Dave Donelson’s world-roving career as a management consultant and journalist has led to writing and photography assignments for dozens of national publications. The Dynamic Manager's Guide series is based on his work with hundreds of business owners and managers as well as his own experiences as a successful entrepreneur. He is also the author of Creative Selling: Boost Your B2B Sales and two novels, Heart Of Diamonds and Hunting Elf.
Tongue firmly in cheek, Dave Donelson tells some of the strangest stories in golf. Like the grudge match at Pebble Beach between Superman and Batman. Meet the golf pro who sold his soul to the devil and the werewolf who makes a run at the Grand Slam. You’ll laugh, you’ll cry, you might even throw up your dinner but Weird Golf will make you think twice about teeing it up at twilight.
Successfully managing a business takes knowledge, skills, and guts. The best managers constantly study finances, marketing, employee motivation, merchandising, and much more. Practical Management is based on interviews with retailers, manufacturers, service providers, wholesalers, restaurateurs, and others. Their stories of success—and failure—contain lessons for managers in every industry.
The only thing better than learning from your own mistakes is learning from the mistakes of others. In this handbook, dozens of small business owners and managers share their experiences with customers, employees, competitors, vendors, and even government regulators. They also brainstorm about ways to improve their companies. Their stories will help you become a better manager.
Dilemmas and dramas are inherent in family businesses. Managing a company with family members as part of the workforce creates endless conflict while separating family demands from company needs can be nearly impossible. This handbook uses ten case studies to examine issues from hiring family members to planning for transition of ownership to the next generation.
Good managers step back to get a wider view of their company from time to time. They make sure it responds to the market and stays on the path to maximum profits. To make the hard decisions that lead to success, the small business manager needs a variety of skills, knowledge of his or her industry, and a strong grasp of business strategy.
Running a successful business is all about the money—where to find it, how to manage it, how to make and keep more of it. Sound company finances don’t just happen, you have to plan for them. This handbook simplifies financial planning, shows how to find cash for your business, and explains how to manage your money through good times and bad.
Whether you’re an exhibitor or a visitor, trade shows can help build your business. You can meet new customers and suppliers, scope out the competition, catch up on industry trends and gossip, and even make a splash in the media. But there’s more to it than buying an ticket to the expo. This handbook will show you how to maximize the return on your trade show dollar.
People can make or break your business, so helping them achieve your goals is key to your company’s success. This handbook covers the entire process from orienting new employees to training, promoting, and even terminations. Motivation in many forms and dealing with problem employees receive special attention. Case studies and advice comes from small business managers in many fields.
Hiring decisions may be the most important ones a manager makes. Whether adding a salesperson or replacing a clerk, you need to attract qualified candidates, sift through them to choose the best, and hire the individual who will become an asset to the company. While the basic goal of strategic hiring is the same for every business, particular industries often use different tactics to achieve it.
How sales people manage their time directly determines how successful they will be. Simply making more calls isn’t the only goal of time management. Prospect potential and quality of sales presentations are just as important. This system of setting priorities and managing time to meet them will produce more sales success.
Good customers are hard to find, but they are easy to lose. Keeping your current customers happy may be the most important marketing strategy for any small business owner. From small things like your telephone greeting to large ones like how you handle complaints, everything you and your staff does affects your customer relationships.
Retail selling should be an active process. Salespeople in stores don’t have to wait for the customer to buy something—they can increase sales and earn bigger commissions with some simple creative selling techniques. The result? The customer buys more items more frequently. The retail store environment makes a difference, too.
Many obstacles get in the way of closing a sale, but customer objections are the most prevalent. Whether dealing with ever-present price objections or the infuriating “maybe” obstacle, good sellers don’t try to win the argument, they work to win the sale. If you use a jujitsu approach—using the objection’s own weight and momentum to further your goals—you’ll close more sales.
Closing the sale is the most misunderstood of all the selling skills. It’s also probably the most over-rated. But there’s no mystery involved. Just make the goal of every sales call to leave a happy customer behind. If you concentrate on sound communication and long-term relationships, you’ll find it easy to ask for the order.
Making cold calls in this day of technology-protected, work-over-loaded executives isn’t easy. But you CAN navigate voice mail systems, bypass spam filters, dodge screeners, and connect with your prospects. This book shows you dozens of legitimate ways to make appointments and increase your sales.
You don’t need big advertising budgets to create awareness for your company. Solid public relations techniques, promotions that attract media attention, even self-managed speaking tours and sports team sponsorships can generate attention, convey your message, and put you at the top of the customer’s mind.
How do you compete with volume purchasing, minimum-wage labor, and massive advertising budgets? By giving your customers what they really want—personal service, attention to their needs, and a relationship they can trust. Practical case studies show how companies just like yours beat the big box retailer.
The marketing potential of the Internet is limited only by your imagination. From a simple website to viral messages that spread the good word about your company to millions of interested, involved prospects worldwide, you can grow your business with a constantly evolving and increasingly exciting array of online tools.
Effective, results-producing small business advertising isn’t impossible, it’s just hard. It’s hard to make good ads, it’s hard to buy efficient media, it’s hard to judge results. But it’s not impossible. All you need to do is know your customer, get their attention, sell them a benefit, leave a reminder, and spend your money wisely.
