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Category Archives: Selling for Profit
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
