khbsm.com

24/06/2022

A funny thing happened on the way to the forum.
It's time for something NEW!
Welcome to the forum.
A funny thing happened on the way to the forum. Seems a very appropriate header as I look at those bewildering and often puzzling items that cross my desk. And often provoke a just WHY? thought.
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A funny thing happened on the way to the forum. Seems a very appropriate header as I look at those bewildering and often puzzling items that cross my desk. And often provoke a just WHY? thought.

22/06/2022

Optimistic Prospecting Part 6. (Reviewed May 2022).
As the gap between articles and my reviews starts to close, the differences would naturally decrease as the themes overlap.

My apologies to my readers, especially those in sales roles, but I may have inadvertently given some sales managers a new tagline later in this article.

'Seeking out the M.A.N.'

Marketing
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Sales professionals must possess the winning gene; making sure the deal contains sufficient profit is not part of the mantra of many sales professionals. They believe that their bosses will have considered the pricing structure they provide them to have sufficient money to pay their wages and bonus....

21/06/2022

"We're not looking for you to open new customer accounts."
One of my contracts received the message above; he works as a major account manager for a multi-national company; the message came from his line manager and was a directive passed down from the CEO and FD.

It's strange when you consider that the company (let's
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At the being of this article, I wrote, 'XYZ has been locked in a three-way sales battle with its main competitors for some time. All the players in the marketplace sell the same commodities at pretty much the same price, and any gap in customer service level differences is hard to define.' XYZ is no...

20/06/2022

SWOT & SMART Higher Education Workshops starting in summer 2022

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The Sounding Board Podcast in conversation with Andy Kowalski, Higher Education Coach, talking about the SWOT & SMART Higher Education Workshops coming in May 2022

20/06/2022

Reviewed May 2022.
As I review this post from twenty months ago, apart from a few corrections, mostly grammar, the principle remains that change may need to happen slowly due to the potential consequences rather than desire.
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Running a CRM will help you win business, manage the potential; however, it has flaws built-in.

17/06/2022

Reviewed April 2022

As I review this article, apart from some small amount of editing, some twenty-one months later, nothing seems to have changed; the Pareto Principle is not going to change; some businesses will continue to only value those past and present customers when the business goes up for sale.
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The Pareto principle also is known as the 80/20 rule. The law of the vital few, or the principle of factor sparsity states that, for many events, roughly 80% of the effects come from 20% of the causes. In this article I explain the four most common 80/20 related to sales and marketing.

17/06/2022

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SWOT Anaylsis external threats to the individual or business, a SWOT can help identify vanquish or mitigate the treats.

16/06/2022

Opportunities: What are yours?

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SWOT - Opportunities - Higher Education Virtual workshop starting summer 2022 - Andy Kowalski subject expert.

15/06/2022

Optimistic Prospecting Part 3, Post COVID 19 Reviewed March 2022

As I start the process of reviewing this post, it seems that not much has changed as we move away from the pandemic. Or at least hope we are; in the original article, I outlined some of my thoughts on using MMA, 'Means Motive & Authority' in the early prospecting stage.
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For those wise sales pros that have been around the block a few times, they will have already learned the lesson of track the people, not the company. And for the very wise sales guys, they will have built up several relationships over time within their accounts and prospects, and not just one prima...

14/06/2022

"I had a cold caller to my front door."
Strange it may not be for some, but for me, as our dwelling is on the back end of a small town and could be classed as semi-rural, it's not something that happens.
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My cold caller opening sales pitch was: 'We can save you money.' Instantly aligning his company products and services as now different from his competitors.

14/06/2022

What are your Weaknesses?

