If you have ever heard 'There's gold in them there hills' then you should be pretty excited about the title of this blog. Believe it or not, we regularly uncover gold on behalf of our clients. Ironically, they have been sitting on this gold without even knowing it. Our clients come from the manufacturing and industrial space and are typically small businesses in need of business development help. When we begin an engagement, normally lead generation based, we always start with the same question. Where is the clients gold?Read More
I’ve recently been listening to a podcast series by Dave Austin. Dave is a mental performance coach who stresses the importance of narrowing down thoughts and getting “in the zone”– visualizing success, and being so focused that nothing in the world can stop you from getting the job done.
All of this talk of visualization began to translate into reality as I sat in a meeting two weeks ago. In this meeting, we discussed a spreadsheet with data related to sales opportunities and the quote process. As I looked at all of the tabs and summary sheets, littered with several rows and columns of data, I asked, “What is it that you’re tracking and why?”Read More
It’s that time of year and we are all making lists:
However, with all the lists we have, no one has lists longer and more detailed than Santa. I recently sat with him and asked him a few frank questions about how he manages his lists. You can read the transcript from our chat below, or just click to listen.Read More
As we know, a sales forecast can feel like a roller coaster ride. You can smooth out this ride with three simple steps:
My last blog addressed data organization: getting all of your data in one place (I highly recommend an Excel spreadsheet), cleaning it up and designating potential clients within your list.
This blog addresses the next critical step - grouping contacts in “like” categories. These categories will vary, depending on your organization’s needs. Potential segments include industry, geography, client status or even an internal rating. Or, a company may use all of the above!Read More