All Topics
Sales
How Overselling and Underselling Are Costing You New Jobs
Why didn’t you close the deal?
You worked hard to go beyond meet the customer’s requests. You added all the bells and whistles. You delivered far more than they could have hoped for... at a competitive price, nonetheless.
Or maybe you offered exactly what they wanted (so you thought). You delivered their requests and came in well below the other competitors.
With such great service or such a great deal, why didn’t you win the bid?
Sales
Do Your Customers Want The Best Price or The Best Deal?
Negotiation is nothing new in the AV industry.
While these conversations are seldom simple, sometimes they present an especially complex issue that’s harder to unpack.
In negotiation challenges where the customer is asking about specific line-item pricing and wanting more transparency in the proposal, there’s typically an underlying issue that needs to be addressed:
Are they really concerned with price… or are they looking for a deal?
Management
Why Having Fun Matters to Your Business
Do you have fun in your business?
Is there laughter?
Do employees enjoy what they do?
How are your relationships with your suppliers?
Do your customers enjoy working with you?
The idea of “fun” comes up a lot in business discussions now, particularly since Google established a unique approach to business culture. They’ve set a high bar for fun in their company by encouraging employees to work how and when they like, use nap pods, and play games when they need a mental break.
Operations
Which of These Planning Styles Defines Your Organization?
Imagine what it was like to be an explorer and discover the Grand Canyon for the first time.
What a view!
After you took in the scenery from the rim, what would you do? You’d most likely want to hike to the bottom to see what else you can find. That’s your next destination.
How would you get to the bottom of the Grand Canyon? As a first explorer, you’d have three basic options:
Management
What NOT to Include When Creating Job Descriptions
Maybe writing detailed job descriptions sounds like a good idea, but most job descriptions have one crucial flaw: they include too many details.
Job descriptions are not the place to explain the nuanced tasks you expect from your employees. In fact, the more detailed you make a job description, the more No’s you actually generate in an employee.
It’s time to reevaluate the way we approach job descriptions. Don’t focus on the details — here’s what to do instead.
Management
How to Choose and Manage the Perfect Sales Manager
Not every company needs a sales manager, but some companies will never grow without one.
Determining if your organization needs to change (or add) sales management depends on how effectively your business runs. I’ve seen companies with two salespeople that need a manager. I’ve seen companies with 15 salespeople that didn’t need one.