“I need to get out of the weeds.”

“It’s not a proxy of your seriousness that you’ve filled every minute in your schedule.” –Bill Gates “I need to get out of the weeds,” the salesman said.  His manager nodded in agreement.  “I’m spending all of this time doing my job and it’s starting to eat in to my personal life.  We have aContinue reading ““I need to get out of the weeds.””

Here’s how to save a ton of money on advertising.

“People don’t read ads.  They read things that interest them.  Sometimes that’s an ad.” — Howard Luck Gossage “The only advertising that people truly trust is a peer-to-peer recommendation.” — Alex Bogusky My flight from Spokane to Seattle arrived on time.  Unfortunately another plane was at our assigned gate and it was departing late.  MyContinue reading “Here’s how to save a ton of money on advertising.”

Another Heater! Pod guest Paul Redman (VP of Sales for Ryno Strategic Solutions) on career transitions, winning in the digital space, and sales leadership advice.

This was a fantastic conversation and I’m looking forward to round two with Paul Redman.  Paul’s experience in the HVAC industry and the digital space gives him a practical and informed perspective.  Ryno Strategic Solutions promotes transparency, industry specific talent, and results.  If you’re looking for a trustworthy friend in the digital space you canContinue reading “Another Heater! Pod guest Paul Redman (VP of Sales for Ryno Strategic Solutions) on career transitions, winning in the digital space, and sales leadership advice.”

The Thank You Note Podcast: Sales Management with Fred Nichols (this episode is a banger!)

I’ve been waiting a long time to interview Fred Nichols. Fred is not only a rock solid guy but an extremely well-rounded professional. Fred is the Sales Manager for an incredibly successful company in Southerm California. In this episode he shares his experience and tactics used to find, motivate, and drive an exceptional sales team.Continue reading “The Thank You Note Podcast: Sales Management with Fred Nichols (this episode is a banger!)”

Engagement is tanking. Is it time to ditch your business’ social media program?

I quit Twitter last week.  There’s just too much “sound and fury, signifying nothing.”  Facebook.  Pinterest.  Snapchat.  It’s all tetched.  Social media was going to evolve in to a force for good.  It was our shiny new toy.  Now, however, the platforms have found their nadir. Remember when you’d sit at a dealer meeting andContinue reading “Engagement is tanking. Is it time to ditch your business’ social media program?”

Favorite-Long Shot Bias & New Business

  A friend of mine has been trying to set a meeting with a prospect.  After the initial communication the prospect replied: Just checked you out on line.  I have had discussions in the past with your representatives.  We are a Factory Authorized Carrier Dealer and do not have any intentions of switching or carryingContinue reading “Favorite-Long Shot Bias & New Business”

“Everything we teach should be different from machines.”

    “Everything we teach should be different from machines.  If we do not change the way we teach, 30 years from now we will be in trouble.” — Jack Ma Jack Ma, the co-founder of The Alibaba Group, was referring to education in the broadest sense but his point is spot on.  Trying toContinue reading ““Everything we teach should be different from machines.””

Podcast #10: Matthew Tyner on Growing Your Home Services Business in the Digital Space

Matthew Tyner (@MatthewTyner) is the Vice President of Marketing for Valve + Meter (www.valveandmeter.com).  In this episode he answers important questions about doing business in the digital world: What does a winning digital campaign look like?  How should home service business owners allocate funds for their on-line presence?  Which digital media are delivering the bestContinue reading “Podcast #10: Matthew Tyner on Growing Your Home Services Business in the Digital Space”

What is the best compensation plan for a salesperson?

I recently listened to a human resource manager restructure the compensation plan for a group of salespeople.  “Sounds like I’m going to make less money next year,” someone said.  I watched the two top salesmen dust off their invisible resumes.  I’ve seen owners use everything from Apple watches to vacations in an attempt to improveContinue reading “What is the best compensation plan for a salesperson?”

Will traditional advertising be reborn in a voice-search world?

The advertising research firm Capgemini, projects that voice-based shopping will exceed $40 billion by 2022 across the United States.  This isn’t a surprise.  What is remarkable, however, is the difference between the way consumers conduct a voice search versus a standard text search: Based on research conducted by AdAge magazine: “70 percent of the keywordsContinue reading “Will traditional advertising be reborn in a voice-search world?”