by Dianna Brodine, Plastics Business The lessons of the past decade still ring loudly for most manufacturers. Today's growth in sales and production volume has been welcomed, but a healthy dose of suspicion comes along with it. No one wants to return to the days when machines sat idle, but filling the pipeline with the wrong type of work isn't the answer either. As … [Read more...] about Sales Management: Growing with an Eye on “Fit”
Sales & Marketing
Goal-Setting Tactics: You’ve Gotta Define Success Before You Can Design It
by Jack Daly Identify "where you are" – the baseline. You can't begin moving in the right direction until you knows where you are at the present. An effective analogy is to imagine wanting to travel coast to coast. If you didn't know which coast you were starting from, the journey could be a long and wet one as you started out with just a destination in mind. As well, knowing … [Read more...] about Goal-Setting Tactics: You’ve Gotta Define Success Before You Can Design It
Proof Points Help You Sell More
by T.J. Tedesco, Grow Sales, Inc. Related Story At the 2013 MAPP Benchmarking and Best Practices Conference, CJ McClanahan asked the audience what made their companies special. Without waiting for an answer, he said, "Great service. Great quality." McClanahan's message? Figure out a way to get different. Read more... An important rule for good writing is "show, … [Read more...] about Proof Points Help You Sell More
Marketing: The New Frontier
by Dianna Brodine, Plastics Business Why expend resources on marketing? Dan Cunningham, president of Parish Manufacturing, understands the necessity of a strong marketing campaign. As a matter of fact, when he joined Parish Manufacturing, he insisted upon it. "My first career was in the US army," he explained. "I was a field artilleryman. I compare the employment of field … [Read more...] about Marketing: The New Frontier
Business Networking on LinkedIn
by Matt Hlavin, Thogus LinkedIn is a business-focused social networking site with a primary purpose of helping users network professionally. The number of people utilizing LinkedIn today has grown significantly over the past year – now at more than 259 million users. By optimizing this resource and the tools and features it has to offer to the fullest extent, I have found … [Read more...] about Business Networking on LinkedIn