What does 'winning the sale' really mean?

Tuesday, September 18, 2018
Recently, I was in the middle of a conversation with a business owner who has been achieving some admirable sales growth lately. He was bragging on his sales director, who, he said, had just “won a $250,000 order by $5,000.” When I asked him what he meant, he said that his sales director had put in a bid that was the lowest price but by “only” $5,000. I smiled and continued the conversation, but I was lost in thought. You see, l don’t consider being the lowest price as “winning” the sale. Here’s why. To me, as someone who has been involved in and passionate about the sales profession for nearly 30 years, sales is a persuasive activity. That’s what I love about it. There’s nothing better in business than facing off against another salesperson, mano a mano, with the prize bein  [Read More...]

Is It Time to Retire Your 'Homegrown' ERP System?

Monday, September 17, 2018
Here are some reasons companies should seriously consider it. Vulnerability and isolation of knowledge Using a homegrown solution can raise numerous challenges. For example, what happens if your IT director is no longer with the company? Or the programmers who developed the original application move on to other projects, other jobs, or retirement? You may be coding in yesterday’s technology, and will find it hard to replace resources who are familiar with and competent in those environments. Immediacy and breadth of data Even if you were to successfully reface your homegrown system to a modern graphical user interface and port to a relational database, you will still be technically challenged by the core foundation of a custom system’s millions of lines o  [Read More...]