Monthly Archives: June 2012

PCBC2012 Day 2 – Connecting with Customers

  Keynote address – Gary Vaynerchuk Thurs. morning's Keynote speaker, Gary Vaynerchuk founded a multi-million dollar wine business on line and lived to tell about it. Not only did he live to tell about it, but he's written two how … Continue reading

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Day 1 at the PCBC

Nice way to start the day. Upgrade to First Class. Thanks US Airways! Arrive at SF Airport. Off to the big city – check in at hotel, and off to the Moscone Center for #PCBCshow (twitter hashtag). First impressions. The … Continue reading

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A brief introduction to PCBC

PCBC = Pacific Coast Builders Conference Who attends? PCBC is a gathering of America’s most prominent residential builders, developers, architects, building scientists, lenders, investors, marketers and product manufacturers. “Connections are the soul of PCBC.” PCBC has always been, ultimately, about … Continue reading

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Don’t sell your hair to a wig shop. Follow my blog on the PCBC.

When you quit going to the PCBC trade show and miss San Francisco you get depressed and watch too much TV. When you get depressed you attend seminars. When you attend seminars you feel like a winner. When you feel … Continue reading

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Home Depot 4th of July savings on Korean Appliances

Home Depot is advertising Red White & Blue Savings on appliances in Thursday’s insert in the paper. You might think that this is an Independence Day ad, but the top 4 items on the front page of the ad are … Continue reading

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Sales training success is linked to learning activities

In the two previous blogs we’ve argued that lecture based PKs or training sessions are not effective, and that good training sessions begin with having specific performance objectives. Simply telling sales associates about the features and benefits of your product, … Continue reading

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First step to a successful PK or sales training session.

It all begins with the PK objective. Ask yourself this question: What is it that I would like to have happen as a result of this meeting? You’ll probably come up with an answer like, “I want them to know … Continue reading

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Making PKs and other sales training sessions work.

The initials P.K. stand for product knowledge. Just like the student in Gary Larson’s famous comic, the sales associates attending most PKs already have brains full of more information than they can possibly keep track of. They’re barraged by emails … Continue reading

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The KBIS debate – should it be censored?

Last month, I posted a blog on this site Is KBIS Dead? and replied to my own question, “The show itself is far from dead.” However, I went on to point out the abysmal participation from major appliance manufacturers, and … Continue reading

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Why JCPenney’s new business strategy is failing

JCPenney recently announced a bold new everyday low pricing strategy, greatly reducing the number of sales events and specials in its stores. They heavily promoted their new approach as a more rational business model and a better deal for the … Continue reading

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