SWOT Higher Education Group B Virtual workshop - What's your Weaknesses

13/06/2022

Are we creating NEW jobs for salespeople? (Revised February 2022).
What will it take to see growth in sales roles?
Before you read on, as we have come away from the pandemic, we have entered a business world of staff shortages. As if, by some chance happening, we seem to have entered an age when the jobs are chasing the candidates, I will go deeper in a future blog.
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Please let me take you back you back some 40 years; as I left college life and moved into my work life my first position was a trainee manager on the production side with a knitwear company based in Leicester. The company manufactured knitwear for retail and wholesale supply chains within the UK.

13/06/2022

SWOT analysis the Strengths workshop

khbsm.com Group B Higher Education Virtual workshop SWOT analysis Strengths workshop leader Andy Kowalski.

10/06/2022

Starting in the summer of 2022, the challenges of implementing their SWOT analysis through the use of a SMART Objective.

The Sounding Board Podcast talks with Andy Kowalski about the SMART virtual workshop starting in May 2022; Andy talked openly about his experience having worked with students across the years as they face the challenges of implementing their SWOT analysis through the use of a SMART Objective.

09/06/2022

Opportunity is said to be everywhere in B2B sales. (Revised February 2022).
Little did I know when I first published this back in June 2020, or nearly everyone on the planet knew what was to be the fallout of Covid on the world of business.
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As salespeople start picking through the challenge of rebuilding their customer base in the coming months, some will have to prospect harder and more in-depth than at any point in their career before Covid 19.

08/06/2022

Andy Kowalski talks about the reasoning, challenges and goals of the SWOT Workshop for those in Higher Education.

The Sounding Board Podcast in conversation with Andy Kowalski talking about the reasoning, challenges and goals of the SWOT Workshop for those in Higher Education.

07/06/2022

A Journey of Two Halves
After some months of broadcasting The Sales Sounding Board Podcast, two facts emerged; the word 'Sales' in the title started not to seem that relevant. Secondly, I started to wonder about the reason and purpose behind the podcast?
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The new mission is to bring some of those often neglected and challenging back-office tools into the daylight. The goal is to give a platform to share insight, understanding and knowledge through conversation. Starting first with SWOT Analysis.

16/05/2022

Optimistic Prospecting Part 6. (Reviewed May 2022). As the gap between articles and my reviews starts to close, the differences would naturally decrease as the themes start to overlap. My apologies to my readers, but I may have inadvertently given some sales managers a new tagline later in this article. 'Seeking out the M.A.N.'
# # # # # # # # #

Sales professionals must possess the winning gene; making sure the deal contains sufficient profit is not part of the mantra of many sales professionals. They believe that their bosses will have considered the pricing structure they provide them to have sufficient money to pay their wages and bonus....

10/05/2022

Reviewed May 2022. As I review this post from twenty months ago, apart from a few corrections, mostly grammar, the principle remains that change may need to happen slowly due to the potential consequences rather than desire.
# # # # # # #

Running a CRM will help you win business, manage the potential; however, it has flaws built-in.

05/05/2022

Reviewed April 2022 As I review this article, apart from some small amount of editing, some twenty-one months later, nothing seems to have changed; the Pareto Principle is not going to change; some businesses will continue to only value those past and present customers when the business goes up for sale.
# # # # # # # # # # #

The Pareto principle also is known as the 80/20 rule. The law of the vital few, or the principle of factor sparsity states that, for many events, roughly 80% of the effects come from 20% of the causes. In this article I explain the four most common 80/20 related to sales and marketing.

03/05/2022

Optimistic Prospecting Part 3, Post COVID 19 Reviewed March 2022 As I start the process of reviewing this post, it seems that not much has changed as we move away from the pandemic. Or at least hope we are; in the original article, I outlined some of my thoughts on using MMA, 'Means Motive & Authority' in the early prospecting stage.
# # # # # #

For those wise sales pros that have been around the block a few times, they will have already learned the lesson of track the people, not the company. And for the very wise sales guys, they will have built up several relationships over time within their accounts and prospects, and not just one prima...

14/09/2020

New name for the podcast season two starting in October

14/09/2020

Adjusted Logo