2024-03-14 20:47
How can you become one of the very best salespeople and business developers in your industry? A new, complimentary seminar on March 19th can help you find out.
How can 20 percent of business… Read More
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Productive Strategies Blog
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We help companies grow their revenues by overcoming marketing and sales challenges and pursuing their growth opportunities. Our goal is to help your company or organization meet its aggressive growth goals in the most affordable way possible.
2024-02-14 15:38
Are you competing for larger sales but just not winning them? Help is at hand.
One of my favorite success stories is how we helped a pharmacy benefit management company break through t… Read More
2024-01-20 00:29
Here’s how. Research what your market likes and dislikes about your product, understand specifically why customers come to you, and, the old standby: “think creatively.”… Read More
2023-12-19 17:52
Team selling with subject matter experts can be the best sales experience you’ll ever have–or the worst. Training and practice for sales reps and SMEs can benefit everyone, espec… Read More
2023-11-16 17:38
What are your objectives for the coming year?
It’s a question I often ask people in business, and it’s not just because I’m curious. That question, and the answers, tell me… Read More
2023-10-19 15:49
Q4 is just beginning and with less than 90 days left in the year. Are your sales where they should be? Is your marketing turning up the right leads? Is your growth plan on track? C… Read More
2023-09-23 22:39
The summer holidays are over and the winter holidays aren’t yet here. But excitement is in the air because autumn always feels like a new beginning. Make the most of all that energy by… Read More
2023-08-17 19:50
Who should control prospect and customer relationships to maximize revenue? The obvious answer—the salesperson—isn’t necessarily the right answer.
While someone must l… Read More
2023-07-18 18:41
Are you feeling a “need for speed” right about now? If so, that probably means one of two things. With just six months to go in the year you might not be on track to meet yo… Read More
2023-06-15 16:36
The answer is a head-scratcher, but it’s true: Nothing—and everything.
Differentiation has long been a watchword in business. But recently, amid pervasive disruption and… Read More
2023-05-18 15:53
An old joke defined experts as “people who know more and more about less and less until they know all about nothing.”
If that joke were ever funny, it isn’t any more. Tha… Read More
2023-04-19 20:39
Have you ever stared into your refrigerator, increasingly desperate to find food or drink that you know is there? Has your significant other ever strolled by and said, “Oh, i… Read More
2023-03-17 17:04
Do your sales leads have the right DNA? Do you know how to make the most of it? We do and can help you get there, too.
Today, popular psychology holds that the personality of an individ… Read More
2023-02-16 21:12
Take it from LeBron and Kareem, a “back to the basics” mentality can make you and your team winners.
“Back to basics” has become such a time-worn phrase it almost see… Read More
2023-01-17 19:20
The short answer based on the resurgence we saw in 2022 from our own clients is “Yes.” A more thoughtful—and useful—answer is “Yes, but is a calling campaign ri… Read More
2022-11-15 18:31
Highly productive networking, for one thing. But exactly how does that work? Here are some answers, an unusual opportunity to put them to work—and just in time for the holidays, too.
T… Read More
2022-09-15 16:48
Killer proposals aren’t born. They’re made. And here’s how.
Good Discovery, Good Proposal. An effective proposal starts with effective discovery. What does that mean?… Read More
2022-08-14 16:44
Yes, consultative selling can be a great approach to producing business-to-business revenue. But it can also be a lot more. Here are some ideas on how to make it work for you in other areas… Read More
2022-07-14 16:36
We do. Or at least we can help you figure it out, and now we have a new way to help you fix it.
Many big challenges in life can be broken down into separate problems with separate solution… Read More
2022-06-21 23:41
Do you earn the right to close? We find that probably 75 percent of salespeople and other business developers do not. They may think they do because they show up, ask a few “probi… Read More
2022-05-24 13:50
Research, analysis, number-crunching, decision trees—these are a few of the traditional components of strategic planning. But we’re just now learning about how powerful a little… Read More
2022-04-22 20:29
Oh, yes, here it comes. But this one is different: It’s about golf!
