From training a sales team to using the latest in selling technologies, John Rossi of YSU covers all the bases in Sales 101 to help business owners employ a more evolved selling process to meet today’s business demands.
Resolve to Break Smartphone Habit Loop
“A journey of a thousand miles begins with a single step” is an often- used saying that originated from a famous Chinese proverb. The quotation is reportedly from the “Tao Te Ching,” which is attributed to Laozi. However, many erroneously…
Resolve to Break Smartphone Habit Loop
“A journey of a thousand miles begins with a single step” is an often- used saying that originated from a famous Chinese proverb. The quotation is reportedly from the “Tao Te Ching,” which is attributed to Laozi. However, many erroneously…
Winding Down the Year and Wrapping Up Gifts
I can’t believe it. The end of the year is already approaching. It feels like time is moving much faster than when I was a younger man. Older people, such as myself, tend to perceive time as moving more quickly.…
How to Organize Promotional Campaigns for Success
Voters across the nation will soon elect leaders to federal, state and local offices. Most often we hear candidates’ efforts and issues referred to as campaigns. The term is one of those unique words in the English language that can…
What’s Your Fourth-Quarter Game Plan?
It’s not a two-minute clock, but it may begin to feel that way. We’re approaching the fourth quarter of the year. I know what you’re thinking: It feels like we just opened Christmas presents and sang Auld Lang Syne to…
Value and Customer Relationships Matter Most
When CNN, The Wall Street Journal and The Business Journal report on the U.S. economy, they often introduce the idea that we are now in a service economy. So, I got to thinking about that claim and decided to do…
‘Four Ps’ Apply to Product and Service Businesses
In marketing, we often speak endearingly of the “Four Ps” – Product, Price, Place and Promotion. But over the decades, strategy has evolved significantly from an industrial manufacturing and production mentality – think Henry Ford’s initial attitude toward building and…
How to Determine Buying Power Per Account
What gets measured gets done. This maxim is attributed to Peter Drucker, Tom Peters, Edwards Deming, Lord Kelvin, among others. What matters is whether you believe in it. In professional selling, whether it is business-to-business (B2B), business-to-business-to-consumer (B2B2C) or business-to-government…
Interns Can Do More than Make Copies, Get Coffee
Spring is upon us and summer is not far behind, so many businesses are employing college interns to fill positions. An internship should be carefully monitored work or service where a college student has learning goals and can actively integrate…
Firms Must Train Sales Professionals to Succeed
The character of a sales force and its role in executing a firm’s marketing strategy are related to the skills, aptitudes and performance of its salesmen. Building a competent and knowledgeable sales force and providing training about their industry, markets…
Mission Possible: Listening to Customers Is Critical to Success.
When you made your most recent sales call, who did the most talking? You? Or the customer? Research shows that in the most successful sales calls, it’s the buyer who does most of the talking. So how do you get…
Sales 101: Proactive Sales Management is a Game Changer
Once again the Youngstown Business Journal has done a great job gathering and recounting stories of our community’s many successful and growing companies for this year’s Growth Report. Even in this climate of rapid change and economic uncertainty you’ll find…
Sales 101: How Technology Is Revolutionizing Sales
Did you ever want to smash your computer or toss your mobile device across the room? Me too. Many times. One of my all-time favorite office cartoons is “Duck Smashing a Computer.” It exemplified the human condition, regardless of position…