Did your salespeople fail or did you? The best salespeople are race cars. On a track they perform incredibly. The failure is that you have not had the patience or pain [ … ]
Building a Sales Assembly Line. Part 5. Sales Office Franchise
Opening a remote office is a milestone. It is a boat approaching Plymouth Rock. Don’t mess up the landing. A remote office should not be an indulgence or a vanity, nor permitted creative freedoms, it [ … ]
Building a Sales Assembly Line. Part 4. Reverse Engineering a 300% Price Increase
Many startups count their prospects money more scrupulously than their own. They price themselves the way they see the topography of their world. They rely on the generosity of their clients. [ … ]
Building a Sales Assembly line. Pt 3. First Mover
The first mover has a double-edged sword. We are going to sharpen one side and dull the other. We want to win. Let’s begin with reverse engineering this example from tech [ … ]
Building a Sales Assembly line. Pt 2. Define It or the Prospect Will
{When a product or service is being formulated and it’s market still only intuitively understood the CEO, company and those on its periphery have an urgency to get it [ … ]
ObamaCare. What comes next and why. Adjust plans accordingly.
In my last post I wrote about the financial mechanisms of ObamaCare This continuation is about the broad economic, business and industry implications of ObamaCare. The Difference Between Movement And Progress [ … ]
How to build a Sales Assembly Line. Pt 1. Cultural Shift
We need better, bigger clients. We need to sell more, for more Sales is a station on an assembly line. If you want to make changes, such as client profile or margin, [ … ]
Going Cashless. Currency Devaluation
This is amazing. 1.25 billion people at the mercy of India’s endless currency devaluation. Gold has likely saved many from total disaster. Another way to look at it: here’s how [ … ]