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Pipeliner CRM Case Study: Whole Harvest Foods


About Whole Harvest Foods Whole Harvest foods produces the nation’s first naturally-processed line of no trans-fat commercial cooking oil produced without blends or harsh chemicals. In addition to being all natural, the Whole Harvest line of oils is non-hydrogenated — a plus for health-conscious consumers. The company’s refinery is located in Warsaw, North Carolina, with [.]

So What Can I Sell You?

Sales Benchmark Index

As a next step, he began contacting major US chemical companies for assistance. Max was contacted by the big 3 chemical companies. I recently had coffee with a friend of mine, Max. Max is head of manufacturing for one of the nation’s largest credit card manufacturers. This conversation was loaded with insights from the customer’s perspective. It needed to be replaced. How is business?

Customer Signals for Adapting Experiences

The 1to1 Media Blog

A chemical manufacturer with a solid customer listening program noticed an uptick in complaints about pricing. Unlike many firms, which would take the comments at face value and take action accordingly, this company first stepped back and reflected on its strategy: It sold premium chemical for advanced applications targeted at particular industries, so it surmised that the company shouldn''t see this kind of feedback. It learned that some distributors were selling chemicals for applications in markets better served by off-the-shelf, commodity products.

Sales middle managers – what motivates them the most?

Sales Training Connection

The results are part of Insigniam’s 2014 Middle Management Survey, which is based on responses from 200 managers in Global 1000 companies from several industries, including healthcare, pharmaceuticals, chemicals, energy, manufacturing, and biotech. Sales Middle Managers. Middle managers are the key to implementing C-Suite strategic initiatives. Leading others — 21 percent.

Secret weapons: Open-ended questions and listening

Sales Tips & Techniques

Joe Smith, a salesman with ABC Industrial Supplies, called on a prospect, the Wagner Chemical Co., But the following day, Wagner Chemical signed a long-term, highly-profitable supply deal with ABC. in January. He met with the company’s purchasing agent, Allison Stevens, who spent twenty minutes with the visitor. No sale. Two months later, Angela Jones, another sales professional at ABC, called on the same company. She, too, met with Allison Stevens for twenty minutes. Why, then, did they get such different results? Sales Coaching Sales Training

11 Tips for Starting a New Sales Role

Modern B2B Sales

Instead of sweating it, think of yourself as a scientist in a lab trying different combinations of chemicals in order to make a serum. Author: Chris Gillespie So you have a new sales job. The desk is clean, the laptop screen has shiny protective film, and your strategy is a blank slate. Quietly, you resolve to outsell them all. Leverage Your Mentor. Learn the Tribal Stories. Write them out.

Helping Your Buyers Look Beyond Themselves!

Partners in Excellence

Helping your customers identify growth opportunities: Recently, I had conversation with the VP of Sales for a company that sells basic materials (think chemicals). We know we need to be customer focused. We know that we are most effective when we focus less on what we sell, but how we help the customer with their opportunities and challenges. The challenge was, the order never came!


HeavyHitter Sales

It turns out your innate nature to help people is really the result of a chemical reaction. During the first four years of your life, 90 percent of your brain’s growth and development occurred. Your mind evolved as it interacted with the world around you and recorded strange and exciting new experiences. Now, it has been accumulating these experiences for decades.   1.   5.

We Become Commoditized Only When We Let Ourselves Be Commoditized!

Partners in Excellence

They sell basic materials (oil, gas, chemicals, etc.), I read an article about the seeming inevitability of commoditization. We certainly see a lot of evidence of more of what we sell becoming commodities. In most of our lifetimes, we’ve seen things like PC’s, Smart Phones, and other things become commodities. They are largely undifferentiated, leading people to buy on price.

Complex Or Simple Buying Process

Partners in Excellence

selection of RF shielding for a smartphone, selection of specific bulk chemicals). Over the past few months, I’ve been reviewing a lot of my thinking about business to business buying and selling processes, and how we achieve success in both. I’m not sure I’ve changed any of my position, but perhaps clarified some of my thinking. The risk is usually smaller.

