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Working Backwards From Your Goal To Get Ahead
It is always interesting when you sit with a group of sales people and the subject turns to sports. No matter what the sport, there is the inevitable talk of the leaders and their potential accomplishments over the course of the season. When it comes to individual athletes, the talk turns to their numbers, total goals, batting average, number of at bats, plus/minus averages, number of times striking out with men at second, short handed or power play goals, home average vs. road aver

Ways to Invest Money
You don’t have to be a brilliant financial wizard to be successful in mutual funds investing but it does help to know someone who is in the business. I found that there is a lot to consider when dealing with this kind of investments so I really wanted to get some sound advice. The advice led me to a pretty nice portfolio that I would have never been able to create on my own.I was so financially backward when I opened my mutual funds investing portfolio that I thought that I c

Ever wonder what happens during a pit stop at a race track? How is it possible that four tires are changed, fuel added, windshield cleaned, and adjustments made all in less than 30 seconds? I can’t even get off the couch that quick sometimes. Think about it, there is not much you can do well under 30 seconds, yet these guys win hundreds of thousands of dollars based on how effectively they utilize that half a minute. Pit crews have almost perfected a technique called SMED. And guess what? The same technique can carry your sales to first place too.

Single Minute Exchange of Die (SMED) is a technique I used to use as a Management Consultant and was created years ago at Toyota by Shigeo Shingo. The concept started as a method to change out parts on high usage machines on shop floors. The problem that was being solved for was that often it would take days, sometimes weeks, to change over a machine in order for it to run the next product. This downtime cost the company thousands of dollars. Toyota got to the point where these changeovers would take--you guessed it, a single minute.

Mr. Shingo had discovered that there were two different types of activities occurring during any changeover--external and internal. External activities, were those that could be performed while the machine is running (making money) and the internal activities, were those that could only be performed while the machine was off. By breaking the process down into these discret

Barbie Marketing
You may be wondering what Barbie Marketing is... I don't blame you - the first time I heard the term, my 12 year old son was spouting it at the top of his lungs in the Mall. It didn't take me long to realize he was talking about all the girls walking around in Barbie Costumes. You know the kind, high heels, jewelry and bling bling, hair that took two hours to perfect, and clothing that came from a designer rack, with too much makeup on the face of a girl too young to be that much in

der 30 seconds, yet these guys win hundreds of thousands of dollars based on how effectively they utilize that half a minute. Pit crews have almost perfected a technique called SMED. And guess what? The same technique can carry your sales to first place too.

Sell Yourself in Ninety Seconds or Less: How to Develop a Great Elevator Pitch
What comes to people's mind when they say your name? You probably haven't given it a lot of thought; few of us have. When we don't develop and manage our professional image, we invite others to do this for us, and we lose control of how we are perceived. In business, creating and managing our image is called personal branding. A brand is the relationship or position an object or person holds in the mind of the consumer. For example, when you think of Volvo, what comes to mind? M

SMED) is a technique I used to use as a Management Consultant and was created years ago at Toyota by Shigeo Shingo. The concept started as a method to change out parts on high usage machines on shop floors. The problem that was being solved for was that often it would take days, sometimes weeks, to change over a machine in order for it to run the next product. This downtime cost the company thousands of dollars. Toyota got to the point where these changeovers would take--you guessed it, a single minute.

What Keeps You Awake The Night Before A Big Sales Presentation
Have you ever been nervous before a big sales presentation? Do your hands get sweaty just thinking about it? Does your stomach get all tied up in knots? How good are your presentation skills?Does your mind start racing and imagining all the things that can go wrong? Is it hard to fall asleep the night before? When you wake up in the morning are you surrounded by a wall of butterflies?Hey - I've been there and done that. That's right, yours truly, author, professi

to change over a machine in order for it to run the next product. This downtime cost the company thousands of dollars. Toyota got to the point where these changeovers would take--you guessed it, a single minute.

Delegation Obstructions
OBSTRUCTIONS: 1. Staff deficiencies. Lack of confidence in employees quite understandably leads to a reluctance to delegate. When deficiencies exist, action must be taken to restructure jobs and/or retrain, reassign, or as a last resort terminate employees. 2. Management deficiencies. Intimidation or lack of organization on the manager’s part makes effective delegation impossible. In such a case, it is the manager’s responsibility to seek training in the delegation process via semin

curring during any changeover--external and internal. External activities, were those that could be performed while the machine is running (making money) and the internal activities, were those that could only be performed while the machine was off. By breaking the process down into these discrete activities, the machine only had to stop running for the shortest amount of time possible, a single minute. Pit crews perform this same way and can achieve the same quick turn. They only do the activities that have to be completed when the wheels are stopped.

How does this relate to sales? For years, this was a technique primarily confined to manufacturing. Popular thinking was always that sales was “too unpredictable”, “too irregular” to measure effectively. Well, I disagree. The SMED technique is exactly what sales organizations need to succeed. I have seen how applying the SMED technique to sales yields the same type of exponential successes for those with the discipline to put it to work in growing their businesses.

The first step is to understand what is happening when the “sales machine” is running. When you are actively contacting, communicating, or attempting to contact a potential client, current customer, or lead- this is when your “machine” is running. Activities such as meetings, networking, calling, emailing, or other communication methods are the internal activities that occur while the “machine” is running. Everything else is external. I am

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This case study explains how report management helps magazine and other industries alike improve their reporting process to be more cost and logistically efficient.

To make your marketing great so it consistently generates high quality leads, here is a list of the differences between great marketing and terrible marketing:

A compelling value proposition can make the difference in winning a sale. It will also help you get the meeting!

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