Browsing: smcprev26

BY ROBERT GERRY AND STEVE GUGLIELMO When sales aren’t growing, the first instinct is usually to look at the sales team. Are they making enough calls? Bringing in new business? Doing what they’re supposed to be doing? It’s a logical place to start. It’s also where a lot of companies get stuck, because in many cases, the issue isn’t the salesperson. It’s everything around them. That’s the starting point for Robert Gerry’s session at this year’s Spring Management Conference in Oklahoma City, “The Independent Edge: How to Punch Above Your PSI and Accelerate Sales Growth.” In his view, sales…

By Manley Feinberg Lately, I’ve been getting a lot of questions about this idea of Exponential Commitment. People want to know what it means, how to build it, and how to help their teams live it every day. Whether you’re trying to lead your organization, grow your business, stay consistent in your personal goals, or simply show up as a better human being, your ability to fully commit, 100% all-in, is a game-changer. After decades of working with leaders and teams from mountain expeditions to executive boardrooms around the world and spending more than a little time hanging off the side of…

BY MICHAELA FALCONER AND STEVE GUGLIELMO For a lot of distributors, the toughest part of the job right now isn’t operations, inventory, or even sales. It’s people. More specifically, it’s the conversations. The quick feedback discussion that doesn’t land the way you expected. The employee who seems disengaged, but you’re not quite sure how to address it. The difference in expectations between two employees that turns a simple situation into something more complicated. Those moments are happening every day. And for many managers, they’re the ones that take the most time and energy. “We have more access to information and…

BY STEVE GUGLIELMO AND BRAD DAVIS In 2023, Brad Davis experienced the kind of safety incident most companies never want to imagine. What could have been catastrophic instead became a turning point. Not just for his team, but for how that team approaches safety, leadership, and accountability. At this year’s Spring Management Conference, Davis will walk attendees through that experience, what went wrong, what changed, and why relying on experience alone is not enough. It’s a candid, and at times uncomfortable, look at the reality of working in an industry where the stakes are high and the margin for error…

BY TERRY SCANLAN AND LUKE MARTIN, GAWDA’S INDUSTRY PARTNERING COMMITTEE CO-CHAIRS In the high-stakes arena of the GAWDA Spring Management Conference in Oklahoma City, competition for attention is fierce. With more than 100 supplier booths representing every niche—from industrial gases and cutting-edge welding rigs to the latest in safety gear—the Contact Booth Program is more than just a floor plan; it is a tactical battleground for distributor mindshare. As we enter the third year of the “Best in Show” contest, the stakes have evolved. This isn’t just about who has the flashiest backdrop; it’s a rigorous evaluation of how a brand translates its value…

By Anese Cavanaugh This article was originally published at activechoices.com/intentional-leadership-iep  Have you ever walked out of a meeting, a sales call, or a difficult conversation and thought — I did everything right, so why didn’t it land? You had the framework. You had the script. You had the training. And yet… something was off. Here’s what I’ve watched happen over and over again with leaders, teams, and organizations: the skills aren’t the problem. The energy and intention underneath those skills is. That’s the whole premise of the IEP Method® and Intentional Energetic Presence®. And once you see it, you genuinely cannot unsee it. WHAT…

BY GENE MARKS This column originally appeared in Forbes Ask any owner of a small or midsized company about AI and they’ll tell you they’re “interested.” But are they really using it? No, not yet. There’s still a lot of distrust and doubt about AI’s capabilities, reliability and security. In the meantime, most larger corporations have brushed those concerns aside and have spent hundreds of millions of dollars developing their own AI applications, most without success. All the experts tell us that AI will change everything in our lives and in our businesses. But it’s still early days. However, if you’re…

I was talking with a business owner recently who told me he wasn’t too concerned about planning for the future. He said, “If I die, they’ll figure it out.” I stopped him right there. I said, “If you die? I didn’t know we had a choice in that.” It got a laugh, but the point is serious. Transition is not something you can put off and deal with later. Death comes for us all, whether you plan for it or not. I’ve written before about the stages most family businesses go through, and how important it is to recognize where…