This smart, world-class manufacturer intends to drive targeted customers into their showrooms. This promotion appears to spare nothing! They knew who they wanted to invite. They didn’t use cable, billboards, or any combination of social media.

What does your dream look like? Greatness requires thoughtful commitment, time, disappointment, temporary defeat(s), more time and a dream of what could be. Otherwise, there’d be no honor in it.

What Does Your Priority List Look Like…? You Do Have A Daily Priority List…Yes….? How many letters of acknowledgment have you written --- to (a) supplier Reps bosses, about the Rep’s performance and “his/her going the extra mile”, and (b) Buyer’s bosses --- about the professional conduct of your Buyer?

When You Need The Business....It's Too Late We’ve all heard or voiced versions of "Can we skip this week’s session we’re all so busy?" Or, "I’ve got an important appointment do I have to be there?" So what new information has been prepared? What problems not previously reviewed are going to be resolved?  

You Want To Buy Your Company…? In the last three months, two key personnel at two clients --- have initiated discussions --- to buy their employer’s business….!

Prices in Our RFP….Weren’t…The Key To Winning? How many of your Sales Reps and CSR Education Sessions and Customer Education Programs focus on relentlessly hammer on how to use their intellectual and technical resources for understanding and solving Customers’ business model problems?

How many letters….with that message content…..has your organization ever received from a supplier? Would you remember receiving such a written note of appreciation, if you had received such an acknowledgement?

Inside Sales Teams are designed to be pro-active with developing business, especially from current and prospective target customers and neglected customers. Additionally, Buyers want to be important to their suppliers!

Developing the Business - Sid Chadwick What Is Not Yet As Good As It Could Be? Do You Care? What we don’t see is what happens….after we leave our Top Ten Buyer… after… we’ve conducted a Periodic Business Review. Our Buyer’s boss comes in, and they talk….for almost 30 minutes, reviewing the impact…and value…..of what was discussed.

Our industry is being re-organized into “who is serving which customer markets” with performance and products and service perceived as THE BEST! The BEST is important because of that “cumulative value” experienced from that great combination represented in product….service…..and price.