At some point in the growth or even start-up of your company, you may want to hire a consultant to educate or guide you. You may rightly want the consultant for their expertise in myriad disciplines like advertising, management, a specific industry, social media, branding, etc. Read more »
TROUBLE GETTING AN APPOINTMENT ?
I loved reading the below Media Life Magazine article on a smart way to find a job.I have reproduced it in its entirety as I believe it applies equally to securing a hard to get appointment in your sales effort. Read more »
Managing Your Numbers Is Essential for Growth
It takes more than quarterly meetings with your accountant to know what is going on. Do you want to do everything you possibly can to ensure the survival and growth of your company? Of course you do. Well, one of the most essential skills that you can bring to your company is understanding, tracking, and using certain numbers. This numeracy--thinking in numbers--is a vital, vital skill. Read more »
BREAK-EVEN ANALYSIS – How It Helps You Judge Risk
This is a tool that is sometimes overlooked, even though it is easy to use and gives you valuable information in a number of different contexts. The break-even tells you in dollars or units what amount of sales you need to achieve in order to recoup all your fixed costs or investment. I am always amazed, when I visit MBA classrooms, at how few students take the time to make these relatively simple calculations. Are you trying to decide whether to proceed with a new product introduction? Are you trying to understand exactly where costs stop and profits start for your company? Are you trying to decide whether to buy a company? In all of these cases, the break-even analysis should be your tool of choice. Read more »
HOW BUYERS DECIDE WHO TO BUY FROM
After decades of personal selling and observing others sell, I am convinced most buying decisions are based on emotions rather than on a rational basis. The ratio of the two motivators varies with the individual buyer and the circumstances at the time, but clearly the seller must always be aware of the emotional component of the decision process. Having the best product, service, price, warranty, etc. does not ensure a sale. Here’s a sampling of some of the non-rational reasons I have observed buyers employ in their buying decisions. Read more »