Bottom Line On The Bottling Line
By William S. (Bill) Siegmund, CWS-V For many water treatment dealerships, adding bottled water to the inventory of products and services may seem like a natural progression. After all, it is the fastest growing sector in […]
Avoiding the Moby Dick Syndrome: Don’t Let the Ideal R...
By John P. Kreiss With the process of sorting through résumés and interviewing candidates so draining and time consuming, the last thing a business owner like yourself wants is for the ideal candidate to reject […]
From the Minors to the Big Leagues: Turning Your Sales Team ...
By William Blades Most 40-to-50-year-old salespeople think and act the same way they did at age 25 and 30. Depressing news? It shouldn’t be. For employers, it means you have a wonderful opportunity to more […]
The Vision Thing—Help Your Organization See It
By William Blades, CMC, CPS Many people regard the oak tree as one of the strongest trees. Actually, the oak tree began as a little nut that wouldn’t go away. As business people, we need […]
How to Select a Rep
By Walt Boyes Many companies use third-party distribution channels—distributors and representatives, or reps. Some use them because they appear to be less costly than factory-employed salespeople. Some use them because they believe reps and distributors […]
Is Your Communication Clearly Misunderstood?
By William Blades After I spoke at a convention in Hawaii, I joined a lunch table where an attendee said, “I already knew many of the ideas you presented, I just hadn’t thought of them […]
The Three Scariest Words—“We’re Pretty Good”
By William Blades “We have to start teaching ourselves not to be afraid.” —William Faulkner I recently ran into an executive of a wholesaler firm who had followed my training and consulting services with interest […]
Time—Your Real Currency that Must Be Deposited
By William Blades There are two parts of your anatomy where “use it or lose it” applies. Since I am a CMC and not an MD, let’s talk about the brain—the key to your currency. […]
Turning Your Personal Creativity into a Prosperous Venture
By William Blades Most of us remember younger days, when we used to run and jump into the ocean, lake or pool? And what do we do now? We stick our toes in first to […]
The Bottom Line: The 20 Activities that Top Sales Performers...
By William H. “Bill” Blades I speak and consult on a wide range of industries and I find it hard to find 1 or 2 percent of the sales personnel that would be classified as […]