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From: Frank Hurtte []
Sent: Thursday, February 19, 2009 12:57 PM
Subject: SPAM-LOW: News from River Heights Consulting
River Heights Consulting Newsletter
The River Heights View
January 2009
Dear Frank,
I missed Dick Clark's Rocking New Years Eve 2009.  While traveling on January 26th, I completely "spaced-out" the Chinese Year of the Ox Parade.  In Vietnam, they blocked off three full days (January 26th -29th) to commemorate the Tet Year of the Water Buffalo - I got busy and forgot to celebrate.  Fortunately for me, the Mayan's of Southern Mexico have a New Year which begins just about noon on July 13th shortly after the sun clears the big pyramid in the ancient city of Chicken Itza.
So let me be the first to wish you "Happy New Year" (Mayan Style). 
On a related note, the Mayan Calendar ends abruptly on December 21, 2012. 
In This Issue
Holy Cripes; I'm the Sales Manager
The Specialist's Marketing Primer
Chanaging Perception of Value
Article Headline
Sales Leadership
The Distributor Specialist
Holy Cripes; I'm the New Sales Manager - And there's a Recession
Where is Profit?Is it a dream?  Is it a nightmare?  Suddenly, you find yourself responsible for setting direction.  It's the "Charge of the Light Brigade", the last ride on the Titanic and March 6th at the Alamo - all rolled into one.  Feel lonely?  Lost?  Need somebody to talk to?  Whether you are a new sales manager or a battle scarred veteran, you need to read this article.
Read the article put on the 100% List
The Specialist's Marketing Primer
reading primer 
Extraordinary times call for extraordinary behaviors.  Distributors are adding extra oomph to their sales arsenal by building powerful marketing departments.  The problem is marketing is spending their time pushing commodity products.  In this article for The Electrical Distributor Magazine, we explain how a Specialist can harness this new powerful tool.
Changing Perception of Value
Wall StreetMuch has changed in the past couple of weeks.  Wall Street, the DOW, company stock values and a whole lot more changed dramatically.  Now the question of the hour, have you changed the way your company presents it value?  
Your customers view life differently.  Is your sales team talking about the right things? 

read here
Loyalty Distribution?
Lassie and Loyalty 
Remember those "dopey" dog/pet
  movies of the past?  Lassie, Rin Tin Tin, Old Yellow, My Friend Flicka,  Flipper, and today's Free Willie all have the same theme - Loyalty.  The question of the day is this: Is there a small dogfood bowl of loyalty left on the planet?
Canadian Purchasing Guru, Malcolm Mills and I tackle this question and a whole lot more.  read here
Introducing- The Sales Leadership Program
New information studies say a sales call costs over 400 bucks a pop.  And that probably doesn't include the new prices of fuel to get there.  Does it make sense to get the maximum benefit from these calls? 
Earlier this week I spent time with a group of new sales people from a major distributor.  Together, we guessed the average guy spends between 14-18 % of his time with customers in selling applications.  The rest of the salesperson's day is spent building the skills needed to support the small fraction used for actual selling activity.  Here is a short list of skills required:
     People Skills
     Relationship Building
     Territory Management
     Leveraging the Team
     Managing Critical Information
     Time Management
     Attitude Management
Wouldn't it make sense to maximize each of these skills?  But, how?  Experts believe the best way to drive skills involves repetition and reinforcement.  Leadership develops as we reinforce the details and pushing the envelope with training.   The River Heights Sales Leadership Program enables your team!
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
Now on YouTube
Now less than the price of a business lunch
Frank Hurtte's
TeleSales Prospecting
The E-Book
Prospecting is the Achilles Heal 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. 
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Distributor Training
Specialist Strategies
Sales Training
Measure Your Value
Telesales Prospecting
Executive Coaching
Strategic Planning
"Let's Target Some Accounts"
"The Lucky 13 of Customer Service"

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".


Let us explain the process to you. 

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