DriveYourSucce$$

Inventory Stock Outs: Transportation-Out Freight and COGS

2013-05-16T20:27:16-02:30

When companies track the costs of inventory stock outs, they come to realize that

B2B Sales: Proper Etiquette for Customer Lunches

2013-05-14T04:31:00-02:30

Many salespeople are completely unaware of what it means to properly take a customer out to lunch. Don't make those same mistakes.

Kan-Ban Manufacturing: Lean Strategies for Demand-Driven Industries

2013-05-12T17:59:37-02:30

Running a Kan Ban is a simple process whereby semi-finished inventory is held in multiple operations in order to reduce the company's product to market lead times. It's a simple and effective process that is easy to implement and easy to track.

B2B Sales Cold Calling: Three Steps to Success – Your Value Assertion, Customer Concerns and Leading Questions

2013-05-07T20:13:57-02:30

Successful B2B cold-calling involves defining your value, understanding your customer fears and concerns and linking those concerns to your value assertion

Five Manufacturing Issues to Check Before Making a Capital Expenditure on Equipment

2013-04-30T17:00:58-02:30

Don't make a mistake of making a large capital expenditure in manufacturing without first reviewing the following five areas on your shop floor.

Video: Inventory Warehousing Cost Per-Square Foot

2013-04-11T15:09:11-02:30

The following video explains how companies should go about defining their inventory carrying costs per square foot.

Lagging Indicators vs. Leading Indicators in B2B Sales Forecasting

2013-03-27T12:21:18-02:30

What is the difference between leading and lagging indicators when it comes to putting together a more accurate B2B sales forecast?

Your Organization’s Hidden Leaders, the Value they Bring, and How Best to Use Them

2013-03-15T04:31:00-02:30

As a business owner, you must take the time to understand your organization's hidden leaders, the value they bring and how to get them to incentivize others to perform.

Selling to Engineers, Project and Product Managers: B2B Decision Makers

2013-03-12T13:26:26-02:30

The following article defines several variables that go into an engineer, project and product manager

Video Explaining Why Market Experts Always Win the Day

2013-03-09T11:18:04-03:30

Every market leader was first and foremost a market expert. Focus on becoming that expert and then decide whether to lead, challenge or follow.

Warehouse Carrying Costs Per Square Foot: Three Simple Steps

2013-03-06T15:37:51-03:30

This article outlines three simple steps to calculating warehouse carrying costs per square foot.

Video Explaining Five B2B Customer Fears: Understanding Your Customer’s Decision Making Process

2013-03-01T13:28:48-03:30

The following video outlines several customer fears and concerns and how to confront those concerns head-on.

B2B Decision Makers: Three Steps to Tailoring Sales Strategies to Specific Prospects

2013-02-28T12:30:56-03:30

In the end, success in a B2B marketplace comes down to identifying an account's specific decision maker. The following articles provides a three step process to identifying and selling to high-level contacts in a B2B environment.

B2B Brand Champions: Five Strategies to Using Your Best Customers to Grow Market Share

2013-02-24T20:03:48-03:30

One of the surest ways to grow market share in a business-to-business (B2B) environment is to use your B2B brand champions to identify and close on opportunities.

Difficult B2B Customers: Three Strategies to Redefine the Buyer-Vendor Relationship

2013-02-22T10:50:20-03:30

Dealing with difficult B2B customers is never an easy process. For instance, there are several customers that are intentionally difficult, ones that believe being “hard-to-please” affords them a position of power. However, there are other customers who are difficult merely because their expectations on service weren’t properly managed. Regardless of why these relationships go sour, there are some critical aspects to turning the account around and explaining a new reality. Managing Difficult Customers There are guaranteed to be customers who try to use fear and intimidation as a way to dictate service terms with their vendors. These are the customers...