August, 2009

August 01, 2009

Hi,

I hope this message finds you in good spirits and good health. I thought I'd share some information with you concerning a recently published book from several of the folks in my trusted advisor network as well as some thoughts on the economy.

Dave Kinnear

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Find Lost Revenue

By Patrick McClure, Mark Friedman, Judy Johnson, Philip Nasser, James Obermayer

The authors suggest that their book will help the reader “uncover hidden causes to common sales and marketing problems.” While I’m not sure which problems might be hidden rather than being simply ignored, this compendium of professional articles will certainly take the reader on a soul searching journey.

I admit to starting out a bit skeptical about the “readability” of a book that I knew was a collaboration of five competent professional service providers, all contributing individual “articles/chapters.” My fears proved to be unfounded since the authors have managed to weave their individual contributions into a very useful, practical and surprisingly readable volume. They have managed to organize their writing into a volume that is both easy to read front to back and to jump into a particular subject as needed.

The book comprises ten sections: Assessment & Analysis, Strategic Sales Planning, Sales Methodology, Sales Management, Training & Coaching, Marketing, Internet Marketing, Business Development, Sales Lead Management/CRM and Best Practices in Sales Lead Management. Each contributor, writing in their own style, weaves their knowledge into the pattern of the whole volume while maintaining their individual business domain expertise. The result is a book packed with ideas and guidance that fulfills the promise of assisting the reader in discovering what might be a loss of revenue; and who isn’t interested in finding all the revenue possible in the present economic climate?

The information provided isn’t limited to academic concepts but rather contains practical approaches to common business challenges. The information is up to date as well as bringing proven knowledge to bear on the task at hand. The sections on Internet Marketing and Sales Lead Management will be especially useful during these challenging times. The reader may need to translate some of the formulae and prescriptions for this unprecedented economic cycle, but the fundamentals will still apply in many cases.

Find Lost Revenue will be a significant part of the tool kit we all need to transform our business models for the next phase of this cycle. It is clear that we will need to change those models to thrive and I know I will use this excellent book in my practice as I help my clients navigate the rough seas ahead. Get it, read it, but most importantly, USE it!

Click on the book image above or here to view and/or purchase on Amazon.

All bets are OFF!

Recently, an Orange County Vistage group was discussing the economy and how it affected their business models. At first, they didn't feel comfortable admitting that much has permanently changed. Then, challenging the status quo, they decided that there were in fact:

New Rules for the reset economy

1. All bets are off
2. All the rules have changed
3. All contracts are invalid/negotiable
4. It’s never coming back
5. No one knows the New Rules
6. Fear is everywhere
7. If I try to hold on to any of the way I think it was, I will die
8. Play ball!

If we think about it, there have always been "new rules" of the game after a major or significant economic recession. This one will be no different. Are you changing your business model or are you in denial?

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