Reflections of a BizDrivenLife

A Technology Entrepreneur Shares his tips on how to win in Business… and in Life!

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The BottleNeck and the Rich

March 8th, 2008 by Administrator
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I heard a quote and a joke on an entrepreneurship seminar and thought it worthwhile to share here.

The bottleneck is always at the top of the bottle“.  This was purportedly a quote from Peter Drucker, and illustrates that it is the CEOs responsibility to prepare the talents and the skills of the company to do battle.  More often than not, the failure of the company to seize opportunities, or to grow may be due to the limitations of the CEO in not laying the proper groundwork for the company.

While acknowledging that the CEO has this responsibility though, it is important to note that we are all human, and nobody is God, and it is not right to put into the CEO God-like or perfect expectations in anticipating and planning for everything.

This joke is a dig on old wisdom….

An ancient Greek philosopher once was said to write, ” It is not the man who has little but the man who craves more who is poor.”

This saying underlies the need to be satisfied and content, and lays the groundwork for our next joke.

“Who is richer, the man with ten children, or the man with $10 million.”

” The man with 10 Children.”

“Why?”

“Because the man with 10 children doesn’t want any more!”

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What is a Good Account Manager?

March 8th, 2008 by Administrator
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As as executive in a computer solutions shop, we always have lots of debate on what is a good account manager ( that is what we call our sales reps).  A good account managers knows how to sell solutions, while a bad one knows how to give prices and take orders.

What is the consequence?  How do you know your account manager is simply functioning as an order taker?

The order taker:
 
- content to deliver simply what the
customers order.
- happy with a small share of the customer’s
wallet
- doesn’t know that competition is easing them out of a large account? They think they are ok and the account is still safe because the orders are coming in monthly.

It is imperative if your business depends on solutions that they should start to train people on:

- protect their accounts from
competition
- build customer loyalty by proving that their
company is indispensable to the client.
- raise the level of their relationship from mere
supplier to that of a strategic partner.
- reach revenue goals by maximizing the potential
of each client
- develop long term profitable relationships with
large accounts.

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