Articles
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?
Here are some interesting stats from a survey done in late 2010 of commercial construction and design companies:
- 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
Redmond, WA.—Mel DePaoli, president of Omicle LLC, participated in Seattle’s first GiveCamp. Similar to a Startup Weekend, but GiveCamp is for non-profits focusing on solving one specific challenge they were facing regarding technology in one weekend, 48 hours straight.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
Last weekend I participated in Seattle’s first GiveCamp. The general premise is similar to a Startup Weekend, but GiveCamp is for non-profits. We focused on solving one specific challenge they were facing regarding technology.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
So here it is, the middle of February, and you have probably given up on any New Year’s resolutions you valiantly made at the start of the year. Or perhaps you haven’t given up on all of them, but you have decided to postpone working on them until you are “not as busy” or “later in the year.”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
A few notes from Pacific Northwest Chapter of IMC event “Through the Eyes of the Executive Suite.”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
A good friend of mine, Steve Rennekamp, president of Energy Swing Windows has a great philosophy about culture and brand. He calls it "Creating a Win/Win/Win Scenario." I asked him to share it in an article which is below. Energy Swing Windows is located just outside of Pittsburgh, PA and is the most referred window and door company. They have amazing windows! If you have never seen their product, make sure you tour their facility. You will be blown away.
In a successful company, you build your …
The Validity of Buzz Words
Buzz Words. They are great for generating interest, piquing curiosity, driving SEO and SMO (search engine optimization and social media optimization, respectively), and showing that you know how to follow trends. Sometimes they can even help you close the deal and sign new clients! Great things buzz words are—ooh wait there is another side to this, accountability.
Just using and promoting buzz words does not mean that you are honoring or able to produce the value that they represent, it simply …