What qualities define your top sales people?
May 2, 2013
CommercialDiana Bernal, marketing executive, Key Glass LLC “Making sales for commercial glazing contractors is very specialized. Top salesmen will help the owners, developers, architects and general contractors bring their concept to reality. At the same time, they will bring a job to their firm that efficiently utilizes company resources, is executable, minimizes long-term risks and provides a...
November 1, 2011
Jockimo supplied its ThickGlass ColorFuse glass for the MD Anderson Cancer Center. The doors consist of 10-foot-tall lites of the glass—normally used for countertops—with large bubbles raised throughout the surface. Photos by Ryan Siemers Photography. Gong Glass Works developed a 54-foot-long curved decorative glass wall for the Rochester Institute of Technology's Administrative...
Tips for glaziers, and glass and metal suppliers
March 30, 2011
Editor's note: The "Glass and Metals 201" article on Page 16 of the April 2011 issue of Glass Magazine provided architects a guide to glass and glazing specifications, including tips for specification writing. This corresponding feature offers tips to glazing contractors and glass and metal suppliers to help ease the spec writing process.Glass and metal suppliers:Have all product data easily...
How to become an integral part of your commercial design community
February 12, 2010
"Know who your customers are and what they want." You hear that at every business seminar. This holds true in design and construction.As a glass company, it is valuable to think of yourself and services as an extension of the design team. Taking on that attitude will give you the advantage over your competitors. In commercial design especially, where designers bill for their time...
December 8, 2009
Glass Magazine’s new interactive format allows you to listen in on live sales calls. Following are excerpts of outbound calls demonstrating effective questions to ask to identify customer needs and gather information for future sales opportunities. Example 1: Getting your foot in the door Example 2: Finding the right contact, part 1 Example 3: Finding the right contact, part...
The dos and don'ts of outbound sales calls
December 7, 2009
Online OnlyYou’ve read about proper sales calls; now listen to them liveEditor’s note: This article is part one of a two-part series on how to transform your sales team. Look for part two in the February 2010 issue, which will discuss what to say and what not to say on outbound sales calls, as well as how to master the close. Additional audio files will be available on...
September 21, 2009
Everyone likes a good deal. Unfortunately, we salespeople might mistakenly accept that a good deal for the customer requires that we quote our best price.That mistake is costly. It can rob us and our company of profits we need and deserve. It can shrink our close rate and cause buyers to act irrationally. When we give prospects a good deal instead of best price, we can close more business with...
March 23, 2009
Architects, a demanding bunch, push for performance, innovative design and aesthetics. Read about the trends in larger lite sizes, custom curtain wall, green glazing, aluminum panels, steel curtain wall and energy rating education in articles authored by representatives from leading companies in the industry.
Seize today’s opportunities with advanced glazing technologies
March 16, 2009
The February stimulus package got everyone, including the glass and glazing industry, scrambling to take advantage of the $787 billion boost. From the new tax rebate for energy efficient windows, to the dollars for renovation of schools and government buildings, to reduce energy costs and improve sustainability, everyone wants a piece of the action.
Know when to hold `em; know when to fold `em
July 22, 2008
This article is first in a series that will explore how to run a successful shop, and will touch on various aspects of managing a business including: when/how to expand, downsize, sell your business; decide on location, whether to rent or buy; when to add new products, services and people; when to diversify; and when to change name, logo and marketing materials.