THE AMBITIOUS HAVE COACHES!
Many big-time jocks have personal coaches and analytics
services. (Coaches for executives use 360-feedback surveys).
Most pro sports teams now invest in high-speed video, stats,
and development coaches – for all players. Veteran starters with contracts often
decline the help (why mess with success?), but rookies (and little leaguers)
are devouring video-based analysis. The underlying goal is fast-as-possible
Continue reading 162. Your Coach for Mastering E-Skills?
Digital-Disruptors are Multiplying!
Today: digital disruptors are attacking most industries. In
’95, a few startups invaded easiest B2C product categories with their own
homemade digital tools. Today, raiders are targeting every “buying-journey experience”
with off-the-shelf digital tools from cloud providers. Barriers to buying-journey
innovation have fallen for both startups and your firm.
Continue reading 161. How Digital Disruptors (Will) Skim Distributor Sales
New Book: The MVP Machine
Read the rave reviews for this just-out book at Amazon. Baseball
fans will love it. Non-fans, who are trying to “upskill or re-skill” employees,
can glean value by skimming it.
“MVP” details the third phase of the analytics revolution
sweeping pro baseball. In Phase-One (detailed in “Moneyball”), teams used analytics
to draft and trade under-valued players. Others got wise, copied and zeroed out
Continue reading 160. Baseball’s Player-Development Analytics v. Yours
Your Standard Service
When you quote a customer a “price”, what are the services
that are bundled (“for free”) into that price? A typical distributor-bundle
includes costs for: outside and inside reps, pick, pack, shipping, and trade
credit. Bigger customers usually get extra services “for free”. Small ones may
have a minimum order size requirement and/or an un-bundled freight charge. (A
tough sell with Amazon’s free shipping policies.)
Continue reading 159. Distributors: Get Re-Bundling Flexible
Amongst your most net-profitable accounts, find the ones that
have also been growing their sales, margin, and profit dollars fastest (year-over-year).
These are “Gazelles”. Partner them better to increase your odds that they will continue
to grow you for years.
Skills for Better Partnering?
Reps can’t do partnering on their own. Bigs typically herd reps
into seeing buyers in silos with narrow agendas and metrics (like “price”). You
must pitch the customer honcho who can see and change the overall procurement
Continue reading 158. Skills for Partnering Gazelle Accounts
How important would it be to know who your most
net-profitable customers are? Which ones are growing the fastest? Would a team
effort to better partner the profitable, fast-growers payoff?
Why not try a simple experiment?
Continue reading 156. Measure and Act on What Matters