Blog
Never Get Mad At A Customer
There is nothing dumber you can do than getting mad at a customer. What is the point? These days when it is harder than ever to get a new customer and even harder to keep that customer amidst the barrage of competition coming for all sides there is nothing more counter-productive than getting mad at one of your customers. Look, […]
This Is A Great Time To Read Great Books
There has never been a better time to sit down and read important books about your business, your craft of sales and marketing. And one thing I am encouraged by is that people are contacting me asking for some business book recommendations…I love that! About three months ago I came across a series of very good and very powerful short […]
Sales Is All About Trust
Building trust with your customers will make them customers for life No matter what else you do for your customers, you have to build trust. If you can get your customers to trust you they will stay with you for life…yes, even if you change companies. Over the years and in many columns, we have talked about what it takes […]
Stay In Touch With Your Prospects And Customers Using News Flashes!
As the pandemic continues, and so many of us are stuck in our houses, it gets more and more challenging to stay in touch with our customers. Meanwhile our PCB and PCBA companies and their support companies are deemed essential and are being kept open. Actually, the companies that make up our interconnect industry are needed now more than ever. […]
Is Your Company Customer-centric?
When was the last time you sat around with your team talking about how you could produce better products and services for your customers? I mean doing things better, making the customers experience extraordinary and putting the “wow” factor in your products. I would guess never. We are all so busy just trying to meet our customers’ expectations that we […]
Working From Home
With things being what they are, we all need to get more intentional in what we are doing, especially those of us in sales. We’ve talked about how we are all hunkered down, and how we can’t get out to see customers. We’ve also talked about what we can do in the meantime: Communicate through emails Do research and find […]
Why PCB Sales People Are Forced To Be Farmers Not Hunters
…and what we need to do about it. I was talking to a friend of mine the other day about why it seems to be so hard to get PCB sales people to focus on any aspect of selling from lead generation to closing a sale. This makes our job as sales consultants particularly daunting since we are in the […]
Life After Covid-19
Over the past few weeks, we have been writing about how to keep business as usual in these unusual times. How to market your company, how to make sales calls, how to sell your products while not being able to be in front of your customers. I have also offered a plan called Business as Usual: Selling without visiting […]
3 Great Ways To Support Your Rep Sales Team
Let’s face it those of us in the board industry have not always treated our reps fairly. We have not supported them, not been honest with them, not trusted them and yes, not paid them – the biggest sin of all. There seems to be some kind in instinctual adversarial relationship between board shops and their reps. I cannot count […]
Our Finest Hour
“Do not let us speak of darker days, let is speak rather of sterner days. These are not darker days, these are great days, the greatest days our country has ever lived” Winston Churchill. The great orator was talking about the bombing of London when he said these words. A time, far more serious and scarier even than what […]