How To Avoid Getting Hired Cheap…and Other Lessons From Houdini


If you go to a chiropractic or carpet cleaning or computer coder’s convention, the focus will be on chiropractic technique, new chemicals and equipment and new coding practices and tricks. “The easiest way to attract a crowd is to let it be known that at a given time and a given place someone is going to attempt something that in the event of failure will mean sudden death.”

Go Sleep On It.

Dan Waldschmidt

— Did you know that the brain chemicals that help you regulate your mood are charged back up when you sleep? A tired you can’t be an awesome you. Work hard. Play hard. And find time to sleep hard. Because you need time to recharge. It’s true that “you can sleep when you’re dead” , but what you might not stop to consider is that not sleeping only gets you there faster. Not sleeping makes you fat — Did you know that fatigue tricks your brain into wanting more fattening, high-calorie foods that pack on the pounds? Not sleeping leads to depression.

Just press the easy button

Brian Vellmure

And the behavioral psychologists note that this state actually releases chemicals in our brain that make us feel good. The fact that what we “know” (the explanation for the unknowable) is irrelevant or even wrong is not important for the chemical release. Danger, disquiet, anxiety attend the unknown – the first instinct is to eliminate these distressing states.

Try Selling Sand

Partners in Excellence

Others sell basic materials like chemicals. As much as sales people try to sell solutions or sell value, too often they fall back on great products. They focus on product, features, functions, feeds and speeds. Recently, I saw a “sales playbook” from an enterprise software company. We limit ourselves, we frustrate the customers. These sales people sell differently.

7 Reasons Adding Coaching or Consulting Is Good For Business


For instance, I’ve helped an industrial chemical company selling B2B create consumer versions of their products and succeed on home shopping television. One of the fastest ways to increase your income is to offer high-priced services to a select number of people. Here I’ll also explain seven other benefits to adding this revenue stream to your existing business. Look around.

A Verbal Painting is Worth A 1,000 Words

The Pipeline

The Limbic (Emotional brain) system creates chemical messages that connect information to memory, the retention of which is significantly increased when that information is presented in an emotionally charged context.” By Tibor Shanto - . We have all the expression above, but it really rings home in sales, especially for successful sales people. Tibor Shanto

Artificial is Artificial

Ziglar Pure and Simple

When I made this change, it wasn’t because of all the scientific studies on the possible harm that artificial sweeteners could cause; it was simply because eating pure food, the way God made it, and then adding a chemical to it just didn’t make sense to me. One thing I discovered pretty quickly is that when you eliminate artificial sweeteners you also eliminate a ton of their chemical buddies as well – just check out the label on a diet soft drink and you will know exactly what I mean! . . In my quest for eating pure I decided to stop using all artificial sweeteners.

Why You Can’t Fail (Even If It Feels Like You Are Losing Right Now).

Dan Waldschmidt

Today, chemicals are sprayed from airplanes and mixed into the water that is delivered to the field’s irrigation system. Agriculture really hasn’t changed that much over the last 15,000 years. The idea of farming is basically the same now as it always has been. It all starts with planting a seed. And not just one seed. Planting a field with seeds. A thousand years ago, as a farmer you would carry a bag of seeds around your shoulders and throw handfuls of seeds into freshly tilled soil. The principal of farming really hasn’t changed. And sunlight. That will never change.

#MyFirstSevenJobs Kathy Dyer And Chris Ahearn

Partners in Excellence

Manny Hanny long since been absorbed into Chemical bank which was then absorbed into Chase. There’s a series going around the web about people’s First Seven Jobs. It’s been fun and fascinating to see the very first jobs people held. There’s a diverse selection of people’s first seven jobs here , Fred Wilson , Brad Feld , and Keenan. Kathy Dyer, Retired.

What You Can Learn About Success From Addiction.

Dan Waldschmidt

Addiction will force a person to go to extreme lengths to make sure they have access to the chemicals that quiet down their brain. Don’t confuse drive with healthy ambition. Just doing something doesn’t mean you are doing enough. Or doing things the right way. They will rob and steal and sell their bodies for sex just to earn enough money to get another fix. To make it through another day. A lot more of us should act the same way. We say we are committed to success but then make a million excuses why we can’t achieve our goals. We’re just not driven from within.

