Here's a summary of an article Michael Smith recently published on WorldOfDirectSelling.com. Read the entire article here → Throughout my years, I've found invaluable lessons in one field often illuminate practices in another. My time in martial arts taught me the power of basics, a principle I've carried over into setting up a client services department. Let me guide you through my perspective on why setting expectations is the linchpin to providing excellent service. The Most … [Read more...]
We’re Still Partying Like It’s 1999
Here's a summary of an article Brett Duncan recently published on WorldOfDirectSelling.com. Read the entire article here → I love Prince – not the royals across the pond, but the musical genius who gave us “When Doves Cry” and countless other hits. From a tender age of seven, his music struck a chord with me, and it’s been a lifelong affair. Among the myriad concerts I’ve attended, Prince’s performances are unrivaled, sitting proudly in my top five experiences. But why bring up Prince, … [Read more...]
The Fundamental Unit of Success in Direct Selling
Here's a summary of an article Brett Duncan recently published on WorldOfDirectSelling.com. Read the entire article here → The ever-persistent question that dances through my mind and discussions, both in grand auditoriums filled with the eager faces of field leaders and the more intimate confines of boardrooms adorned with pensive execs: "What is the fundamental unit of success in direct selling?" It's a query I toss into the air every chance I get, hoping to catch reflections, insights, … [Read more...]
The Easiest Thing to Sell
Here's a summary of an article Brett Duncan recently published on WorldOfDirectSelling.com. Read the entire article here → Oh, the thrill of the sale! Have you ever thought about what truly makes selling a breeze? Here’s a nugget of wisdom I stumbled upon: The simplest thing to sell is something someone already wants to buy. Mind-blowing, right? Let’s dive into a little confession of mine. Often, I've seen sales as a bit of an art of persuasion rather than a straightforward offer. You … [Read more...]
Planning for Growth in Direct Selling: Embracing One-Year Strategies for Success
The journey of strategic corporate planning, especially when setting one, five, or ten-year targets, isn't a roll of the dice. It demands deliberate action and meticulous planning. The difference is clear between companies that carefully design and follow through with their plans and those that drift without direction. Successful organizations operate like a well-coordinated rowing team, each member in sync, propelling the boat forward with defined objectives. This article summarizes a more … [Read more...]
Navigating the 2024 Shipping Rate Increases
As we navigate through the reality of the 2024 shipping rate increases, I reflect on the continuous challenge these adjustments present to businesses. With my 27 years of experience in the transportation/logistics industry, I've witnessed the significant impact that shipping costs can have on a company's financial health. I'm here to share firsthand insights and strategies to help you manage these changes effectively. Here's a summary of a more in-depth article that was recently published at … [Read more...]
Brand Spotlight: Immunotec, MyTravelVentures & Trulu
From helping with branding to carrying the torch for special projects, transitions, and launches, helping our companies standout is our passion. Marketing an Incentive Trip of a Lifetime. If there’s one thing we all know about direct sales companies, it’s that they give new meaning to the phrase "Go Big or Go Home." And, nothing rings truer than when it comes to revealing an incentive trip’s destination at an annual event. Case in point: Immunotec With 60,000 … [Read more...]
New Numbers for a New Year
It's 2024, and let me tell you, we're swimming in an ocean of data and AI advancements. As someone who likes to keep things simple and actionable, I'm both awed and a bit overwhelmed by it all. What's crucial, I've found, is to cut through the clutter and focus on the metrics that really matter. It's easy to get lost in data, but why complicate things when you can streamline your focus? So, let's dive into what I believe are the key numbers to watch in 2024 for anyone in the direct … [Read more...]
Introducing 3 New Experts to Our Team
Direct Selling Execs, we've added some firepower to help companies where they need it most. We're delighted to share some thrilling news with you. Based on the feedback of our clients and colleagues, we saw a great opportunity to provide more of what modern direct selling companies are looking for. Modern direct selling is anything but easy, and we're all pioneers right now. We've engaged three new team members with a wealth of knowledge on what success in the field and at the office looks like … [Read more...]
The Golden Rule of International Expansion
I have been fortunate, actually blessed, over my career to see the world up close and personal. My career has taken me to 40+ countries across Asia-Pacific, Europe, and Latin America, 4+ million flight miles, and lots of learning the hard way! It all started in 1996 immediately after graduating from Northwestern, Kellogg School of Management. My executive sponsor at The Coca-Cola Company called and said it was time to repay the Company for that pricey MBA! Then he said we were moving to Hong … [Read more...]
Simple SEO Steps to Protect Your Online Reputation in 2023
Over the last few years, there’s been a lot of talk around owned media, earned media and paid media. Paid media is associated with all types of advertising. Earned media is exposure to your company and its products through word-of-mouth methods, like reviews, shares, reposts, recommendations and other references in third-party content. Owned media is the content you directly have control over, like websites, social media profiles, public relations, podcasts and other forms of content produced … [Read more...]
Turning Customer Acquisition Into Customer Repetition
Breaking Down the Fundamentals of a Customer Rewards Program Without a doubt, what I have been asked to help companies with the most over the last three years is in helping them create and launch a Customer Rewards Program. These programs are called all kinds of different things (e.g. Loyalty Programs, Referral Programs, Preferred Customer Programs, Points Programs, etc.), but the core interest is in finding ways for the corporate team to engage Customers more in a way that leads to more orders … [Read more...]
It’s Time to Do a New Thing
I wasn’t really sure what I wanted to write about this month. Not that I didn’t have ideas. I have lots of ideas. Tons of ‘em. Too many, in fact. I mean, when you mix the “resolution-centric, hope-springs-eternal, goal-setting” spirit of the New Year with the “What-the-$#@&-is-going-on-around-here?!!” mindset of most direct selling execs these days, the stakes for picking the right article topic seem high. I struggled with going uber-specific and tactical vs. staying philosophical and … [Read more...]
How To Start Thinking Differently About Compensation Plans
There’s something that’s becoming quite evident in direct selling right now: Yesterday’s compensation plan design best practices don’t pack the punch that they used to. And no wonder: It’s a completely different world now. And yet, so many direct selling companies are choosing to “tweak” their plans, adding some flashy trends on top of an otherwise outdated foundation. I get the hesitancy. Changing compensation plans is not for the faint of heart (or the weak of mind). It’s scary to move into … [Read more...]
15 Principles for Developing Your Independent Salesforce
I was recently asked to share tips and training to new and young direct selling companies on how to build up and develop your salesforce. And the training was to be no more than 20 minutes long! I’m all for a good challenge, but to cover what seems to be the lifeblood of success in our channel in a mere 20 minutes, when probably 20 days still wouldn’t quite do it justice, seemed a tad daunting. In fairness, the point of the program was to provide quick input on the basics of all areas of direct … [Read more...]
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