Matrix Impact

09/29/2021

Below is an excerpt from one of my sales coaching emails. The salesperson's customers were government, schools and municipalities, good stuff no matter what market you sell...

"The first thing they think when they see that they can save money is what can they buy with the savings. Remember the nature of budgets in governments, municipalities and schools is if you don’t use it you lose it.

How would it make the decision maker(s) look like heroes? What else is in their plans? What projects could they fund with the savings from your project?

If you can answer these questions, if you can make the DMs heroes or make a dream project come true you are not a sales person but a savior and the sale closes itself!

Remember the words of Seth Godin 'People rarely buy what they need, they buy what they want.' "

09/28/2021

Your customers don’t want a presentation from you, they want a conversation. KNOW THE DIFFERENCE!

09/27/2021

ADVICE TO SALES MANAGEMENT

Find and reinforce consistency as much as possible. Any professional worth their commission check should be able to navigate the seas of change, but it's nice to dock every once in a while.

Most of us are motivated and excited by the challenges posed by change, but when change is constant, the anxiety and uncertainty can wear almost anybody down.

Dependability is THE most important ABILITY of Sales Management!

09/14/2021

If you are just knocking on doors or making calls without the "intent" to find out how you can help their business you are nothing but a "Professional Visitor".

Every call, knock on the door, meeting should have a plan or at least an idea on how you can help that potential customer.

For some it may be asking questions so you can get a better understanding of their problem.

It could also be for the purpose of relationship building. You sent them an article about their industry, company or themselves and you are there to discuss it with them

And still others, it may be demonstrating how your solution will benefit your contact and your potential customer.

Whatever it is there always needs to be an intentional reason you are speaking with them, if not welcome to the World of Professional Visiting and also to looking for your next job.

08/04/2021

This why I do it. Love getting these voice messages...

This is why I do what I do. I receive couple of these every week and thought I would share one with you....

07/28/2021

Check out what happens when a company uses a SIT Blitz...

Increasing Sales, Building Business People and Growing Your Company!

07/19/2021

This was a text I wrote to a customer who was recently promoted to Director of Sales at a Double Tree Hotel. It is meant to give him a starting point in planning and I will be helping him flesh out the details and nuances.

Thought someone else might need it too...

07/02/2021

So I thought I really appreciated because of the that we did with and the training that and did but I was wrong….

I had a reality check on the importance of Fall Protection Harnesses today.

Thanks Mike Mulgrew and everybody involved. I FELT the importance of inspecting harnesses and using quality products in the deepest way possible….

That’s my son Jack in the pics…

07/01/2021

Epilogue:
thank you for bringing me to 'Thee' Golden Bear the best breakfast for lunch place on the Southside.

And to




It was an honor working beside you to make the a success! Here's to the future.....