Understanding your Profit and Loss Statement

The first article in this series listed more than 25 tactics to increase your business success, all of them based on my experience. I started with nothing and didn’t get to college, so I know you can achieve maximum success, regardless of your education. E-mail me to get the first article (or any of the … Read more

Is Business Bad Everywhere?

I write a lot about training and trade shows. I received a lot of great feedback after one of my articles. Here’s one email that stuck out to me (I’m sharing with permission): “Whenever I get back from a trade show or conference, I usually have a specific list of things to focus on. But … Read more

Selling Basics and Advanced Principles

For those of us who travel to conferences and trade shows with recyclers, it is one of the busiest times of the year. It is also the time when we get to do the most educational training sessions. Personally, if I could, I would travel all year educating recyclers on developing a profitable converter recycling … Read more

Nordstroms 2.0 – Open House

It was a great turnout for Nordstrom’s 2.0 open house that was held September 7th and 8th at their home office location in Garretson, South Dakota. A large crowd of 500 people came out on Friday and an even bigger crowd of 900 toured their new facility on Saturday. Many inquisitive folks came to see … Read more

Exceptional Customer Service

Often times we like to think of superior sales people transactionally. Dominant closers and persuasive at the close of sales.  While this is certainly true on a call by call basis, there is something equally, if not more important, to the long-term growth and development of any salesperson in this industry.  What separates the truly … Read more

Getting the Most From Your Reports

Sales management is a really big thing. The need for a sales manager depends on the organization and size but that does not change the need for sales management. I was recently asked to help a Pinnacle site with this subject and wanted to share with you what we came up with. While this is … Read more