Selling for Profit
Tagged innovation, product development, profits, sales, strategy
If I Ran My Customer… Part 1
Profits are your reward for meeting customer needs. Sounds obvious, right? But here are two critical questions: Which customers? And which needs? The answers will have a huge impact on your profitability and business success. Today’s post will focus on … read on
Posted in Selling for Profit
Tagged innovation, product development, profits, sales, strategy
