Sales Spotlight: One Great Thing

Posted on 07 Sep 2016


If you have not read the book Good To Great by Jim Collins you really should.  The author speaks about how companies and people go from good to becoming great. One of the principals discussed is the Hedgehog principal. A Hedgehog is a very defensive critter. It does not employ offense and when threatened it rolls itself up in a ball and becomes impenetrable. This critter is the best at the world at this defense. In sales and as a company, before you move on to something else, make sure there is something you do great. Master this one great thing you do.  This could be:

1-      Be a great rapport builder

2-      Learn the pawn industry as an expert would

3-      Know PawnMaster like an expert

4-      Know the competition better than they know themselves

5-      Write great e-mails

6-      Be organized

7-      Master the sales process

8-      Know how to use and secure the right resources to help your efforts

For example, Data Age is great at customer service, working to keep shops in compliance, having the largest install base, awesome reports, etc.

Once you have found the thing you are great at… build on it.

 Why Some Companies Make the Leap to Becoming Great


How to Crush Your Competition Every Time

Len Summa

Written by Len Summa

Len Summa joined Data Age Business Systems, Inc. in 2012 and currently serves as Chief Executive Officer (CEO). Before becoming Data Age Business Systems’ CEO, Mr. Summa was Chief Operations Officer (COO) for four years. He has 26 years of experience in executive software solution sales and operational management for both early stage and well-established firms. Prior to his Data Age service, Mr. Summa was the General Manager of global sales and operations at Persystent Software, an industry-leading enterprise recovery software. Mr. Summa has also served as the Director of North American SMB sales and operations at, the preeminent software firm in the learning management space. Mr. Summa has a vast business and entrepreneurial background and was the co-founder of Lou Ferrigno/Fitness Showrooms, a highly successful retail and wholesale chain located throughout the Northeastern United States.

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