#MyFirstSevenJobs John Pesec and Chris Palmisano

Partners in Excellence

19 years old Laborer/janitor in chemical plant. Dumped chemicals in tanks, scrubbed floors and toilets. A number of weeks ago, I started following some posts about people’s First Seven Jobs. It was fun and fascinating to see the very first jobs people held. There’s a diverse selection of people’s first seven jobs here , Fred Wilson , Brad Feld , and Keenan.

Lead Generation: Phone calls turn first-time webinar into million-dollar leads

B2B Lead Blog

In industries like automotive, chemical manufacturing or medical devices. Tweet What’s a marketer to do when leadership dismisses marketing and insists that a superior product will sell itself? Follow the lead of Jeremy Scully and take a high-stakes gamble: Put your reputation on the line to prove marketing’s value. Leadership was reticent. The risk? Get prospects on the phone.

First Seven Jobs

Partners in Excellence

I worked for one of the largest chemical companies in the world. I’m a terrific fan of Fred Wilson’s AVC blog. I just read First Seven Jobs. I thought I’d try to remember. Babysitter: Yeah, I guess it was a job, I picked up some spending money, had a pretty significant responsibility. I did it in junior high, but didn’t do it very long or very much.

A Different Take On Challenging Conversations

Partners in Excellence

Another client in the bulk chemicals industry engages their customers in conversations about the future of detergent, or foods, or other things. I’ve been writing a lot about changing the conversation, about challenging our customers, about getting them to think differently. A lot of readers have been sending me notes, asking for advice on how to do this. While I agree with many of the principles outlined in Challenger Selling and Provocative Selling, I take a little different view on things. I tend to think of this as a little arrogant and misplaced. Don’t get me wrong.

How to Have Laser Focus Without Caffeine


Here’s the science behind it : Your body produces a chemical called adenosine when it’s time to go to sleep. At this moment, do you have 25 tabs open? Are you reading this article while toggling to and from your email, purchasing an item off of Amazon, sending a text message to your friend, and humming along to your favorite song on the radio? Are you in the bathroom? Take a Nap.

The hidden secret to productivity – doing nothing


Those 10 minutes of doing nothing help it recharge, replenish its glucose supply, and clear out the residual chemicals. So when was the last time you did nothing? No, I really mean it. When was the last time you did absolutely nothing? I bet you can’t remember. If you’re like the rest of us, chances are you try to pack in as much as you can into your day. Which of these are you guilty of?

How To Make More Money Being a “Marketer” NOT a “Doer”


If you go to a chiropractic or carpet cleaning or computer coder’s convention, the focus will be on chiropractic technique, new chemicals and equipment and new coding practices and tricks. “The easiest way to attract a crowd is to let it be known that at a given time and a given place someone is going to attempt something that in the event of failure will mean sudden death.” ” - Harry Houdini. they take a quantum leap up in income potential. Simply, the marketers are much more valuable and highly paid than doers. Click here for the full details.

The Pipeline ? Beware The Mixed Message ? Sales eXchange ? 138

The Pipeline

Nice glossy presentation, containing nothing of interest to me; and given the chemical content of the glossy pages, I couldn’t even use it to wrap fish. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust.

Are We Allowing Ourselves To Be Commoditized?

Partners in Excellence

They were responsible for procuring everything from basic chemicals, office supplies, “nuts and bolts” (literally), to complex computer systems, communications systems, development tools, machine tools and thousands of other items. My colleague Anthony Iannarino wrote an outstanding post: “Mismatched Skills And Value Creation.” ” Usually, Anthony and I are so aligned in our thinking that we tend to complete each other’s sentences. But I had to disagree with part of his post, it was the perspective he presented on Commodity Buyers.

The Motivated Coworker: How to Increase Team Productivity Even When You’re Not the Team Leader

The Productivity Pro

Pinker proposes that harmonious personal contact may stimulate the release of oxytocin, a mood-heightening brain chemical that also helps us remember and learn. “ People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily. ” —Zig Ziglar, American motivational speaker and author. How does this work? Reaching Out .

