by Content Marketing | May 25, 2017 | Growing Ideas
What’s the easiest way to increase deal size? The traditional approach to increasing deal size requires: increased sales training, establishing effective sales methodologies and ongoing coaching. Though this approach works, it requires time and a substantial...
by Content Marketing | Feb 7, 2016 | Growing Ideas
When it comes to customer retention each of us is keenly aware of the need to deliver to and satisfy our customers, but what’s “Wowing” about? Wowing is a lesson that I learned from my neighbor, Jim. Jim, his wife Kim, their twin daughters and dog moved in next door 5...
by nholley25 | Jan 12, 2016 | Growing Ideas
Bank robber Willie Sutton (1901-1980) did rather well at his profession: Over the course of his career he made off with an estimated $2 million. Sutton is famous for … a pithy rejoinder … about why he robbed banks. (He) replied: “Because that’s where the...
by nholley25 | Dec 29, 2015 | Growing Ideas
Although manufacturers and distributors don’t like talking about it, there is an Ugly Truth in the industry. Watch the video below and see what the Ugly Truth consists of. [youtube id=”i6DSQOhQNG8″ align=”center” mode=”normal”...
by nholley25 | Dec 15, 2015 | Growing Ideas
Marketing and advertising serve different purposes. Marketing’s focus is on growing businesses. Advertising focus on transactions. Those are two dissimilar activities. Let me illustrate. I want to begin this Growing Idea with an advertising example. There are few...
by Content Marketing | Dec 5, 2015 | Growing Ideas
When we talk growth I suspect that most of you envision selling more new equipment. I appreciate that view. A couple of years ago a distributor that represented 18 different manufacturers told me that I’d be his friend for life if I could figure out how to keep those...
