Many of our followers’ salespeople promote an eight-minute briefing when they first engage with prospective customers. Well, I’ve created a video demonstration of an eight-minute briefing—and you can watch it below. Why an Eight-Minute Briefing? First, I should stress that there’s nothing special about eight minutes. It could just as easily be six, or twelve. […]
This is a must-watch interview for Industrial Distributors. In two short years, Emasal totally reengineered its entire front-of-house. Two years ago they had 6 regional offices, each with its own sales and customer service representatives. And, two years ago, salespeople were commissioned, semi-autonomous operators, doing a mix of field and telephone work. Today, Emasal has […]
Here is a fun and super interesting interview with Devon Gillard. Devon is the CMO of F12.net Inc, which is headquartered in Alberta Canada. F12.net Inc is a fast-growing, private-equity-backed, Managed Service Provider. In short, that means that F12 enables mid-sized organizations to outsource their core technology infrastructure (software and—notably—hardware). As you can see from the […]
Legion Logistics’ growth had stalled at about $27m in annual revenues. It took just three short months to fix that problem. Today, requests-for-quotations (RFQs) are up from 5 to 40 a week and new accounts are up from 2–3 a month to 2–3 a week. My interview with Lacy Starling covers a lot of ground […]
Guy Pearce knew that he had to grow. He’d been in business for 20 years but for the last 15, Height Dynamics’ sales effort was pretty much limited to folks answering the phone! What’s worse was that Guy was working long hours, floundering, just to maintain the status quo. He admits he was a capable technician without a […]
Felipe Ruanova purchased The Machine after seeing an ad in an industrial periodical. He read the book in two days and then got to worrying about how our two organizations could work together. The problem: Ballistix appeared to be in Australia and his business, Censa Industrial is in Tijuana, Mexico. When we first spoke on […]
Team Quality Services allows manufacturers of automotive components (think seats or wiper assemblies) to purchase the capacity of assembly-plant-based Quality Liasion Representatives. This means that component manufacturers don’t have to maintain their own teams of mobile reps. Chris Straw started TQS 20 years ago. It’s now a $15m business, based in Auburn Indiana, with operations […]
I received the following email from Andy Watt the other day. Four months earlier I had recorded the video case study below, but I’d been too busy to post the video here. The gist of the email is that, since recording the case study, Andy’s monthly invoices had grown by 30%, on top of the […]
A particular conversation with Ted Fowler sticks in my head. We were chatting on the phone and Ted was explaining the changes he had made to his sales function after reading The Machine. He was describing how they’d copied the model described in Chapter 1. At that point, I cut him off. “I’m not sure […]
