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Getting new sales people off the ground

“Know that it takes a year to get someone started in sales without a pipeline. We can’t afford to take that much of a hit on getting a sales person starting up from scratch. Could pay more for the sales person the first year than what they can bring in, if they don’t come in…
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Drawing the Line on Free Service

“Doing a lot of free service repairs for customers who break things. Some of it is in warranty and some not but we do it for free anyway to protect our reputation for providing a superior product. Our total service costs are going up each year and it feels like it’s getting out of hand.…
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Effective sales meetings must generate results

“Had the sales meeting, great ideas, then . . . maybe not so much in terms of real measurable results. Accountability is important. Think our sales meetings may be too big picture. Having a discussion about where we’re going is valid, but our immediate need is to answer the question: “Where’s the fruit?”” Thoughts of…
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Growth by acquisition

“We’re trying to do an acquisition, but as we get into the opportunity there’s one surprise after another. Seems like it’s always something else, and not necessarily good. Should we keep on pursuing this deal? Is there any such thing as a good acquisition?” Thoughts of the Day: Growth by acquisition can be a good…
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Recruitment Hand Zoom Magnifying Glass Picking Business Person

Finding, hiring and keeping good people

Recruiting results are not good enough. We’re growing, and because we can’t get enough of the right people fast enough, we struggled during our busy season. Nothing that our clients saw, but we lived with the stress. And we plan on continuing to grow. We have to figure out how to ramp up efforts to…
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