Entries by Gerry

Process – Profit

Series: This is the fourth and final article in a four-part series on how Wiebe Industrial Services effectively generates business-to-business (B2B) sales leads for industrial companies. Seeing the return on your investment in marketing is the fourth critical step in our proven four-point process for generating B2B sales leads for industrial companies. The four points […]

Process – Build

Series: This is the third article in a four-part series on how Wiebe Industrial Services effectively generates business-to-business (B2B) sales leads for industrial companies. Building your marketing assets is the third critical step in our proven four-point process for generating B2B sales leads for industrial companies. The four points are as follows: Assess = get […]

Process – Plan

Series: This is the second article in a four-part series on how Wiebe Industrial Services effectively generates business-to-business (B2B) sales leads for industrial companies. After a thorough marketing assessment, it’s time to plan. Once you’ve figured out the answers to those critical questions about the identity and purpose of your business, it’s much easier to […]

Process – Assess

Series Intro: This is the first article in a four-part series on how Wiebe Industrial Services effectively generates business-to-business (B2B) sales leads for industrial companies. Who Are You… Really? Assessment is the first critical step in our proven four-point process for generating B2B sales leads for industrial companies. The four points are as follows: Assess […]

It’s Dollars Not Deals

Once again I have been witnessing an exchange of opinions on how to account for sales performance, this time taking place inside a Linked-In™ sales management group. I continue to be amazed that anyone who calls themselves a “sales professional” would engage in using a “deal count” as a “sales close ratio”. The bottom line […]

Raising Employee Engagement Brings A 9% Increase In Operating Profits

Great but how do I make that happen? You start by shifting employee attitudes and to be more specific your attitude which is far and away the biggest single item that will determine your ability to get along with others, define what plans you will make and how you will execute those plans. The results […]

Accountability, Anaconda Style

Leading by Leaning or… Accountability, Anaconda Style “Watch out guys, here comes the boss. Look busy.” Unfortunately, the above is a common statement in many businesses and if you are not sure what this is a sign of, let me tell you. It is the sign of failed corporate culture, bad management, missing accountability and a tangible […]