What are the three rules that all buyers in a national account role follow? 1. Don’t make any changes that could get you fired. * People in charge of purchasing for national accounts wake up every … [Read more...] about Selling to national accounts; the 3 most important rules I learned
Strategy
What does your brand say about you?
Who is the Seattle Seahawks 12th Man and where did he come from? How about the Jack Links Sasquatch? Why do Ecolab executives wear white lab coats over their suits and ties when they visit a customer. … [Read more...] about What does your brand say about you?
How to recognize Business Hypothermia
Have you ever seen a company file bankruptcy and you ask yourself “how did that happen?” There are always signs. And it’s rarely from the leadership. Executives are generally skilled at giving some … [Read more...] about How to recognize Business Hypothermia
010: Using Local News to Boost Business
Blois Olson is the Founder of Fluence Media, an agency that provides perspective, strategy, and execution to clients. They specialize in public affairs, litigation communication, labor/management, … [Read more...] about 010: Using Local News to Boost Business
Death by Player/Coach – 7 Fatal Flaws
Every year hundreds of successful salespeople are taken out of production and have their career snuffed out. This is done by well-meaning, but misguided ownership that is trying to kill two birds with … [Read more...] about Death by Player/Coach – 7 Fatal Flaws
005: Opportunity Cost – How do you manage risk?
This week I talk with Gerry Brockman, who has worked with Wall Street M&A firms, a major airline a trucking company & even a tech startup. In each case his job was to help manage the … [Read more...] about 005: Opportunity Cost – How do you manage risk?