Are We In Business….To Improve Our Customers’ Economic Wellbeing…?

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By Sid Chadwick, Chadwick Consulting
https://www.linkedin.com/in/sid-chadwick-163a1a12/

Our Mission Is To Grow Your Business”………………….Tim Bryant, V.P. of Sales Development, “The Daniels Group”

INTRODUCTION:

whisperFrom well over a decade, here’s my partial understanding re. “The Daniels Group”…….

  1. Whispers on the street say… they’ve just had… their best August….ever….!
  2. Last year…. they had their best September, ever….and are on schedule this September ….to beat…. last year’s September.
  3. They have two “Inside Sales Reps” --- the first….with them barely two years…with no “Print Sales” experience…..just had a six-figure August --- in Sales….!
  4. Use of “Research Resources”…for prospecting --- is taught… and expected…of all Sales Reps.
  5. They are big supporters of “Customers’ Trade Shows”…..having attended our “Research Workshop” over a decade ago, and followed-up with making that --- a growth market, every year since.
  6. Their V.P. of Sales Development attends our “Business Development Directors Peer Group”.
  7. We are in early stages of responses…. from their first Customer Survey…in about a decade… Opportunities for additional business…already exceed six figures.
  8. Educational Sales Meetings --- are scheduled…. every two weeks…alternate weeks focus on individual Rep’s progress.
  9. Twenty-nine (and growing) Customer Portals….for pizza chains, universities, real estate brokers, chambers of commerce, etc…. keep a steady flow of digital work flowing through .
  10. Blistering accountability….and follow-up…. no exceptions…occur on every… initiative…!

The list goes on…and on…..!

SUMMARY:

This President…. is a rare 3rd generation company owner….She calls herself ….“The CEO”.

If …in your organization…. you aren’t focused on utilizing:

  1. Development of “Inside Sales Reps”….for developing new business.
  2. Self-promotion” --- with current customers re. “What your company can produce”….(remember…they don’t know…what you can produce for them…they only know what they buy from you…)
  3. Research Resources….for identifying target prospects…. of who you are most valuable serving…and could be serving….
  4. Major Account Reviews…for becoming more valuable… to your top 20 accounts…..
  5. surveyCustomer Surveys…..where you predictably learn… and follow-up…. surprising opportunities…..with current Customers.
  6. Relentless “Education and Training”… of Customers…Sales Reps…Inside Sales Reps….and CSR’s…..
  7. Development of your Manufacturing Management Team’s performance…. and accountability…..for serving customers….as a total Team……
  8. With absolute accountability…for every initiative…..Note: this CEO’s organization does not read its own headlines….or industry press releases…..it’s all about…”Growing Customers’ Business Performance”…..She… makes sure of that…!

If you aren’t following….supporting…. these issues ….this focus….for growing customers’ business…in order to grow your company’s performance….how’s that working for you….?

If we aren’t as a business…as a great industry….improving our Customer’s economic performance and wellbeing…..we have no reason to exist.

“Man’s mind once stretched by a new idea….. never regains its original dimensions…..”……………………..Oliver Wendell Holmes, Jr.

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