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CRM Radio

6
Sep

Without a Sales Process, Success is Defined by Luck.

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In this episode, we cover:

  1. What business are you in?
  2. Do you have a business at all?

“A business,” Our guest Michael Alexander says, “Is being able to do the same thing, the same way over again on time and on quality and on budget and most importantly on purpose.”

“Anything else, Alexander says, “It is exercise in chance that can best be compared to a lottery.” 

During the interview, he says:  A business needs to most importantly document it’s sales process.  “Just because you are winning and succeeding,” Alexander says,  “Doesn’t mean you have a business.” 

In this interview with SLMA Board Member Michael Alexander of the Private Trustees Management Group, Alexander said, "If you can’t describe your company’s sales process you don’t have a business you have a lottery!"  Alexander reminded us that companies should review the marketing and sales process to the same degree as they review and improve manufacturing. “Everyone does a high five,” he says, “When manufacturing improves its efficiency by a point or two and yet marketing and sales run fast and loose with few serious measurements in place.”   

Lest you think this interview is for small companies trying to survive, think again.  Large companies make the same mistakes he outlines in this interview.

OUR GUEST: MICHAEL T. ALEXANDER, J. D.  Managing Principal

Michael is responsible for overall management of the firm as well as Client Relations. He brings to the firm a deep understanding of fiduciary law and practice as well as thirty-five years of legal, financial and business experience. He is a graduate of University of Southern California Law School and served in the United States Marine Corps. Private Trustees Management Group

Sponsor for this show:

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Goldmine CRM

Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.

 

27
Mar

Are you running a business or a Lottery?

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Without a Sales Process Your  Business is a Lottery

In a discussion with SLMA Board Member Michael Alexander of the Private Trustees Management Group, he said, "If you can’t describe your company’s sales process you don’t have a business you have a lottery!"  Alexander reminded me that companies should review the marketing and sales process to the same degree as they review and improve manufacturing. “Everyone does a high five,” he says, “When manufacturing improves its efficiency by a point or two and yet marketing and sales run fast and loose with few serious measurements in place.”   The host is Jim Obermayer

OUR GUEST: MICHAEL T. ALEXANDER, J. D.  Managing Principal

Michael is responsible for overall management of the firm as well as Client Relations. He brings to the firm a deep understanding of fiduciary law and practice as well as thirty-five years of legal, financial and business experience. He is a graduate of University of Southern California Law School and served in the United States Marine Corps. He resides in Pasadena and is involved in a wide range of professional, community and cultural activities. He is a member of the ESOP Association, the Center for Employee Ownership, Pasadena Breakfast Forum, the Twilight Club and a number of other community organizations.

Private Trustees Management Group

PRIVATE FIDUCIARY SERVICES

Successful fiduciary management requires a deep understanding of the larger financial, fiduciary and professional context in which the client’s affairs are being conducted. It also requires close coordination and cooperation among all the professionals to ensure that the client’s best interests are served. Our deep familiarity with our clients’ financial affairs uniquely positions us to take the initiative in identifying, communicating, coordinating and collaborating with other trusted advisors.

Sponsor for this show:

GoldMine CRM

Goldmine CRM
Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.