Time Out

I recently received a request from a client to provide an opinion on how many hours a sales professional should spend on different activities. What follows is an excerpt of my response.

Deck: 

Determining how employees should allocate their time

About The Author: 

Kelly R. Thompson, CWS-VI, CI, is president of Moti-Vitality LLC. Thompson can be reached at kellyt@moti-vitality.com or 810.560.2788.

Publication Date: 
March 28, 2014
Activation Date: 
March 28, 2014
Issue Reference: 

Sales Analysis for Sales Effectiveness

Frank Lloyd Wright advised, “Get the habit of analysis—analysis will in time enable synthesis to become your habit of mind.” 

A clever business is one that looks at every facet of the sales cycle. This includes a periodic, thorough sales analysis. According to business intelligence software company MicroStrategy, “Sales reporting and analysis provide visibility into a company’s sales pipeline, integrating information from sales, customer and financial sources for a complete picture of sales performance.

Deck: 

Plan for the future with periodic business analysis

About The Author: 

Sarah Ripley is marketing consultant and partner for Wizard of Ads. Ripley can be reached at sarahripley@wizardofads.com.

Publication Date: 
March 24, 2014
Activation Date: 
March 24, 2014
Issue Reference: 

Leaving a Legacy

When it comes to education and training, webinars, websites and textbooks are great, but there is one source of information that is especially invaluable: the insights and advice a water treatment industry veteran can pass on to new employees.

According to Christine Fletcher, owner of Secondwind Water Systems in Manchester, N.H., transferring that information from veteran employees to new hires has been one of the most challenging aspects of employee education over the years. 

About The Author: 

Kate Cline is managing editor of Water Quality Products. Cline can be reached at kcline@sgcmail.com or 847.391.1007.

Publication Date: 
March 21, 2014
Activation Date: 
March 21, 2014
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Company Reference: 
Issue Reference: 

Dow, Haier Reach New Agreement on RO Components

Source: 
Dow Water & Process Solutions
Deck: 

Agreement strengthens cooperation in water purification

Dow Water & Process Solutions (DW&PS), a business unit of the Dow Chemical Co., celebrated the first anniversary of its water purification business cooperation with Haier. Meanwhile, a new collaboration agreement between the two parties also was agreed upon — Haier will purchase original U.S.-made residential Filmtec reverse osmosis (RO) components for its high-end residential water purification products.

Company Reference: 
Publication Date: 
March 18, 2014

Harvesting the Low-Hanging Fruit

Getting found on the Web is harder than it has ever been. Ensure that you are covering the basics of your Web presence with a combination of measurement techniques, site wiring and a basic content strategy. Here are four easy ways you can “harvest the low-hanging fruit” of organic search.

Reassure Google 

Deck: 

Simple ways to get your company noticed on search engines

About The Author: 

Joel Hughes is a founding principal of MediaPress Studios, a subsidiary of Scranton Gillette Communications Inc. Hughes can be reached at jhughes@sgcmail.com or 847.391.1015.

Publication Date: 
February 6, 2014
Activation Date: 
February 6, 2014
Issue Reference: 

Help Wanted

When you first started out, you were excited to take on lots of work. When you got home at night, you would catch up with the paperwork and see whether you were still on track with the business plan you wrote on a napkin at the diner that one night. Remember the plan? The one where you have a successful business and more free time? Now things are a little different: You are consumed by your business and spending long days trying to keep up with the work.

Deck: 

Steps to take when hiring new employees

About The Author: 

Greg Reyneke is managing partner for Red Fox Advisors and an adviser to the ProFlow Dealer Network, a Pentair Platinum Partner. Reyneke can be reached at gregreyneke@redfoxadvisors.com.

Publication Date: 
February 6, 2014
Activation Date: 
February 6, 2014
Issue Reference: 

Lead Management Software

Company Reference: 

LeadMethod uses a responsive, Web-based interface that can be accessed on smartphones, tablets or computers. Sales reps can use it to prioritize, set automated reminders and assign monetary value to leads. Once a lead becomes a sale, the system automatically exports it to any CRM. With real-time metrics built around sales rep contact rate and speed, managers can stay informed on their leads process.

For Everything There is a Season ...

The primary definition of the word “season” on Dictionary.com is: “One of the four periods of the year (spring, summer, autumn and winter), beginning astronomically at an equinox or solstice, but geographically at different dates in different climates” — and that is generally the way we tend to think of the word when we hear it. 

Deck: 

Using seasonal events to determine when and how to market

About The Author: 

Brad Good is partner for the Good Marketing Group. Good can be reached at bgood@goodgroupllc.com or 484.902.8914.

Publication Date: 
January 16, 2014
Activation Date: 
January 16, 2014
Issue Reference: 

Wag the Dog

The company I went to work for when I first came into the water industry 15 years ago had a management turnover problem. Sales managers would rarely last longer than six months before they either were fired or became frustrated with the position and left of their own accord. Often it was a race to see which happened first.

Deck: 

Creating accountability to ensure a successful business

About The Author: 

Kelly R. Thompson, CWS VI, CI, is president of Moti-Vitality LLC. Thompson can be reached at kellyt@moti-vitality.com or 810.560.2788.

Publication Date: 
December 5, 2013
Activation Date: 
December 5, 2013
Issue Reference: 

2013 State of the Industry

Water Quality Products understands the importance of keeping up to date with current industry trends and information. We are pleased to bring you our seventh annual State of the Industry Report, which includes valuable current information regarding the water treatment industry and its trends.

Deck: 

An assessment of the water treatment industry

Publication Date: 
December 4, 2013
Activation Date: 
December 4, 2013
Company Reference: 
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