This isn’t your typical, feel-good sales book. This is war—and you're either closing deals or getting closed. Victor Kane isn’t just a master manipulator; he’s a predator in a tailored suit, someone who enjoys the psychological destruction he leaves behind: The office smelled of fear. Victor Kane could always tell. It had a different scent than sweat—thicker, almost metallic. Desperation was the same in every language, and tonight, it was rolling off Jerry Finch in waves. Victor smiled. Slow. Calculated. Like a snake tasting the air before the strike. Across the desk, Finch gripped the pen like it was the last thing tethering him to reality. His eyes darted between the contract and the clock on the wall, like time itself could save him. Victor let him have his illusions. They made the fall even sweeter. “I just… I need to think about it,” Finch stammered. Victor exhaled slowly, shaking his head with the kind of deep, practiced disappointment that could make anyone crumb...

RHC Marketing Moment: Back to Basics- Your B2B Website Looks Great But Does it Work? By Desiree Grace, Special Projects Consultant Your graphics are fabulous, your people look clever, and the new logo is smart, BUT, are you functional? We see a lot of websites that look great but don’t have a solid foundation. One example of critical importance is a solid cross-reference. Many companies hesitate to put a cross-reference on their website. They fear the competition will use it, they fear if the cross isn’t perfect, it will irritate customers. Newsflash—the competition has already figured out how to cross your products and the customers are more irritated if they cannot self-service a basic requirement such as a cross-reference. You can and should use a disclaimer that the reference is form, fit, and function equal, or, if there’s a doubt, offer to send a sample or a salesperson. Viola! A sales lead! A well-done, efficient cross-reference will save your people and your customers time....

Why Join an Industry Association? By Desiree Grace The Benefits and Opportunities of Membership—a conversation between the CFO and CCO. CFO Mr. Skinflint said, “I think we can cut these association dues. It’s expensive and I don’t really see the benefit.” CCO Ms. Savvy responded, “The benefits to our organization and our people are numerous. I know you have not been to an event or conference, so let me tell you about the many benefits. “ Introduction It is competitive out there--companies and professionals are continually seeking avenues to enhance their skills, expand their networks, and stay abreast of industry developments. One powerful way to achieve these goals is by joining an industry association. These organizations provide a wealth of resources and opportunities that can significantly impact both personal and professional growth. The association can help us do these things that we cannot afford to do solo.  Networking Opportunities Building Connections One of the main bene...

Forget the Crystal Ball: Future-Proof Your Business Using Your  AQ                        By Desiree Grace, Special Projects Consultant   Does anybody out there have a crystal ball? A tried-and-true way of forecasting the future? In the movies, a fortune-teller always sees the future using a crystal ball. With the numerous changes on the horizon, especially after the election, we recognize there are also changes we cannot see. In the supply chain, both manufacturer and distributor and rep agents are watching carefully to see what our new president and his team do. One thing we know is that as organizations and professionals, we need to try our best to prepare.   One way to plan is to build your Adaptability Quotient, aka your “AQ.” What the heck is AQ? Well, it’s a form of intelligence, part of a three-legged stool, along with IQ (general intelligence) and EQ (emotional intelligence). It is the ability to...

Building on the Skills of Inside Sales Staff After conducting dozens of distributor Voice of the Customer surveys and interviewing their key customer contacts, I have discovered one eye-opening discovery. Customers place a high value on inside sales – perhaps higher than most believe. I can still remember the words of a VP of Engineering for a mid-sized OEM: “Tell your client this, despite our primary salesperson’s personality and product knowledge, we depend on the quick answers and problem-solving skills that come from [their inside salesperson] Scott.”    Comments like this reinforce the words of one of my colleagues many years ago. “A good outside sales guy makes the phone ring, and a good inside salesperson keeps it ringing.” In an age of instant gratification, with overflowing product information on the internet, e-commerce everywhere, and customers dealing with a fast-paced work schedule, the necessity for a strong inside sales presence has only increased.   For cl...