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Category Archives: Sales

Topic is Sales

Mark Bishop Brings Sales Solutions Experience to Oak Hill Business Partners

“We are very excited to have Mark join our team,” said Oak Hill President and Founder Erik Owen.  “Not only does Mark bring a wealth of knowledge and experience in Sales and Sales Management that our clients need to grow their businesses, he is a smart, highly ethical, and fun guy to be around.” As […]

When It Comes To Sales, Do Good Things Really Come To Those Who Wait Or…Does The Early Bird Truly Get The Worm?

How would you describe your company’s basic business-to-business sales philosophy: passive/reactive or aggressive/proactive? The passive/reactive philosophy is not necessarily the wrong approach just as the aggressive/proactive philosophy is not always a required ingredient for success.  And, realistically, most businesses engage in both to some degree.  However, there are some simple criteria for deciding which approach […]

Things To Consider Before Diving Into A Marketing Communications Project

By Terry Bolda Previous blog postings have explained the advantages of having professional and regular communications with your target audience, whether it is a letter, annual report, blog post, printed newsletter or email newsletter. As an executive director or CEO with little knowledge of the publishing or marketing communications world, what should you be thinking […]

Finding (And Satisfying) The Unarticulated Need

By Jim Buell What if Henry Ford had only listened to his customer?  I don’t think he would have been nearly as successful as he was. Henry Ford is quoted as saying “If I had asked people what they wanted they would have said faster horses”.  He was right.  His customer couldn’t imagine the car. […]

Sales Accountability vs. Organizational Responsibility

By Peter Rathmann Customers are disappearing, buying habits have changed, profit margins are shrinking, marketing budgets have been stripped, and the competition is entrenched. To compound the problem, your sales team is only selling 20% of the time, call reports are fictional, sales are unpredictable, and the training you purchased has had no impact on results whatsoever. […]

What’s Your Product? Selling Using Customer Norms

By Jim Buell The bottom line? Businesses run on numbers. Why is it, then, that when many companies market their products and services to businesses they usually offer up only one meaningful number – their price? Oh, product specifications include numbers and, to build credibility, companies talk about the number of years of experience they […]

Things you probably don’t want to know: How much is your bad sales forecast costing you?

By Mike Williams and Erik Owen If you’ve stopped trying to fix the bad guesses about future sales, then you must be resigned to the amount of money it’s costing you. It’s just the way it is, “The Cost Of Doing Business.” Of course we beg to differ, and convincing you starts with putting a […]

Sales Are Improving, So Why Don’t I Have Any Money?

By Mike Williams It is one of the most frustrating realities of business, that after all your efforts and hard-fought battles to gain new business, you have run out of cash. If you have been in business long, or if you are the one who started the company, you have almost certainly have had times […]

Take Time to Define Your Team’s Passion

By Jeff Tetzlaff I recently sat in on a meeting of Oak Hill Business Partners.  Of the many topics they discussed, the one that caught my attention concerned how to speak to their prospective client base. It was noted that many sales and motivational speakers focus on helping business teams identify the passion of the […]

Is Your Company and Your Team Market-Oriented?

By: Peter Rathmann, MBA To be competitive in the market place today, you had better be a market-oriented organization.  Your sales team may be increasing the number of potential clients they present to and, ultimately, increasing revenue, but if the whole organization isn’t aligned with delivering what the client wants, you may soon be seen […]