Home >> Author Archives: Steve Guglielmo (page 38)

Author Archives: Steve Guglielmo

The Off-Season

By Walter Bond How many people do you know who are glued to ESPN every day, watching the same highlights over and over again? The industry of professional sports is a multi-billion dollar industry that has been embraced worldwide. Tiger Woods, Serena Williams, Andre Agassi, Wayne Gretzky and others have become household names, even to non-sports buffs. Sometimes they are ...

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Who’s to Say What’s Sexy? Marketing in a Narrow-Niche B-to-B Space

By David Avrin, The Visibility Coach A colleague commented to me recently about how he could certainly understand how I could get excited about speaking for companies and organizations that create and sell new consumer products or gee-whiz technology, but was struggling with what I would have to say to businesses selling mechanical parts, packaging supplies, trucking services or financial ...

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The Traits of Great Salespeople

By Herb Greenberg, Ph. D, Founder & CEO of Caliper In today’s competitive economy with ultra-low employment levels, it’s becoming increasingly difficult to recruit — as well as retain — top salespeople. But there are ways to hire smart and hire right — the first time, for those of us actively looking to bring on salespeople. Hiring smart means saving ...

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Transactional vs. Consultative Selling

By William Walker ‘What do you teach people in sales training, how to pick up the check at dinner?” I’m never surprised by this question. Over the course of a career as a sales trainer, I’ve grown accustomed to hearing it and others like it. Critics believe success in sales is largely a function of the right personality. They believe ...

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Controlling Your Workers’ Compensation Costs

How your experience modifier affects your bottom line By Paul Praxmarer The cost of workers’ compensation insurance would rank as one of the top five highest costs on a typical profit/loss statement for a company in the material handling industry. Your workers compensation insurance premium is determined by payroll, manual rate, insurer credits and debits, and your experience modifier. Controlling ...

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Work-Life Balance: It’s All Up To You

By Steve McClatchy, President, Alleer Training & Consulting Work-life balance is one of the most elusive and sought-after values in business today. In a recent Aon Consulting poll, 88 percent of employees say they have a hard time juggling work and life. Employers recognize out-of- balance or burned-out employees can impact morale, engagement, attendance, productivity, retention, quality and even customer ...

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Succession Planning and the Emerging Generations: Five Trends You Need to Know

By Robert W. Wendover How will you prepare for succession within your organization? As I work with and survey the members of those in their thirties and early forties, it is becoming abundantly clear that they will apply their own values and attitudes to the roles they assume. While this is not surprising, it’s helpful to take a look at ...

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Social Media and the C-Level: Objections Discussed

By Brian Bluff At MODEX, my brother Eddie and I had the opportunity to deliver a workshop titled, “Social Media Bootcamp.” During a break, I spoke with a number of the attendees. Despite their excitement about the power of social media and its potential impact on their businesses, some expressed concern about their ability to get started. The reality is ...

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The Link Between Sales and Absorption: To Sell More, Service More!

By Robert Currie and Matthew Hicks, Currie Management Consultants, Inc. Every dealer wants — or needs — to sell more. Whether from the manufacturer’s need or your need for more revenue, dealers continue to look for ways to sell more. A good place to start selling more machines is to look first at your parts and service departments. There is ...

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Out of the Classroom, Into The Shop

Associated offers itself up as a real-life case study for MBA students. A recent collaboration between Associated (Addison, Illinois) and Robert Morris University (RMU) gave eight graduate students the opportunity to put their business acumen to the test in the material handling industry. In an effort to increase awareness about the value that the industry provides to the supply chain, ...

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