TEC - Unleash the Power - The Jwp Resource Allocation Experience
TEC – Red Hot Sales Management – Paul Goldner
RED HOT SALES MANAGEMENT THE SECRET OF MOTIVATING OTHERS As CEO, one of your primary roles is to motivate people and create an environment where they want to be successful. Once you create the environment, you have to keep track of it and make sure people are moving...
TEC – Negotiating For Success – Jack W. Kaine
Negotiating For Success Jack W. Kaine THE POWER OF NEGOTIATION Whether we realize it or not, negotiation is one of the most crucial skills contributing to success in our professional and personal lives. Lawyers, diplomats, and purchasing agents may exercise...
TEC – Mastering the Art of Negotiating – J.W. Kaine
TEC – How to Plan and Execute Successful Acquisitions – Terry Gambill
How to Plan and Execute Successful Acquisitions Terry Gambill The Acquisition Process In 1998, almost 4,000 middle market acquisition transactions occurred in the U.S. Based on two key demographics that kind of activity will significantly increase over the next...
TEC – Value Added Selling – Chuck Reaves
T E C An International Organization of CEOs Resource Presentation Summary Value Added Selling Chuck Reaves Price Is Never The Reason No single customer in recorded history has said “your price is too high” and really meant it. When customers say your price is...
TEC – Using Pricing as a Strategic Tool – Eric G. Mitchell
Using Pricing as a Strategic Tool Eric G. Mitchell THE PRICING PROCESS The following five factors should be considered when establishing a pricing strategy: COMPETITION: Who is your competition? How many competitors do you have? The number of...
TEC – The step-by-step strategy for capturing new business – John Asher
TEC AN INTERNATIONAL ORGANIZATION OF CEOs RESOURCE PRESENTATION SUMMARY THE STEP-BY-STEP STRATEGY FOR CAPTURING NEW BUSINESS JOHN ASHER Marketing is everything you do before you meet with the prospect face-to-face. Sales is when the salesperson walks through the door...
TEC – Selling At Multiple Levels for Maximum Impact – R. Sam Bowers Jr.
Selling At Multiple Levels for Maximum Impact INTRODUCTION Bowers begins the program with a review of the model from his initial presentation: Any product or service fits along a line. In some of our markets, people may see you as somewhat unique. They...
TEC – Red Hot Sales Management – Paul Goldner
TEC – Profits through Sales Distribution Design – Jim Bleech
The “E” Predicament: Profits through Sales Distribution Design THREE-LEVEL COMMODITIZATION Most product and services start out as a solution, but over time they all move to a commodity. Personal computers are a perfect example. In the early ‘90s, they cost...
TEC – Overcoming Resistance to Change – Jerald M. Jellison
Overcoming Resistance to Change Jerald M. Jellison, PH.D. INTRODUCTION When you have politely asked someone to do something for you more than once but you don’t get the behavior you want, you have encountered resistance to change. In each case you give the...
TEC – Managing For Results – John McNeil
Managing For Results John McNeil INTRODUCTION The single, most effective motivator of individuals in organizations is clear objectives. This fact has been known since Roman times, but it continues to be overlooked throughout the history of man. If people...
TEC – Managing Change Part 1 – Peter Schutz
Managing Change Part 1: The Porsche Story Getting Things Done! Peter Schutz INTRODUCTION Management has three major components: people, process, and structure. Success does not consist of finding and hiring a group of superstars and turning them loose....
TEC – Let’s Get Results, Not Excuses – Jim Bleech
Let’s Get Results, Not Excuses Jim Bleech TIME-EFFICIENT ECONOMIES A product life cycle has four stages: Duplication: You are the only one with the product. The big challenge is to meet demands and get your product out the door as fast as you can....
High Performance Organizations by Lee Thayer
High Performance Organizations Lee Thayer, PH.D. THE PROBLEM There has been a lot of talk in recent years about “excellence,” “quality,” “empowerment,” and “reengineering.” Unfortunately, that’s all most of it has been -- talk. The fact is, 70% of all...
Gaining An Edge Through Economic Advantage Selling by Jack Harms
Gaining an Edge through Economic Advantage Selling INTRODUCTION To begin the seminar, Harms has the members write down the answers to a number of questions listed on the worksheet. The answers are essential to understanding how to move from the...
Continuous Growth How to Keep Your Company On The Fast Track by Russell Holdstein
Continuous Growth: How to Keep Your Company on the Fast Track STRATEGIC PLANNING Do you own your business or does it own you? Perhaps the most important (but also the most frequently overlooked) aspect of owning a business is making sure it is aligned around your...
TEC – Taking the Pain Out of Performance Appraisal – Judith Segal
Taking the Pain Out of Performance Appraisal (and Putting the Productivity Back Into It) Judith Segal, PHD PERFORMANCE APPRAISAL Performance appraisal is a process of talking to people about how they are doing in relation to Where the company is...
TEC – Market Discipline The Key to a Dynamic Marketing Plan – Jay Chalmers
Market Discipline: The Key to a Dynamic Marketing Plan Jay Chalmers MARKETING In most companies, the marketing plan involves little more than deciding how much revenue the company wants to have for the year and how it intends to get it. Long before you make...