Category Archives: Index

217. “Modern Monetary Theory” (MMT; Magic Money Tree) Effects?

Post Inauguration Day (1/20/21) Stimulus “Solution”? 

Both presidential candidates have promised lots – including big, pandemic, stimulus bills – “after the election”. What will be this free-lunch formula?

  1. The government issues another $3+ Trillion in government bonds.
  2. Smart investors won’t buy these bonds at near zero-percent interest. So, the Fed will print a similar amount of new dollars out of thin air to buy the bonds (through banks as intermediaries).
  3. This loan from our kids and grandkids will then be sent out to voters to spend and lobbyist clients (financial re-engineers) to bail them out of their zombie investments along with fees.

Continue reading 217. “Modern Monetary Theory” (MMT; Magic Money Tree) Effects?

215. When and How Will Channel Reps Resume In-Person Calls?

Questions:

  1. Have you heard yet from an old-school buyer that: “Your competitor’s rep has resumed calls!”
  2. Will that be your alarm for resuming full-on, old-way selling?
  3. Are a few data points from old-school, lonely-buyers good market research?
  4. Has Zoomification increased some buyers “rep avoidance” preferences?
  5. How many – new, two-thumb, millennial, B2B – buyers want routine-calling relationships?
  6. Why not proactively survey key buying influences at most-net-profitable (and faster growing) accounts to find out how they want to resume the buying-selling “relationship”?
  7. What if some want, first: better, digital/virtual interactivity. Then, facetime as requested with someone different than the account’s traditional rep?
  8. Do buyers care about your traditional ways? Or: do they want and will get their new way?
  9. And, will pandemic-stressed customers be looking for ways to “buy better”?

Continue reading 215. When and How Will Channel Reps Resume In-Person Calls?

214. Farmers, Hunters, Challengers, and Killer-Teams for Gazelles

Farmers and Hunters?

Around 1870 someone in the insurance industry realized that: selling new policies (hunting) required a lot of rejection. But, collecting monthly premiums on sold policies was easy maintenance (farming) and eventually took up all of rep’s time. No more hunting!

Solution? Split the functions. Then, hire different types for different pay.

Continue reading 214. Farmers, Hunters, Challengers, and Killer-Teams for Gazelles