Lessons learned
Yahoo CEO Marissa Mayer surprised people when she recently decreed that the tech company’s employees would no longer be allowed to work from home. Never one to miss a chance to grab a headline, Richard Branson, the founder of Virgin Group, reacted by calling her decision “old school thinking.”
Rx for January Syndrome
Every January I see a surge of suppliers who want to set up meetings. It seems like every Dale Carnegie comes back from the holidays committed to working harder and being a better version of last year’s model. It’s the same reason the company fridge is full of salads the first month of the year. I call it the “January Syndrome.”
Sale away
It didn’t hit me until my bride and I were going through customs in France, excited about our much-needed European getaway. After scrutinizing my passport, the agent raised his head and asked what I did for a living. I whispered, “Unemployed.”
Yes, in October, my partners and I sold the freight-brokerage/trucking hybrid we started 22 years ago in Toronto with a phone and a fax machine. I was no longer in sales management; no longer had a paycheck.
On a scale of 1 to 10
I cringe when I look at some of my older columns. Time has made some of my thoughts so contradicting, I wonder what song sheet I was singing from back then. One area where I’ve changed my tune is the value of customer surveys. In the past, I’ve penned how essential they are, insisted they be done annually, and made a lot of important business decisions based on their results. Fast-forward a decade and I think customer surveys of any kind are totally and utterly useless. A waste of your time and your customers’.
You are your brand
The day you become a parent is the day a trip to Disney gets automatically added to the family bucket list. These days, it’s almost mandatory that every kid feels the “Magic” and parties once with Mickey, Goofy, and the rest of the gang. As a parent, you stand zero chance of competing against one of the world’s strongest brands and the apparent guilt that goes with not taking the chickadees to the Magic Kingdom.
Life of the party
Twitter is by far and away the fastest growing social media site (even more than Facebook). Two hundred and fifty million times a day, someone tweets a 140-character message telling followers, “Here’s what I’m doing.” It’s the central theme of Twitter.
Frankly, I never got it. Other than my immediate family, I have zero interest in what someone else had for dinner. Even more confusing to me is why anyone would have one iota of interest in the mundane details of my life when I barely do.
Google yourself
Much to the chagrin of the rest of the McCarron tribe, my foray into social media began about a year ago when I started dabbling in the world of Facebook
Lose the cost drivers and win
This sudden surge in demand for trucking services doesn't mean that our industry's long-term challenges are over. In fact, I hear the same old rhetoric
How to respond to an RFQ?
Responding to bids is one of the many things we do to fill trucks. Call them what you like tenders, RFQs, RFPs they really amount to nothing more than
Dad is on Facebook!
It created chaos for my entire family. As the news spread, their phones and BlackBerrys sounded like Vegas slot machines
Decoding your body language
You're late to a sales call and the guy driving beside you has a lot going on in the car. Between texting, the satellite radio, and the electric razor,
Success by association
Joining an industry association is one of the few ways in life where you can reap the full benefit of other people's efforts without ever having to pay
Food for thought
Since Costco has been peddling Christmas decorations since June, I don't feel like I'm jumping the gun by talking about entertaining clients around the
Know how to close
You knew they had lots of freight, but it took months just to get in the door. Once inside it was textbook Sales 101. You clinically built a relationship
Little closes lead to big sales
In the April issue, I talked about how to prepare for a sales call how to get to know the customer and find that magic button you can push to make a personal