Sales Bits: Playing the Long Game
- Denny
- May 17
- 2 min read
Sustainable success is not built in a moment. It’s developed through long-term thinking and daily habits. In this Sales Bit, Denny reflects on the importance of strategy, relationships, and consistent service in building a business that lasts.
From Denny Vander Molen, President of Vermeer MidSouth and Founder and CEO of Jackson Endeavors:
Thirty-nine years is quite long for a business to navigate through the decades. Pivots in the economy and the markets we serve can be a challenge in their own right. But there is much more to sustainability.
"If you make a sale, you can make a living. If you make an investment of time and good service in a customer, you can make a fortune." Jim Rohn was an entrepreneur, author, and speaker.
A long-term strategy has to be apparent in our planning, but even more so in the personal habits we have formed over the years.
Take these, for example:
Customers: Treating customers as a commodity is DOA. Treating customers as a one-time transaction isn't profitable. Treating customers as lifetime partners has a winning formula for long-term success.
Team Members: Hiring skilled talent that embraces a learning pathway is another winning combination. The contributions or productivity of our workforce is a 'hands-down' best practice that must be effective daily and is a long-term strategy.
Vendors: Having strategic partnerships that deliver on promises is also a long-term strategy that supports long-term growth.
Problem Solving: How does this fit into this long-term strategy? It is how we got here! It is what will sustain us. As long as we are in the people business, doing stuff with equipment, problems must be solved by the products we sell and the support we offer. We must continuously improve to solve the problem. A problem to solve is an opportunity to serve!
Our engagement with current and prospective customers is a long-term strategy that will never tire or lose its luster. Getting to know our customers is a growing opportunity and is in our strategy.
There is much to-do in today's media about AI or Artificial Intelligence. How will it affect our workforce, and will it take jobs away? AI will be another tool in our toolbox. It will help process information in ways we have never seen before.
We are a people business doing business with people. Caring for customers is what we, as parts, sales, technicians, specialists, and back-office, do every day. It is a great long-term strategy!
Our winning team is getting larger! That is due to the number of lifetime customers that trust the value they receive from real people.
"The plans of the diligent lead surely to abundance, but everyone who is hasty comes only to poverty." Solomon in Proverbs 21:5
What is your long-term strategy? The end in mind starts with what we do today! One step at a time!
Have a great sales week!
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