Author: GAWDA MEDIA

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With suggested tools that will make the biggest impact by Thomas J. Armitage, site-seeker, inc. With COVID behind us, it’s time to re-focus on our pre-pandemic priorities. For most of us, that’s back to the old grind: finding ways to generate more sales and more revenue for our companies. The past 18 months were tough on many companies. Sales and marketing is the best place to start when looking to make the most significant impact on your bottom line. Here are five areas to focus on to generate more sales this year. Local Optimization Featured Tool: Yext For local companies…

By Mike Emerson, Indian River Consulting Group For salespeople, the top predictor of income should be performance, not tenure. But, all too often, it’s the other way around. The truth is traditional sales compensation plans that are tied to territory and tenure no longer work. If you haven’t already updated your sales compensation plan to meet pandemic-induced changes in how sales teams interact with customers, it’s time to act. As we examine in NAW’s What’s Your Plan? Smart Salesforce Compensation in Wholesale Distribution, the key is to make sure your updated sales compensation plan is the right one. The role of…

by Randy MacLean, President of WayPoint Analytics In this article, I’ll share the most effective analytics used by companies to actually control their results. If you have financial or performance responsibility, you’ll likely be using the new measures that follow to get control of your results. Managers at or near the top of every company have certainly experienced failures in attempts to control the financial measures that please the owners and stakeholders. Traditional financial metrics (like ROI, GMROI, EBITDA, inventory and receivables turns) seem to have a pernicious immunity to our intentions and actions. The reason for this is that…

Sales Pipeline Forecasting Fact or Fiction? By Jay Spielvogel, Venator Sales Group, LLC “I believe I have a 50/50 shot of getting an order.” “They loved our pricing; I’d give this a 75% chance of closing at this point.” “My contact is reviewing our quote internally; I’d say we have a 90% chance of closing this one.” Sound familiar? How often do you hear these optimistic statements from your sales team, and then find yourself asking, “Whatever happened to all of the other deals that you forecasted at 90% chance of closure?” Only to hear the typical responses: “They are…

As part of its continued push to help GAWDA members get the most out of their membership dues in the association and stay on the front lines of emerging industry trends and hot-button issues, GAWDA has several volunteer committees devoted to specific areas of the industry. The volunteer committees include: Government Affairs, Human Resources, Industry Partnering, Insurance Trustees, Leadership Development, Member Services, Safety, Women of Gases and Welding, and Young Professionals. This new feature in Welding & Gases Today will update readers on the latest news and events from each committee. We thank all the committee chairs for their help…

Ask Your Board is a new feature that will run in the 2nd, 3rd, and 4th Quarter issues of Welding & Gases Today. The purpose of Ask Your Board is to ask common business questions that all GAWDA members might be dealing with and to see how GAWDA’s Board of Directors are dealing with these issues within their own companies. To submit a question for GAWDA’s Board Members to consider, please email [email protected] THE QUESTION How has your communication, both internal and external, evolved over the past year? Are there any changes that were made that you anticipate continuing long-term?…

GAWDA’s consultants discuss how to prepare for an audit as well as other recent trends in the gases and welding industry By Tom Badstubner, Marilyn Dempsey, Michael Dodd, Rick Schweitzer and Steve Guglielmo The GAWDA Consultant Program is a GAWDA member benefit that is included as part of your member dues to the association. It is consistently rated as one of the most valuable member benefits that GAWDA provides. Between the four of them, GAWDA’s consultants bring more than 150 years of industry-specific experience to the association. For this issue, we spoke with the consultants about a variety of topics,…