Year: 2004

Rick Feeley

By ronkarr.Admin | January 2, 2004 |

“When you say something, the customer hears it as an opinion. When the customer says the same thing, they consider it to be fact” Rick Feeley Director of Sales, Timber Trading Translation: What ever you say to the customer is not as powerful than if they said it themselves. Instead of showing how much you…

Jerry Jones-The Flexibility Factor

By ronkarr.Admin | January 2, 2004 |

Jerry Jones, owner, president and GM of the Dallas Cowboys, is one of those people who you either lover or hate. There is no middle ground. The fans of Dallas despised him when he came to town on his high horse and quickly fired Tom Landry, the only coach the franchise has ever known. Yet,…

Don Cameron

By ronkarr.Admin | January 2, 2004 |

Don Cameron President Guilford Technical Community College Did you ever wonder how a small community college can grow in difficult economic times? Just ask Don Cameron, President of Guilford Technical Community College (GTCC) in North Carolina. Don has seen his share of tough times. The long gas lines in the early 70’s, the recessions of…

Modern Day Prospecting

By ronkarr.Admin | January 2, 2004 |

We all know about the intelligent databases marketing companies use to mine information on its buyers so they can be targeted to in a customized manner. But what about customized cold calls? If you are still dialing for dollars blindly, chances are you’re wasting your time. While prospecting is still a numbers game, today’s technology…

Archives

The Will To Prepare vs. The Will to Win

By ronkarr.Admin / December 12, 2004 /

For those who have heard me speak, you may remember a story I told about a conversation I had with a client in the mid 90’s, Bud Howard, VP of Sales for Hertz Equipment Rental Corporation (division of Hertz). As we were traveling together cross country on a plane, he asked me what I thought…

Read More

Bernie, You’re Fired! Now What Are You Going to Do

By ronkarr.Admin / December 2, 2004 /

On April 14th, 1978, Bernie Marcus, CEO of the Handy Dan Home Improvement Center, was fired! Stunned by this unsuspecting blow, he thought about suing his former company. A friend of his, Sol Price, founder of Price Club, asked him if he really wanted to spend his life in litigation or let go of the…

Read More

If It’s Steroids, It’s Time to Talk

By ronkarr.Admin / December 2, 2004 /

You know the old saying, “Timing is everything in life”. The same holds true for sales and negotiations. Major League Baseball has been trying for years to get the players union to agree to a credible drug testing plan. Time and time again the union has stalled and only agreed to a watered down version…

Read More

Bob Danzig

By ronkarr.Admin / November 2, 2004 /

“Star marketers of the world seek opportunities that benefit their customers” Bob Danzig Former CEO Hearst Newspapers, Author, & Professional Speaker www.bondanzig.com   Translation: Early in Bob’s career, he made a name for himself selling advertising by finding innovative ways of helping small businesses reach their markets. His approach of seeking opportunities that benefited his…

Read More

A Scientist’s Blueprint for Success in Sales and Life

By ronkarr.Admin / November 2, 2004 /

Recently, I had the privilege of being invited by the Weizmann Institute of Science to visit with their scientists in Rehovot, Israel and got a feel for the projects they are involved in. It was exhilarating listening to all the presentations of advances being worked on that will positively impact humanity. Pioneering cancer researcher, Professor…

Read More

Realizing the Privilege

By ronkarr.Admin / November 2, 2004 /

Recently I had the opportunity of reading the findings of a report written by a world renowned specialist to the physician that referred my mother. When you visit a highly specialized doctor, the attitude you may expect to find is that of someone who knows they are good and really doesn’t have much time for…

Read More

7 Traits of Highly Successful Sales Executives

By ronkarr.Admin / November 2, 2004 /

In 2004, we have had the opportunity of working with highly successful sales executives on a long term basis. During this work, and from findings we have uncovered in previous engagements, we have identified a set of key traits sales executives must possess in order to achieve extraordinary success. For some, these traits come naturally.…

Read More

Loyalty Starts With You

By ronkarr.Admin / October 2, 2004 /

As a leader, you set the direction for your team, company and customer. You set expectations and provide the tools for meeting them. If you don’t have the right tools, watch out. The damage from falling short of expectations will be far worse than not getting the business to begin with. Here is an example.…

Read More

Larry Wilson

By ronkarr.Admin / August 29, 2004 /

“I don’t believe in the kinds of questions I know the answers to I believe in the kinds of questions that provide facts and information” Larry Wilson   Translation: Asking the wrong the set of questions bores your prospect and does nothing to further the sales process along. Asking the right questions uncovers vital information…

Read More

Watching the Fish go Down

By ronkarr.Admin / August 24, 2004 /

The Partnership for a Drug Free America has a great commercial. Honestly, I forgot the message. But the visual was awesome. It involved a fish tank with a couple of gold fish swimming around. During the commercial, the water level constantly drops until there was hardly any water left. You may wonder, what did the…

Read More