We are often hired to train a company’s new business developersin consultative selling skills and to deve… Read More
2022-03-22 18:12
The first quarter of 2022 is almost over. Where does your company stand? Check out these 11 proven ways to cut costs and sharpen sales—six of which don’t require any additional i… Read More
2022-02-16 17:25
Your answers to just two questions can help to identify a solid path to top-line growth this year.
Consider these two “either-or” questions about sales growth. Your answers… Read More
2022-01-24 20:07
Sometimes the obvious money-maker isn’t the biggest one. Do you have another business hiding in plain sight?
McDonald’s founder Ray Kroc was known for asking MBA students… Read More
2021-12-16 17:51
Creating value for your customers, prospects, and colleagues is perhaps the best business gift you can give them. A particular set of business development and communication skills is the key… Read More
2021-11-17 20:12
The short answer is “yes.” A more thoughtful—and useful—answer is “yes, and . . .”
Have you ever tried to get new business by “cold calling&r&hellip…Read More
2021-10-21 16:30
Healthy conflict can lead to healthy sales—if managers know how to guide the process or get help if they don’t.
Children are admonished to “play fair” and show &ldquo&hell…Read More
2021-09-16 19:35
Here’s how to do it. Productive consultative sales training and process development can make the difference.
Do know IRV? If you’re a business owner or senior executive, you… Read More
2021-08-17 17:32
Companies spend all sorts of pre-M&A time on alignment. But what about after the merger or acquisition deal is sealed? There is still work to be done, especially in sales.
When compan… Read More
2021-07-15 16:05
The fundamental things apply in basketball, bed-making, and becoming the safest company in America.
In 1965, Kareem Abdul Jabbar (then Lew Alcindor) and his fellow freshmen at UCLA beat the… Read More
2021-06-18 15:50
Do you wonder whether differentiating your company will yield a significant ROI? Maybe you wonder whether your company can be differentiated at all.
Most owners, presidents, and CEOs would a… Read More
2021-05-24 19:45
Our FOCIS® Consultative Selling Training teaches the value of “paying it forward” in business with colleagues, prospects, customers, and others–without expectation of r… Read More
2021-05-20 17:20
How can we understand the wizardry that is today’s marketing–and what it can, and cannot, do?
Thanks in part to steadily improving online functionality, marketing has changed dra… Read More
2021-04-15 17:00
Do you use the income statement approach or the balance sheet approach? Not sure? Here’s how to know and then how to use your sales funnel to win more sales.
Most salespeople, sales ma… Read More
2021-03-25 19:41
By Scott Kraege, Guest Columnist
To Our Readers: Scott Kraege is managing director of The Heritage Group Accelerator Powered by Techstars . He’s also a former client whose sa… Read More
2021-03-02 16:30
Productive Strategies President Phil Krone and Senior Consultant Tom Hazlett will deliver a talk and discussion about the principles and practices of “consultative negotiations”… Read More
2021-02-23 14:41
The right discovery skills plus the right delivery skills build the confidence your sales reps need to deliver powerful presentations that persuade prospects to buy.
Prospective clients som… Read More
2021-02-04 18:28
No, I don’t mean like the one on your nightstand, the one you think you’re reading as you doze off and turn out the light.
I mean a book that you write–sharing your wi… Read More
2021-01-26 16:43
Why don’t we talk more about risk? It permeates business every day. But at the hundreds of meetings and events we participate in each year—both in-person and virtually&mdash&hell…Read More
2021-01-20 18:12
In a business-to-business environment, referrals can lead to 80% of all new business. Where do the best referrals come from?
Well, you can’t wait for them to knock on your door. A… Read More
2020-12-22 20:28
It’s time to find out. Here’s how.
How do you uncover things “you don’t know you don’t know” about your company or organization? More important, how do yo… Read More
2020-11-20 20:21
Three business-to-business sales lessons on fast from McDonald’s founder Ray Kroc: 1) Be fast to follow up on a problem, 2) Be fast to get to the decision-maker, and 3) Be fast to reco… Read More
2020-10-20 20:01
The medium has changed but the message hasn’t: Deliver value during the sales process. That’s what top producers have always done, it’s what they still do, and it&rsq… Read More
2020-09-23 19:55
There are several possibilities but only one that really qualifies. And for good reason.
