Sales & Operations
Latest Articles
Sales & Operations
Part 1 of 2: Increase market share by increasing your new accounts
Columnist Bill Lee says, "The methods and approaches leading to a sale on a new account are increasingly becoming a science."
Sales & Operations
The Key to Profitability Lies with How the Numbers Relate
Columnist Bill Lee asks, "At what point should business managers accept the fact that they have allowed personnel-related expenses to creep up into the danger zone?"
Sales & Operations
Categorizing Customers Can Save Time
Columnist Bill Lee says, "There are always good reasons why salespeople sometimes allocate their time poorly."
Sales & Operations
Finding Leadership for Your Company
Columnist Bill Lee says, "There are two ways most owners and managers find leadership for their business: they develop it or they hire it."
Sales & Operations
Is your company managing special order sales?
Columnist Bill Lee says, "I have done research on special orders for a good 40-plus years and the results don’t improve much."
Sales & Operations
Where does customer loyalty come from?
Columnist Bill Lee says, "Loyalty doesn’t occur by accident; it must be earned."
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Sales & Operations
Wisdom helps salespeople improve gross margin
Columnist Bill Lee says, "Selling at a reasonably high gross margin requires dedication and commitment."
Sales & Operations
With today’s technology, why do we need salespeople?
The main reason I believe we need salespeople is the simple fact that we need salespeople who can sell.
Sales & Operations
The LBM salesperson’s role in collections
Columnist Bill Lee discusses the ability of a company to collect its outstanding credit balances and how that determines the long-term viability of the business.
Sales & Operations
How to win the prospect’s favorable attention
Columnist Bill Lee says, "You don’t earn the long-term benefits of bringing in a new customer by leading with price."
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