Successful companies give their customers lots of reasons to come back again and again. You can create more satisfied customers using the dozens of techniques in this handbook. From the first impression you make to the multitude of reasons you give them to come back again, this handbook will help you build solid, lasting customer relationships.
One of the great myths of selling is that you must make a series of calls on a prospect to determine their needs before you can make a proposal. This is generally time-wasting nonsense based on a misunderstanding of consultive selling. Why wait? You’ll speed up the prospect’s decision-making process if you present an actionable proposal on the very first call. Here's how to do it.
Twelve-year-old boys who play in an alley—-with a ten-year-old girl. A curly-tailed puppy whose eyes are curiously knowing. An upstanding Ugandan villager who weighs the rewards—-and consequences-—of a family business decision. Each seems as innocent as a newborn kitten that might give you a lick--and a nasty little lymph node infection.
Fifteen short stories plus excerpts from two novels.
Creative Selling works in good economies and bad, whether you’re selling widgets or financial services, roaming a nationwide territory or confined to a retail store. Learn the basic principles and hone your advanced selling skills in this combination edition of the DM Guide To Sales Techniques and the DM Guide To More Sales.
There’s a lot more to a successful sales career than pitching your product and closing the sale. You have to find and qualify prospects, make your way through a maze of decision makers, service existing accounts, upsell your current customers, and sometimes even deal with unhappy buyers. Whether you sell retail or B2B, The Dynamic Manager’s Guide To More Sales will help you grow your business.
Selling is a creative act when you do it Dave Donelson’s way. Build new demand for your products, find new customers, and develop stronger relationships with your existing clients when you practice Creative Selling. Learn all the basic techniques of sales like sure-fire ways to make cold call appointments, deliver dynamic presentations, fight price objections, and close sales with confidence.
Grow your business with good marketing, advertising, and sales promotions. Hundreds of entrepreneurs and small business managers just like you tell how they learned to identify their best prospects, define their needs, and design marketing and ad campaigns that make the cash register ring.
Need a sales promotion? The Dynamic Manager offers 23 ad campaigns tested by businesses just like yours. Each idea includes step-by-step instructions as well as helpful do's and don'ts--including how to get others to pay for them! Use these ideas as is, adapt them to fit your business, or present them for staff brainstorming. They'll pump up sales today and build your customer base long term.
A puppy for Christmas! What could be better? Dan McCoy and his capable wife June find out when Santa gives them a frolicsome hairball named Elf, a Silky Terrier on the Christmas wish list of nefarious dognappers who want to steal him in a murderous scheme to win "Best in Show" at Westminster. Elf foils the plot when he brings Macy's Parade to a tumultuous halt in a comedic Christmas adventure.
To grow your business, add People to Product, Price, Place, and Promotion, the classic elements of marketing. Dave Donelson will show you how to attract their attention, persuade them to buy, and ensure their satisfaction with people skills--the heart of successful marketing. Learn what makes your customers tick, why they buy from you or your competitors, and how to make them customers for life.
Effective small business advertising is hard. It’s hard to make good ads, to buy efficient media, to achieve results. But it’s not impossible. Dave Donelson shows you how in The Dynamic Manager’s Guide To Advertising. Learn how to attract new customers, build loyalty, encourage repeat purchases, and increase your share of market with advertising techniques used by businesses just like yours.
Corruption at the highest levels, greed in the church and brutality among warring factions make the Congo a very dangerous place for television journalist Valerie Grey. Amid the bloody violence of that country's civil war, Grey uncovers a diamond-smuggling scheme that reaches from the heart of Africa to the White House by way of a famous American televangelist. Her goal: reveal it to the world.
James Patterson said it best, "You like golf, you like murder mysteries, then Sudden Death is your book."
Michael Balkind's Sudden Death is the story of PGA Tour star Reid Clark, a sometimes not-very-likeable hero who competes--and wins--at the highest levels of competitive golf while literally under the gun from an anonymous assailant. Reid perseveres despite the cloud of death hovering over him, making for a suspenseful, hard-charging plot.
I particularly enjoyed Balkind's description of places like Westchester Country Club in Harrison, where I play frequently. Now that I've read Sudden Death, in addition to the extreme elevation changes, tight fairways, and ridiculously difficult greens, I can add visions of a sniper lurking in the trees to the list of hazards to be considered the next time I tee it up there.
Big Sport, Big Money, Big Suspense - Michael Balkind hit another one right down the middle!
Reid Clark, Balkind's protagonist from Sudden Death, is back in this murder mystery that keeps you hanging like Tiger's putt on the 16th at Augusta. This time, he's haunted by the discovery of his best friend's dead body at his athletic training center, AllSport, a death that starts Clark and his loyal friends on a search through the dark alleys and smokey back rooms of high-level sports, finance, and other criminal enterprises.
Investigator Jay Scott takes the lead in his novel. His deep knowledge of the detective's craft and multi-volume Rolodex of shady characters on both sides of the law make him a worthy foe to the slickest perpetrators. Red herrings abound and the dramatic tension builds as Scott and his team pursue lead after lead with Balkind displaying his own deep knowledge of a variety of sports and martial arts. Gangsters, bankers, and various other evildoers play some surprising roles in this character feast. So do dead bodies, which seem to multiply like steroid investigations in baseball.
If you're a sports fanatic, a mystery buff, or just a looking for a page-turner for the evening, you'll like Dead Ball.