Inside Campaigner: Green your email marketing for Earth Day

Inside Campaigner

The pulp and paper industry is the single largest consumer of water used in industrial activities in developed countries, and it’s the third-largest industrial greenhouse gas emitter (after the chemical and steel industries). skip to main | skip to sidebar. Tuesday, April 19, 2011. Green your email marketing for Earth Day. April 22nd is Earth Day. Posted by Wendy Griffin. at 5:59 AM.

Sales Training Article (SBI) - So What Can I Sell You?

Customer Centric Selling

As a next step, he began contacting major US chemical companies for assistance. Max was contacted by the big 3 chemical companies. Sales Training Article: So What Can I Sell You? By Joel McCabe, Sales Benchmark Index (SBI) I recently had coffee with a friend of mine, Max. Max is head of manufacturing for one of the nation''s largest credit card manufacturers. It needed to be replaced.

What am I afraid of?

Productivity and Motivational Tips for Inside Sale

I’m afraid of being decimated by one single act of chemical warfare, or of being threatened by mass killings (or mass anything, for that matter) …. Halloween is when ghosts, goblins, witches, skeletons, zombies and all scary things surface. They POP out of creepy haunted houses with blood-curdling screams and noises intended to frighten us. Some are depressing and serious.

Eating Pure and Simple

Ziglar Pure and Simple

It is a very hearty oatmeal, no added flavors or chemicals, nothing processed, not the rolled kind but the little pellets. . Losing almost 70 pounds in just over a year (I like saying almost 70 rather than 68, it just sounds like more!), I thought I would share with you two of my favorite things to eat. . My favorite breakfast is John McCann’s Steel Cut Irish Oatmeal.

The Purity Diet

Ziglar Pure and Simple

No chemicals, no preservatives, no refining or processing, as raw and natural as possible. The big difference is the no processing and chemicals part. About this time last year (June 2007) I got sick and tired of being sick and tired. It seemed that life was just throwing its oozy, crummy, icky, stuff at me. Of course that is the nature of life, but why was so much of it sticking to me? First off, the surface area of my body was WAY too big. Being 5’9″ and weighing 255 pounds creates a lot of extra area for that slime to land on! I call it the Purity Diet.

Moldy Bread is Good!

Ziglar Pure and Simple

Fact is, the bread has so many chemicals in it the mold is just too smart to eat it! About 18 months ago I started on my mental Purity Diet. I decided I would listen to and read the good stuff every day. Thirteen months ago I started on my physical Purity Diet. I decided I would eat only pure, unprocessed food the way God made it. I have lost just over 70 pounds in the last year and feel awesome. I am convinced that if I hadn’t started the mental diet first I wouldn’t have stuck to the physical one. . People ask me what I eat and what I don’t eat. Of course.

Can Barbra Streisand And Seth Rogen Turn You Into An Electrifying Salesperson?


For example, Andy thought it was interesting that he was able to find the exact natural ingredients to create a cleaner that was not only safe, but didn’t contain any chemicals. Have you seen the movie “ The Guilt Trip ”? Rogen’s character, Andy, has invented this cleaner which is so safe you can get it on your skin, in your eyes, even drink it and it won’t hurt you. Things such as….

How Does the Economy Really Affect Your Sales? | Southwestern.

Southwestern Advantage

David is now a Sales manager in Chemical Sales and consulting. Search. About. Contact Us. Southwestern Sales Talk. How Does the Economy Really Affect Your Sales? by Lee McCroskey. Time for another guest blogger! I’d like to introduce a Southwestern friend of mine who used to work with me some years ago: David Remer. Being in any business right now is tough. Why is that? Only you do.

Rejection & Objections on the Bookfield | Southwestern Sales Talk

Southwestern Advantage

Or help balancing a chemical equation? Search. About. Contact Us. Southwestern Sales Talk. Rejection & Objections on the Bookfield I. by Lee McCroskey. Here is some great stuff from the Southwestern Company’s Matt Atchison. Matt is a District Sales Manager, and is one of the best salespeople and sales trainers in recent history. Here is part one of several on the nature of rejection, and how to handle objections from Mrs. Jones. . Rejection is going to play some tricks on you and your emotional state this summer. Ultimately, rejection will build confidence within you. Reply.