Lost in the Gaps? Let Data Light the Way Gap Analysis for Salespeople in an Industrial Sales Environment By Desiree Grace Gap analysis is a strategic tool used by salespeople to identify potential areas of growth and opportunity within a specific market or customer base, essentially, the “gaps” in your coverage. In industrial sales, where competition is fierce and product offerings are often highly specialized, leveraging gap analysis can offer a significant advantage. This article provides a practical overview of gap analysis and how it can be applied by sales professionals in the industrial sector. What is Gap Analysis? Gap analysis involves examining current market conditions, customer needs, and existing product offerings to uncover "white spaces" or areas where new opportunities may exist. These gaps could include unmet customer needs, underdeveloped product lines, or untapped market segments. By identifying these gaps, salespeople can develop targeted strate...

Grace Under Pressure: The Power of Decency in Leadership By Desiree Grace We’ve lost some great leaders in the electrical industry lately, people of real accomplishment and longevity. But what has me reflecting most is not just what they achieved, but how they did it. What stands out most is their decency . Leadership and decency are not mutually exclusive. You can be both a great leader and a decent human being. One of these leaders took the reins of a company after the founder retired. He grew the business, expanded into new sectors and geographies, and had a profound impact on the industry, the customers, the employees, and the communities where the business operated. He also had a personal impact. He was, as you would expect, highly intelligent. But more than that, he was polite, professional, and decent, with a dry sense of humor. Even in hard times, like during layoffs and pay cuts, he conducted himself with grace and a clear moral compass. Another leader comes to mind—a...

Make Your LinkedIn Profile Work as Hard as You Do By Frank Hurtte Let’s talk LinkedIn. It's your digital elevator pitch, online handshake, and social proof. If you're in sales, leadership, or any role where people do business with you , not just your company, then your LinkedIn profile is your online handshake. First impressions matter. If your profile looks like a ghost town or a resume from 2004, it might be time for a tune-up. Here are a few practical, real-world tips to help your profile rise above the noise: 1. Use a Real Photo—A Good One No selfies. No sunglasses. No vacation shots cropped from a wedding. Invest in a professional headshot or at least a photo where you’re well-lit, smiling, and look like someone a customer would want to talk to. If headshots aren’t in your budget, take a photo against a plain background and use a program or app to improve it. Reality Check: Listen, we KNOW you looked great at your frat brother’s wedding, but save those photos...

Frequent Flyers, Forgotten Value: A Pricing Wake-Up Call By Desiree Grace and Frank Hurtte Customer Lifetime Value (CLV) is marketing-speak for the value of capturing a customer early in their buying journey and keeping that customer for life. Statistics show that it takes 5-7 times MORE money to acquire a new customer than to keep an existing customer. Treating your best customers better is key to customer retention and reducing customer churn. This should be a company-wide effort. Pricing strategy and execution should align with that strategy, and while typically part of Finance, they should not be excluded from company-wide coordination. Let’s review a real-world example from the airline industry. Recently, I had the experience of booking a three-legged journey with United. Due to a colleague changing schedules, I had to cancel one of the legs. As a Premier 1k and Global Services customer, I expected some sort of refund for the cancelled journey, since I was essentially buying ...

Leadership Qualities: Keep Calm and Carry  Lead On. By Desiree Grace   “Control your emotions and actions,” said Chad Williams, a former Navy SEAL, while discussing the importance of self-control in leadership. I couldn't agree more. A leader sets the tone for their team, whether they choose to fight, flee, freeze, or, even worse, panic. There is tremendous value in emotional self-discipline and keeping calm, even in the most challenging circumstances. It’s not easy, but it is achievable. We’ve all seen this popular poster, created in 1939, to keep the British people motivated when under threat of air attacks. The situations we face are not quite as dire, but the point remains. Let’s talk about three ways you can keep calm and demonstrate self-control when dealing with challenging work situations. Imagine an important customer is involved in a tense negotiation, and the situation escalates, raises his voice, pounds his fist on the conference room table, and makes derog...