Productive Insights

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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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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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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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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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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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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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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Many companies have one. Too many don’t know what it is—do you? Most successful companies have a “secret sauce” that gives them an edge—a true differentiator that creates unique value for their customers or clients. Companies might also have a “plain sauce,” which also differentiates them, but is not secret or as powerful. This month we hope to help you

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We’ve long worked with nonprofits, not-for-profits, and other organizations focused on producing positive social impact or serving members rather than customers. Now, we’ve created a new practice area to increase our involvement with those types of organizations and their funders. Over the past 25 years, Productive Strategies has been privileged to work with nonprofit, not-for-profit, and for-profit organizations that support

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Last month, we introduced you to the many and varied companies we’ve been fortunate enough to serve. This month, as promised, here are some insights in how we work with them successfully, how they work with us, and how you can do the same. Why do we celebrate our clients? How do we help each other to be the best

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