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River Heights Consulting Newsletter
The River Heights View
March 2009

Dear Frank,
 
The recession has us all thinking.  New business philosophies are springing up in strange places.  Last week I heard one from sales effectiveness expert Carol Blaha.   
 
"Have you seen the TV Reality Show Survivor?  I don't want to be just a survivor.  They eat bugs, beg for rice and are forced to do dumb tricks for a hot shower.  Do you really want to be a survivor?  I want to thrive!"
 
What's in your plans?
In This Issue
Specialists and Sales Managers Steering around the rocks in a Recession
The things I like about a Recession
What to do when customers quit buying in a Recession
The Distributor Specialist
Specialists and Sales Managers Steering around the rocks in a Recession
ocean rockIn times of calm the ship will sail itself, but in stormy weather, constant adjustments to the course are necessary. Read 7 steps you can do to help your business get back on track.

Don't let a turbulent recession toss your business around.
read here
The things I like about a Recession
recession drive changeWith a recession comes change and with all change comes opportunity. Rather then dwell on economic downturns use this occasion to reconstruct your company.



By transforming your business today you can take full advantage of the Recession.

read here
What to do when customers quit buying in a Recession
empty shopping cartRather then simply allowing customers to leave 'due to the recession' use an active approach to confront this problem. Ensure the customer knows how valuable you are and stop them from leaving.

With tough times come even harder decisions. When dealing with customers make sure your company is making the right ones.
read here

We at River Heights Consulting are dedicated to helping our clients make better decisions.  We believe it's not enough to talk about what needs to be done, we talk about how to get started.
 
Send us an email to ask how you can be a sales leader. 
 

Frank Hurtte
River Heights Consulting
The 1st Book 
benchmarking  the
Distributor Specialist 
Frank Hurtte - Founder

The Distributor Specialist:

Customer Champion,Profit Generator

---- 
The first book to focus entirely on this unique role within a wholesale distribution company, The Distributor Specialist takes you on a journey to look at the business results that specialists can help you achieve, potential pitfalls of specialist utilization, and ways to build from scratch or strengthen your specialist team. This book is a training manual, a benchmarking resource, and a formal process for improvement for the specialist. Wholesale distribution executives, managers, and specialists alike should read this book. Relevant case studies straight from the trenches pepper each chapter to show you not only what needs to be done, but how to get started.
 
Learn More
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Frank Hurtte's
 
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The E-Book
 
Prospecting is the Achilles Heel of many sales organizations.  The sales guys don't like it and, in many instances, they really aren't that good at it.  Telesales prospecting allows you to turn an entry level inside side sales person into your secret weapon.
 
This work in its e-book format allows you to quickly and easily plug some of the principles into your organization.
 
For less than the cost of a business lunch, you can cure your prospecting ails. 
 
Now on YouTube
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 (563) 514-1104
-what we do-

 

Distributor Training
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Measure Your Value
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Plus
"Let's Target Some Accounts"
&
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Executive
Coach?
 

Years of coaching relationships taught me four very important things:

Ø      Those with a formal coach relationship developed key skills faster than their counterparts.

Ø      Once up to speed on their job, they produced greater monetary results (more sales, bigger bottom lines, more marketshare).

Ø      Leaders who went through a coaching process are more likely to become coaches within their own environment and perpetuate the process.

Ø      Even after reaching high level executive positions, these folks still occasionally come back for "an outside perspective".

 

Call now and schedule an appointment.

(563) 514-1104

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