Before I had my major accident, I received the book, Profit Heroes: Breakthrough Strategies for Winning Customers and Building Profits by Bob Rickert. That’s why my review is posting on the last day of July and not in April. (I took a major fall and almost died.)
I was a bit skeptical, I admit. I’ve been in sales for over a quarter century and I’ve been through every sales training course known to man, so what do I have yet to learn?
Bob’s book has a simple message indeed. Focus on how your company offerings can improve the profits of your customers!
The demand of this approach is considerable.
- Do you have salespeople who can read and understand financial statements?
- Do you have software tools to translate the output of your offering in financial results?
- Are your implementation processes able to measure financial results?
Bob also uses a nice example to start the book on how a company that owns relationships and looks like the clear winner, loses to an upstart that focuses on how they can help the buyer improve profitability.
I found this information eye-opening and I bet you will too I recommend all sales leaders buy and read the book (it’s very inexpensive at the Amazon listing above.) and they should present their findings to the Board of Directors. Moving your business to this will not be easy.
What do you think? Love to read your comments.
I need to find an apartment just for one mature man in the Tampa area. If you have one for rent, let’s talk. Furnished is best and I work so fast internet access is important too.
A bit about me. I’m 55 years old and recently divorced. I don’t smoke or drink to excess. I also pay bills on time as often as I can.
I’ve been running my very own marketing consulting business, Find New Customers, for over five years. I invite you to check it out. I’m also know as the Fearless Competitor, so I am @fearlesscomp on Twitter too.
To contact me, send an email to jeffLogden @gmail.com or call 516-456-8218.
Here’s a recent photo:
Jeff Ogden, President of Find New Customers
Let me share my story, so that you can prepare for something unexpected like I did.
In the first few months of 2014, the future looked bright indeed:
- I had my first keynote speech in early April
- Find New Customers had a great new client
- We were ready to win new business (Find New Customers is back and better than ever now!)
Then on April 1 (April Fools Day) I got a call that my part time job needed me. I said Yes and went in. A customer needed a product that we did not have on the sales floor, but we had it in the warehouse. I went into the warehouse and push the ladder that had a platform on top toward the inventory I needed. But my path was blocked by a pile of inventory left on the warehouse floor.
Since I could not use the ladder, I climbed on the high shelf to get the inventory by hand. Something happened and I made a long fall onto the concrete floor. My skull was cracked, my right ear was nearly torn off, two vertebra were broken, and a rib was fractured – puncturing a lung. I was a mess. In fact, I was in such dire straights that I got Last Rights from a priest.
I disappeared from the Earth for April, May and most of June. I missed my keynote speech. I dropped the ball on Find New Customers new client, and I stopped paying bills too.
Medical care and rehabilitation were my daily routine till mid July. And when I finally left medical coverage, I had quite a mess to clean up.
- MarketingMadeSimple,tv had expired and someone took it from me.
- Find New Customers website had expired.
- My emails were no longer working.
- Bills needed to be paid.
- Needed to reschedule the keynote and reconnect with our new client.
I’m in much better shape today, but I’m not 100% just yet. Stay tuned.
If this helps just one of you prepare for unexpected issues like mine, this was worth it. Please visit http://www.findnewcustomers.com too,
A unique experience indeed. I was badly injured in a fall and nearly died. I was in medical care for almost 4 months, so I vanished from the earth.
I’m back now and I just restored Find New Customers, the nicest B2B marketing company on Earth.
I also want to do a lot more keynote speaking in the months to come.
Jeff Ogden, the Fearless Competitor
After being near death from April 1 to late June, I was released from medical care after my nasty fall on July 16, 2014.
My recovery is amazing. I can walk, dress myself and do many of the things normal people do. But I need to rebuild strength and do a lot more before I’m 100% okay and able to return to work.
Thanks to a major fall, I disappeared from Earth for a few months and looked at companies with fresh eyes – like new prospects do. Here are some things I learned:
GEICO – 15 minutes can save you 15% or more (GEICO can save you money)
Papa John’s – Better ingredients. Better Pizza (Papa John pizza’s taste better)
Serv-Pro – Like it never happened (They do great work – and they hired me to keynote their big company conference.)
But smaller companies have nothing. Take for instance, LocalVox, a software firm In NYC, that I know well. What benefit would I get from working with them? With no tagline, a salesperson has to explain it to me. That requires me – the buyer – to have a great deal of patience.
Tons of smaller companies lack taglines. This marketing expert considers this a big mistake.
Here is what I recommend you do:
- Sit down with your leadership team and think why customers buy from you.
- Find a concise, effective statement.
- Use it everywhere – on business cards, answering the phone, on signage, etc.
What do you think? Love to read your comments.
The author of this blog, Jeff Ogden, marketing expert and keynote speaker, had a major fall in early April 2014.
I was on a high shelf in a warehouse and somehow I lost my balance and took a long fall onto a concrete floor. Cracked my skull, tore up an ear, fractured a spine and broke a rib. It could have been much worse. My spine is intact and everything works.
The result of this fall was a long hospital stay and recovery. I’m delighted to report that my recovery looks full with not long term injuries.
I thank everyone for their support. You can talk to me by calling 516-456-8218.
Thanks also to my good friend Jim Burns of Avitage for the post Get Well Jeff Ogden. Check it out.