Twenty or so steps make up the traditional sales process. Which step do you think is the most neglect… Read More
2020-08-15 19:44
Six months ago, many of us were struggling with remote platforms. Now, even though we’re still learning how to handle the technology, it’s time to push forward. Sellers can use p… Read More
2020-07-30 16:57
Productive Strategies President Phil Krone recently spoke at two virtual events for business groups about getting new business in today’s challenging environment. On July 28 he served… Read More
2020-07-20 16:22
Business is more of a struggle today than ever, but there is also more reason for hope. You just have to look for it.
We’ve always had a glass half-full mentality, maybe even three qua… Read More
2020-06-24 15:23
Like the new rules of hand washing, the new rules of business development aren’t really so different from the old ones—they just need to be applied differently. The good news is… Read More
2020-05-15 16:38
Here’s some timeless advice on launching new products and helping them really take off. The secret? Don’t just educate—persuade.
About twenty years ago The Wall Street… Read More
2020-03-18 16:29
We’ve long been writing about ADHD, when managed effectively, as being an opportunity for salespeople who have it and for the companies they work for. But new questions keep coming up… Read More
2020-02-18 20:11
Develop much better referrals to get 2020 off to a great start: Enroll in our popular half-day course “Referrals: The Workshop” on Wednesday, March 4. It runs from 8 a.m. to… Read More
2020-02-18 16:01
Most of us know that better business development means asking prospects and customers the right questions. Who else should we be asking? Short answer: Ourselves.
It’s early in the new… Read More
2020-01-21 16:17
Marketing-related savings in the tax laws, “business-performance DNA” that puts sales and customer service reps in the right seats, and (uh-oh) a state-specific product-packaging… Read More
2020-01-20 17:47
Beat your personal best in 2020 by developing your consultative selling skills, building a customized sales process, and getting hands-on help in closing deals. Sell like the top p… Read More
2019-12-12 15:45
Will the perceived decline in the value of face-to-face communications accelerate in the new year? Worse, will it accelerate a real decline in your sales performance?
Recently the Wall… Read More
2019-11-20 16:37
Owners, presidents, CEOs, COOs, and other senior executives who participate in peer-learning groups frequently credit them with playing an important—even critical—role in achievi… Read More
2019-11-14 19:28
Peer-learning round tables for owners, CEOs, presidents, and other senior executives are a proven way to maintain and grow companies. In partnership with the Chief Executive Network, P… Read More
2019-10-10 16:33
If and when you decide to sell your company, will potential buyers see your current sales and marketing processes as assets or liabilities? In other words, are they processes that new owners… Read More
2019-09-26 14:26
Working together, sales and marketing can grow your business faster and better—but only if they do, in fact, work together. They must be aligned. The good news is that alignment isn&rs&hell…Read More
2019-09-25 16:43
When recruiting interns, it’s easy to promote the role you’re offering by rolling out the common, cliche benefits of an internship: “It’s a great way to see how the r… Read More
2019-09-18 16:04
The holidays are already on the horizon, and they offer many business and social opportunities for productive networking. Our recommended mantra—”Give Before You Get”&mdash&hell…Read More
2019-08-16 19:48
Senior Consultant John McDermott is a member of the United States team competing in the 14th IDBF World Dragon Boat Racing Championships 2019, August 20-25, in Pattaya-Rayong, Thailand. The… Read More
2019-08-16 18:22
They tend to focus on the what and why of a decision, not the how. You can help your prospects—and yourself and your team—by guiding them to see the true… Read More
2019-07-16 15:42
Our presentations and courses grow out of our fundamental business development mantra: Deliver value in every interaction. They offer practical ways to change behavior, develop processe… Read More
2019-06-24 14:52
To develop much better referrals to conclude this year and launch next year, enroll in our popular half-day course “Referrals: The Workshop” on Monday, November 4. It runs from 8… Read More
2019-06-13 20:13
Maybe. But here’s the fundamental question about questions: Why are so many of us so reluctant to ask them?
