Tips from the Top
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Greetings!

Welcome to my new subscribers!  The past couple of months, my boards have been exploring the concept of Personal Integrity and how it impacts their personal and business lives. I was amazed at   how similar the discussions were within a given board as well as board-to-board - this in spite of the diversity of my members in businesses and backgrounds. 

Operating from a shared value system is crucial for business success and it sure helps my TAB groups function at the high level that they do.

If you'd like to enjoy an animated overview of the TAB process, click here.

Mark Komen, Owner. TAB Minneapolis North/Central

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Sales and Marketing: Achieving 33% Compounded Growth

Aggressive growth is a critical objective for the long-term viability of many businesses. However, achieving such growth can appear to be a daunting task. Like any large task, it can be reduced to its component parts. I recently came to realize that 33% compounded growth (1.10 x 1.10 x 1.10 = 33%) could be achieved by focusing on 10% growth in each of three critical areas…

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Operations: Capturing Information from Sales Meetings

When I visit a prospective customer, one of the first things I do is ask them if they have a problem with me recording the conversation. Typically it’s not an issue. I use LiveScribe Pen System that records the conversation while also photographing the notes I take in a precisely timed fashion. This allows me to create an outline of the conversation, and later, by touching the pen to that part of the outline I want to review, the recording automatically goes directly to what was said around that outline entry. I never miss anything including the interaction and collaboration that happens in meetings…

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Targeted Tips
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Calculate the Distraction Cost

Before we take on any projects or clients, we make sure they fit into our primary business model: Online marketing, web design, email campaigns, and search engine optimization. If a project or an opportunity does not fall into one of those buckets, we consider it a distraction. Sometimes distractions are good, but they have a cost. We try to put a dollar or time value on what we’ll need to pay for the distraction and then we decide if it’s worthwhile.

By - Ronen Yaari, Open Moves
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Motivating Through Competition

If you have one salesperson who is underperforming, consider hiring an aggressive second sales resource and paying them a small base salary plus commission. The presence of the new salesperson can be a catalyst to light a fire under the first – while the commission structure limits your exposure to increased payroll. Let your sales team eat what they kill.

By - Kim Christie, TAB-Winnipeg
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Designing Sales Incentives

When designing a sales incentive program for your company, it is important to distinguish between commodity sales and service sales. It is easier to identify and reward individual achievement when selling a commodity. Services often require a program that emphasizes the importance of a team.

By - Jeff Garvens, Acme Holdings Inc.
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Sell to People, Not Territories

We allow salespeople to work side by side in the same territory. They can both call on the same accounts. If a customer calls to do business with us, we ask "Which salesperson have you been talking to?" They typically remember only one. Salespeople should be selling to people, not territories.

By - Randy Smith, FORUM Systems Group
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Transfer of Power or Skill?

I’ve always felt that I’m the best salesperson in my place of business and finally realized it was smarter to document and transfer that skill, rather than feel compelled to step in to assure the client acquisition every time a prospect walks through our door.

By - Salvatore Campitiello, East End Interiors
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The Alternative Board
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Mark Komen
Mark Komen

The Alternative Board

TAB Twin Cities
10400 51st Place North
Plymouth , MN
763.551.4777

www.kodyne.com

Business Coaching Twin Cities

 

 

TAB Membership Features

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  • Educational presentations
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  • Lots more!
TAB BOSS
Educational Series


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MORE INFORMATION
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ROI Resources The following are provided to help members get even more from there ongoing association with TAB.
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What Members Say
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Randy Korus
Cyberex Marketing
Minneapolis, MN

Mark has been a very important part of my business development efforts for more than 10 years. During that time I found his insights into the day to day business challenges to be invaluable. He is professional yet personable in his approach to business problem solving. Mark would be a valuable asset to anyone trying to build their business.

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About The Alternative Board®
The Alternative Board® is comprised of members who are business owners, CEOs or presidents who run businesses in non-competing fields. During a TAB Board meeting, you receive the benefit of the collective experience of the board members, who offer practical solutions to your problems-not theories.
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You can learn more about TAB, which has been helping business owners succeed since 1990, by visiting www.kodyne.com and www.businesscoachingtwincities.com.

 

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