What does creating a sales funnel have to do with aerobic exercise? How many of you exercise? How frequently? Now and then? Or do you have a regular schedule that you keep, say, at least four times a week for at least 30 minutes? Think of how it was when you started your exercise regimen,… [Continue Reading]
Are You creating a Sales Funnel Or an RFQ Mill? Part Three
Creating a Sales Funnel or an RFQ Mill? Part Two
How does the RFQ play out in creating a sales funnel? Part One of this three-part blog post looked at the importance of PROSPECTING. Although you may dread this aspect, let’s face it: it’s the start of the sales cycle. Prospecting includes enlightening current customers on the value of expanding the scope of services they receive from you. Part Two… [Continue Reading]
Are You creating a Sales Funnel or an RFQ Mill? Part One
What’s your least favorite task? Ah, the dreaded “P” word: PROSPECTING. If you’re in business for yourself or work for small to mid-sized companies, you probably wear multiple hats. You do the engineering but are also responsible for developing new business for your company. Without new business coming in, you might not have all that… [Continue Reading]
Consulting or just acting like a Big Shot Consultant?
Are you actually consulting or simply acting like a big shot consultant? Faking it until you make it is never a great strategy without competency. True story here. I had lunch with a friend of mine about a month ago. While we were eating, it was difficult to avoid overhearing the loud conversation in the next… [Continue Reading]
Don’t kid yourself, nobody "gets" what you do.
There are no less than 85 engineering disciplines currently listed on Wikipedia. Differentiating yourself is up to you. Because no one understands how you think, your training, the tools you use to problem solve, cause-and-effect relationships you see that they simply miss, or why and how you use statistics so comfortably. Which isn’t a bad place to be, at… [Continue Reading]
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