What Women Want: The Sales Appointment

We all have heard the saying “men are from Mars, women are from Venus,” made famous as the title of John Gray’s 1992 book. The differences between men and women can affect not only our personal lives, but our professional lives as well. In a predominately male industry like water quality, these differences can result in little things that can cost big sales. In Part 1 of this three-part series (“What Women Want,” February 2014), we discussed how to prepare for your sales appointment.

Deck: 

Tips on conducting sales appointments with female customers

About The Author: 

Jennifer Smith, CWS-I, is general manager for Moti-Vitality LLC. Smith can be reached at jennifers@moti-vitality.com.

Publication Date: 
June 16, 2014
Activation Date: 
June 16, 2014
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Modernizing a Legacy

Matt and Catherine Gilby purchased Southeast Texas Water in January 2011, and with the new adventure came old ties.

Catherine is carrying on the legacy of her grandparents, H.D. “Tex” and Emma Strait, who moved to Beaumont, Texas, 45 years ago to purchase a Culligan business. Tex’s middle son, Henry Strait, and his wife, Fran, then purchased Southeast Texas Water from his parents in 1994, and now it is Henry’s daughter’s turn to run the business with her husband.

Deck: 

Southeast Texas Water’s new family owners look to technology to streamline their business

About The Author: 

Abby Kleckler is associate editor for Water Quality Products. Kleckler can be reached at akleckler@sgcmail.com or 847.391.1034.

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

Faucet Display Stand

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Spotlight Name Archive: 
November 2012
Spotlight Header Archive: 
November 2012

The Pro-Flo product line offers a unique display stand that lets dealers showcase Designer and Contemporary Hot/Cold faucets in two finishes: brushed stainless and antique bronze. The durable base measures approximately 12 in. wide, is easy to assemble and is completely portable. All Pro-Flo products are certified to NSF/ANSI Standard 61 – Annex G, meaning they are low-lead plumbing products in compliance with California’s Health and Safety Code section 116875, commonly known as AB1953.
 

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What Women Want

It’s been said that men and women are from different planets. We do not always see eye to eye, and sometimes we do not realize how a member of the opposite sex is feeling. This not only affects our personal lives, but our professional lives as well. In some cases, there are little things that can cost big sales. Over the course of this three-part series, I will explain how to prepare for an appointment, what to do (and not do) during your appointment, and most importantly, what to do after that “big date.”

Deck: 

Tips for interacting with your female customers

About The Author: 

Jennifer Smith is general manager for Moti-Vitality LLC. Smith can be reached at jennifers@moti-vitality.com.

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

Closing the Deal

As a product manager of point-of-entry systems, I have often been asked, “How does one sell ultrafiltration (UF)?” This question is born out of two issues: First, dealers may view UF systems as niche technologies that do not offer the robust sales opportunities that more general products can offer; and second, in the eyes of the consumer, there are other systems that can do the same thing for far less money. Right or wrong, these views make the recommendation and selection of a UF system less likely. 

Deck: 

Five steps for successful UF system sales

About The Author: 

Adam Kropp is product manager for point-of-entry ultrafiltration systems for Pentair Filtration & Process. Kropp can be reached at adam.kropp@pentair.com.

Publication Date: 
February 6, 2014
Activation Date: 
February 6, 2014
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ScoutHub LLC

Address

Bend, OR
United States
Toll-free: 800.390.5578
Phone: 800.390.5578

Product Categories

Lead Management Software

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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.

Filtration Education

Many Americans use water filtration devices in their homes — but are they using the right filter for their local water quality? That is what NSF Intl. set out to discover with its 2013 Water Quality Survey, which posed questions on water filter use and water quality knowledge to 2,025 adults this summer. Water Quality Products Managing Editor Kate Cline recently spoke with Cheryl Luptowski, public information officer for NSF, about some of the survey’s more surprising results.

Deck: 

Evaluating consumer knowledge of filtration devices

About The Author: 

Cheryl Luptowski is public information officer for NSF Intl. Luptowski can be reached at cluptowski@nsf.org or 800.673.8010.
Kate Cline is managing editor of Water Quality Products. Cline can be reached at kcline@sgcmail.com or 847.391.1007.

Publication Date: 
December 5, 2013
Activation Date: 
December 5, 2013
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Moving Toward the Future

It’s been yet another challenging year for the water quality industry. As the economy and housing market struggle down the long road to recovery, a host of other factors, from government regulations to business competition, continue to affect companies. As always, however, industry members are working hard to tackle the issues and improve their businesses.

This fall, Water Quality Products conducted its seventh annual State of the Industry survey to receive readers’ input on how their businesses are faring and what to expect in 2014.

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: 
December 4, 2013
Activation Date: 
December 4, 2013
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