You have…my attention As the saying goes, if it was easy anybody could do it. That certainly applies to our profession since it requires such a wide array of skills to succeed. And while being only just “dangerous” at a few of those can still allow for success, there’re a few where nothing less than […]
ELMEC revisited…a sales refresher In sports it’s called muscle memory. You know that amazing ability to return to a skill we were once proficient at? Take golf. Stop chasing that little ball for ten years and you can still pick up a club and that familiar hand grip and swing feels almost automatic. The problem […]
Making plans that …match the goals After establishing goals comes making plans to achieve them. Implementation follows and then evaluating how well it all worked comes last in the GPIE acronym. Assuming we’ve created goals that are indeed believable, achievable and measurable, that planning step is often the weak link in those four steps. All […]
The best goals …Start with BAM Ever heard a businessperson say something like, “We hope to grow sales by X% next rear”? It might sound like a goal, but it’s not. It’s an aspiration, a hope. And that’s fine, but hope isn’t a goal. A goal is a specific target that’s believable, achievable, and measurable. […]
Minor decisions …Major impacts When we think of a prospect call, our minds pretty much automatically shift to the dish or laundry machine or some other large objective. And that’s pretty much to be expected. But the rub is (assuming it’s a truly cold call) they don’t really know us, or our reputation. That means […]
Looking for more sales…In all the right places Okay so you’re thinking about the plans you made for a great 2024. That probably includes closing a couple of really juicy prospects and a few more in the mid to even small size. So far so good. But what about the lower hanging fruit that could […]
The truth can be …kinda unknowable. So you’re stumped. Keeping that new account absolutely requires that you run the machine at .15% or even a bit less. The good news is that you can get really good results at that concentration. But the hitch in your giddy up is that the dispensers’ range swing is […]
Measure it at…both ends Okay so we realize that the sensitivity of a probe-based controller can be compromised by the conductivity of stuff in that water that isn’t detergent. But what can we do to in the first place to identify that range so we can know if it might get us into runaway concentration […]
Soapy and the Misses had been enjoying their new warm winter “home” since early November. They even took up Pickleball, Shuffleboard and Bocce. Those distractions aside, they’d had plenty of time to reflect on the past year and their first real winter away from snow, the cold and even the business that their boy had […]
Low concentrations and…high detergent usage Our heavy-duty detergents that deliver great results at concentrations of .15% or less are great. But when we operate at those uber low titration levels we’re often skirting on the edge of losing all control over its’ usage. That’s due to the limited sensitivity of the Wheatstone Bridge system that’s […]