Jaynie Smith Keynote at Bukovsky Award Dinner
The Eastern Reprographic Association and the International Reprographic Association have joined together to present the 2015 ERA/ERgA Convention in Atlanta.
Opinions vs. Facts
Which Prevails in Your Company? What kind of surprises has your company had when you lost a prospect because you didn’t know what was most important to them, and you missed talking about it? This can be avoided with a disciplined approach to gaining and/or acting on the customer perspective. How organizations gather customer input,…
Crap Shoot Decisions: Are You Rolling the Dice?
Make sure your company’s business planning and investments reflect your customer’s most desired deliverables. Don’t be overly focused on new product features or things you think are important if your customers don’t value those same things. We have seen too many companies offer innovations “because they could” when the customer didn’t value them at all. …
Are You An Ostrich Organization?
7 Steps to Avoid “Head in the Sand” Syndrome Meaning: Refuse to confront or acknowledge a problem(from the Phrasefinder website): Origin: “… The notion is that the supposedly dumb ostrich believes that if it can’t see its attacker then the attacker can’t see it. Competitive Disadvantages: How hard is your competition attacking you? Do you…
Upcoming AchieveHERs Signature Event on Nov 6 Highlights Surge of Female Entrepreneurs Boosts Business in Clearwater
Clearwater is mirroring the national surge of female entrepreneurs, which shows that one of every ten US women is now starting or running a new business. (1) Jayme MacCullough is a local example. After spending more than a decade as part owner of the family business, MacCullough – a mother of five — is now…
If You Don’t Value What You Do For Your Customer, They Won’t Either!
Nothing grabs the attention of prospective customers quicker than showing them how much money, time and effort they can save by doing business with you. But, it’s up to you to quantify those savings. Make a list of your actions/products/services that make your customers’ job easier and more profitable. Perhaps you provide free employee training….
Content Messaging or Content Mess?
We often ask company leaders to evaluate the quality of messaging on their website, and it’s surprising how often the reaction is similar – embarrassed laughter, followed by a quick retort, “we know our website needs help.” Today, most company sites are professionally produced, so they look and flow well. Yet, no one likes their…
Office Depot seeks unique identity from competition
Office Depot is a company in search of itself. New chief executive Roland Smith said the nation’s No. 2 office-supply retailer needs to develop what’s known as a “unique selling proposition” — a way to set itself apart from competitors that include Staples, Amazon and Costco. Speaking with analysts last week, the former Wendy’s CEO…
Florida Highway Patrol Advisory Council Inducts Jaynie L. Smith
Ft. Lauderdale, FL, June 3, 2014 – Jaynie L. Smith is the newest inductee into the Florida Highway Patrol Advisory Council. Smith is the author of Creating Competitive Advantage and Relevant Selling, the CEO of Smart Advantage, Inc., and an internationally recognized keynote speaker. The Florida Highway Patrol Advisory Council is an organization comprised of…
Different Folks, Different Strokes
All kinds of companies, ranging from the tiniest start-ups to the largest global organizations, have prospect and customer variations. While some sales professionals consider all sales targets homogeneous, here is a way of thinking about customers. Customers can be: • Brand new – just came on board so you’re in the honeymoon stage with them….