Articles
Author Etiquette: Writing Testimonials
It’s interesting, once you become an author it’s like you automatically become a part of some secret society: The Author Society. Having been there, done that, gone through this, other authors can relate to how you feel about your book and the value that feedback or a purchase holds. Prior to releasing my first book, CONTRACTORS: Doing it Right Not Just Getting it Done, I didn’t know about this society or the support that it can provide—it blew me away and taught me many valuable lessons. Since …
Do New Customers Get a Better Deal?
"Why do companies give a better deal to new customers than to their old customers? Isn't this odd?"
I saw this question on LinkedIn and I just had to laugh. Not at the question, because it is a great one, but because it is SO True! When you look at the data that companies track there are always items around marketing, acquiring a new client, expanding to new areas, referral incentives—but where is the emphasis on reselling or upselling to current customers? Another element that this brings up is…Do You Want to Know How Your Competition Gets Work?
- 83% said their primary source of business is repeat clients, referral and networking
- 17% would be receptive to starting a relationship with someone from a cold call, 20% would review printed material, and 87% would if introduced by a trusted colleague
- 93% of the industry belongs to at least one business or trade organization, 80% attend at least monthly events, and 20% do not a…
How Often Should Goals Be Reset?
Q. I would love any thoughts on how often management should reset the goals for a sales team? I have seen everything from annually to quarterly and would love to hear how other sales organizations parse out budgets.
A. The challenge I see with your question is that it is one-sided. When its only management deciding the goals, then its management talking AT the sales team. It should be a joint decision when they are decided upon. Yes the company needs a certain amount for growth, but the team may…News Release: 48-Hr Intensive Donation at #SeaGiveCamp
DePaoli worked with three teams on three completely different challenges:Hearing Speech and Deafness Center (HSDC) on understanding social media and the use of contact forms, Alliance of Nonprofits on a phone app, and the Washing…
My #SeaGiveCamp Experience 2010
I had the opportunity to work with three teams on three completely different challenges: Hearing Speech and Deafness Center (HSDC), Alliance of Nonprofits, and the Washington Poison Control Center.
HSDC
They came into the weekend with two pressing challenges: understanding…Re-thinking New Year's Resolutions
I won’t get started on a rant about New Year’s resolutions, but I do want to connect the concept with changes we consciously make.
A business’s stability and success is dependent upon their ability to adapt a…
Executives' Role Changing
The purpose of this event was to share experiences of being in an interim executive position within a company. The panel was made up of Bob King (COO), Tim O’Brien (CTO), Janis Machala (CEO), Marty Heimbigner (CFO), and was moderated by a good friend of mine, Barry Otterholt.
While plenty of stories and examples were shared, two topics came up predominately: Leadership and Success factors.
“I don’t b…
Santa’s Secret Exposed: It is Possible to Fly Around the World and Support Local Economies
Child-Safe Spoiler Alert
Dear Kids,
Have you ever wondered how Santa is able to visit every child in the world and sit in the mall for the whole month of December? If you were like me when I was young, then you are sitting there nodding and thinking yes. I have to admit that I “figured out” the whole Santa thing at an age that most parents would say is unfair. But what I didn’t know is what really happened—that took much longer to figure out and was revealed to me at the most unsuspecting time, …
Steve Rennekamp's Win / Win / Win Senario
In a successful company, you build your …