Strategy category archive
What’s Your “Cost Per Sales Hour” & What Can You Do About It?
Posted by Rick McPartlin on April 23rd, 2012
Does $525,000.00 per month seem high for 8 hours of selling per day? Who knows what their attorney costs per hour — or their accountant, or plumber, or their receptionist? Almost everyone knows what these services cost per hour. How about products? Does anyone know what a gallon of gas costs? A cup of coffee [...]
When Do You Say NO in Order to Sell More?
Posted by Rick McPartlin on March 7th, 2012
You need to say more NO so you can create more profits. A strong brand promise (or what your company stands for) makes it clear what to say NO to – saying YES to everything means you stand for nothing, with high costs.
Sales Is a Relationship Business – Right???
Posted by Rick McPartlin on January 23rd, 2012
I grew up in that world of the ‘50s and ‘60s where “a relationship” was born from and measured by booze, lunches, expensive Christmas gifts, trips and other benefits. That was how to build relationships back in the day of Mad Men — you picked the person who could do you the most good and buy — or I mean, build a one-to-one relationship.
The CEO’s Formula for Applying the Science of “Revenue Generation” – Part 3
Posted by Rick McPartlin on January 6th, 2012
In the past two blogs we covered the first three variables of revenue generation as defined by the CEO’s Formula. In part 3 of this series we will look at the 4th and 5th variables and provide a summary to recap.
