Monthly Archives: December 2020

226. Your VP for Customer-Value-Innovation’s Questions

December 22, 2020Concierge Customer Service, Index

High-ROI, Sales-Management Calls?

You should only make calls:

With top caliber reps who can: listen, take notes and follow with extra, new tasks.
On three, high-leverage types of accounts.
With the goal of taking all three groups – profit-core, target and big losers – to a next level by collaborating with the customers on improving how they buy.

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225. New Business-Models for Post-Corona?

December 15, 2020Distribution Industry Sales, Index

Mask-Free, Likely Date: November ’21!

At Mckinsey.com, take a look at their 11/23/20 “Insight” entitled: “When Will the Covid-19 Pandemic End?” Given the recent vaccine news, their back-to-new-normal date is one year out – 11/21 – along with other less-probable-scenario dates. By 11/21, what new business-models must distributors have in place considering these…

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224. “Stakeholder Capitalism”?

December 8, 2020Core Renewal, Index

Have you heard: “It’s time for stakeholder capitalism” (v. “shareholder capitalism”). These terms are irrelevant to non-public companies (like most distributors). The phrase is code for legislating more -compensation, benefits, and job security – to workers which will add friction to the US economy.

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