Phil Krone

16
Apr

Offshoring and the Failure of Selling

The good news is that manufacturing is returning to the U.S. The bad news is that much of it should never have left in the first place. During some 20 years as an owner of a manufacturing company and in charge of business development, I became convinced that a large portion of the manufacturing work being outsourced from the U.S. should

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13
Mar

Where Do You Get Your New Business?

The who, what, when, where, why, and how that you need for a banner year. “Where do you get your new business?” is a question we’re asked a lot, especially since we teach business-to-business consultative selling skills and sales process development. People expect us to have a good answer, and we do—”referrals.” Unfortunately, those same people usually aren’t satisfied with

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24
Jan

Want Growth? Think Transition, not Change

Why do so many businesses “drop out”? One always easy answer is that they fail to “change.” But there’s a lot more to it than that.Three things inspired this column: A recent sampling of our readers, America’s high school dropout crisis, and my daughter. First, in a recent sample, a number of our readers told us they want to hear

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28
Dec

The Best Business Gift Ever?

Creating value is perhaps the best gift you can give your customers, prospects, and colleagues. Even better, you can do it all year ’round during the sales process—you can provide value before making the sale. A particular set of communication skills is the key. Do you and your team have them? This time of year, especially, giving and receiving command a

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20
Nov

What Can We All Learn from Top Producers?

Quite a bit, as it turns out—whether you’re selling, fundraising, or just wanting to communicate more effectively. What is a “top producer”? We define top producers as the 20 percent of business developers who bring in 80 percent of all new business in for-profit companies or professional service firms—law, accounting, architecture, engineering, and others. But the term also applies to the

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30
Oct

Where Do New Product Ideas Come From?

Just about anywhere, of course. But here’s one way to generate them nearly every day. A simple, straightforward method that can be applied every day is observation coupled with “seeing what others don’t see.” Here are two examples from Tom Anderson, Jr., CEO of Digital Check Corporation, the world’s leader in producing check-scanning equipment for banks and their business customers in more

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28
Sep

New Option for Analyzing Sales Performance

How valuable is a “DNA match” with top producers? Very, as it turns out, especially if coupled with the right training. In evaluating sales performance for clients, we’ve mainly use two ways. Now, we have a third! ONE: Previously in this column, we’ve endorsed examining historical sales data through the prism of ten-year moving totals and averages. This approach is valuable

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16
Aug

3 Hidden Sales Builders You (and Your Team) Need to Know

Top producers perform these “duties,” as they call them, to invest in the long-term success of their companies and their careers. We know that the very best salespeople are skilled at delivering value during the sales process. They know that’s fundamental to being a top producer. They know multiple ways to deliver value and how to use them effectively. We’ve identified 20 different

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24
Jul

Sales Are Down—Is Compensation to Blame?

Not necessarily—in fact, probably not. And neither is marketing. So, what is the likely cause? When a company’s sales fall short, sales managers and others—CEOs, presidents, owners, senior executives—often think first of the incentive program: Is it robust enough to be competitive? Next, they wonder whether marketing is generating poorly qualified leads: Are we opting for quantity instead of quality?

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25
Jun

Google Analytics: Data and Decisions. A Free Program for Business Leaders

On Wednesday, August 8, we’re offering a complimentary program in Vernon Hills, Illinois, to help you better understand Google Analytics and its value for your business or organization. It’s ideal for CEOS, owners, and presidents to attend with their directors of marketing. Networking 7:30 a.m.; program 8 to 9:30; plus one-on-ones afterward. For more information or to secure your place, just get in touch: 847-446-0008

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