Is it better to talk or ask your way to the sale?
Ask. A sale takes place when a prospect trusts and has confidence in the salesperson, and the prospect perceives a valued difference in the company and the product. You’ve never said to your spouse “Honey, let’s go out and get sold a car.” No, you say, “Let’s go out and buy a car.” People don’t like to be sold but they love to buy. Your challenge is to create an atmosphere where a “buy” can take place. You accomplish this by asking...
Gordon Report: Welcome to “Twilight Zone 2022”
Across America, unnerving and disruptive economic and social shifts are causing confusion and anxiety. We are living in a new “Twilight Zone.” Many surprises lie ahead in 2022. The shrinkage of the $8.76 trillion Federal Reserve portfolio will raise interest rates as inflation soars. As cheap money ends, expect a major stock market correction. Real GDP growth is slowing. It only rose 1.9 percent between 2019 and 2021. By the...
Translating research into Actionable Strategy
I’ve seen hundreds of customer and competitive research documents, with pages upon pages of excellent data, qualitative feedback, facts, and figures. These documents are often presented to organizational leadership, who skim through the pages and pull out a few key questions on specific points for clarification and discussion. Those meetings always go well, with the executive team complimenting the thoroughness and value of the...
Inflation – OMG!
In December of 1980, I left college and got my first full-time job. We had just elected Ronald Reagan in a landslide election, but Jimmy Carter was still the President. The hostages in Iran had been held captive for over 400 days. The unemployment rate was eight percent. Our economy was facing runaway inflation. Nobody knew quite what to do, or what to expect next. In 1976, the inflation rate was 4.6%. Four years later it had...
10 factors for picking a third party logistics service provider
Selecting the right third-party logistics service provider can be a challenging experience for companies. After the coronavirus pandemic dismantled many supply chains, business continuity planning, technology and automation, and supplier diversity became the top priorities for supply chains everywhere. After all, the reputation and success of your company depend on your logistics provider’s reliability, making a third-party logistics...
Three Chronic Leadership Blind Spots Thwarting Success
Organizational leaders aren’t infallible. They make mistakes. They miss things. They have blind spots. Sometimes blindspots are easy to reveal, while others persist despite evidence to the contrary. Why is this the case? The problem is, some blind spots are baked in by organizational pressures, which in turn, perpetuate seemingly indefinitely. These chronic blind spots are the toughest ones to eliminate. In almost every company,...
How China came to dominate the market for lithium batteries and why the U.S. cannot copy their model
Over the past two decades, China has come to dominate the lithium battery market from end to end. With such a massive head start, the U.S. cannot hope to catch up using the same approach. Even though China does not have anywhere close to the world’s largest lithium reserves, the country has come to dominate the global lithium battery supply chain over the last two decades. When presenting at a FastMarkets conference in September...
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