Well, some of us can blame well-meaning mothers and fathers. They discourage… Read More
2019-05-20 18:40
The short answer is “Yes!” Selling is not magic. It’s a process that can be taught—and learned.
One of our large, global law firm clients has been tracking the result… Read More
2019-05-17 16:23
Here are a few questions to ask—and what to do about the answers.
Good marketing programs define the experience they want customers to have. Superior programs then align sales, custome… Read More
2019-04-16 16:49
The good news is that manufacturing is returning to the U.S. The bad news is that much of it should never have left in the first place.
During some 20 years as an owner of a manufacturi… Read More
2019-02-08 15:22
To develop much better referrals this year, enroll in our popular half-day course “Referrals: The Workshop” on Tuesday, March 19. It runs from 8 a.m. to noon at the Producti… Read More
2019-01-24 18:57
Why do so many businesses “drop out”? One always easy answer is that they fail to “change.” But there’s a lot more to it than that.Three things inspired this co… Read More
2018-11-20 18:10
Quite a bit, as it turns out—whether you’re selling, fundraising, or just wanting to communicate more effectively.
What is a “top producer”? We define top produc… Read More
2018-10-30 17:59
Just about anywhere, of course. But here’s one way to generate them nearly every day.
A simple, straightforward method that can be applied every day is observation coupled wi… Read More
2018-09-28 17:40
How valuable is a “DNA match” with top producers? Very, as it turns out, especially if coupled with the right training. In evaluating sales performance for clients, we’ve m… Read More
2018-08-16 19:10
Top producers perform these “duties,” as they call them, to invest in the long-term success of their companies and their careers.
We know that the very best salespeople are… Read More
2018-07-24 20:12
Not necessarily—in fact, probably not. And neither is marketing. So, what is the likely cause?
When a company’s sales fall short, sales managers and others—CEOs, presidents… Read More
2018-06-25 19:22
On Wednesday, August 8, we’re offering a complimentary program in Vernon Hills, Illinois, to help you better understand Google Analytics and its value for your… Read More
2018-06-22 20:19
Many companies have one. Too many don’t know what it is—do you?
Most successful companies have a “secret sauce” that gives them an edge—a true differentiator th… Read More
2018-05-20 20:30
We’ve long worked with nonprofits, not-for-profits, and other organizations focused on producing positive social impact or serving members rather than customers. Now, we’ve creat… Read More
2018-04-22 20:46
Last month, we introduced you to the many and varied companies we’ve been fortunate enough to serve. This month, as promised, here are some insights in how we work with them successful… Read More
2018-04-09 19:21
Beat your personal best in 2018 by developing your consultative selling skills, building a customized sales process, and getting hands-on help in closing deals. Sell like the top… Read More
2018-04-09 15:25
We believe that consultative selling can be defined as creating value during the sales process–that creating value before the sale gives you the right to close beca… Read More
2018-03-27 16:48
In January, Productive Strategies celebrated its 25th anniversary.This month we’d like to celebrate our clients-the people and the companies that have made it all possible. We’ll… Read More
2018-02-14 15:42
What’s your number-one sales challenge? What obstacle, if you overcame it, would most help you increase sales?
We ask that question when we survey participants before the first se… Read More
2018-01-22 15:43
Brendan Kelly has become one of the most successful commercial/industrial tenant rep real estate brokers in the US.
Yet his story, and that of his team, is not only about selling commercial… Read More
2017-12-20 15:28
This time of year, especially, giving and receiving command a lot of attention. In business we all pursue these activities throughout the year, though perhaps more along the lines of “… Read More
2017-11-14 15:44
“Where do you get your new business?” is a question we’re asked a lot, especially since we teach business-to-business consultative selling skills and sales process develo… Read More
2017-11-13 19:21
Get your team ready for 2018 now with “Referrals: The Workshop” on Wednesday, December 13, from 8 a.m. to noon, at the offices of Productive Strategies in Northfield, Illino… Read More
2017-10-18 15:45
“What is the worst sales call you have ever made, watched, or been subjected to?”
A cringe-worthy question, to be sure, even scary this time of year. But it’s one wort… Read More
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