So often we only talk about the obvious tools and tactics we need to be a successful sales person, so much so, that we overlook some of the smaller details that could help us be successful, those that could give us an edge over our competition. They say that the devil is in the details […]
Creating Sales Heroes
The making of the best sales team in the world So many people spend time tearing down their sales people. Blaming all of their woes, and worries, on the very people who can make or break a company. I once worked for a PCB shop owner who insisted on having a very expensive annual sales […]
Taking Stock Of Your Rep Network
Do you feel you are getting everything out of your rep team that you should be? Do you a full network of sales reps, reps all over the country yet you are just not getting much out of them? How about these problems? Try these on for size: You keep hiring new reps but you […]
Get Out Of Those Doldrums: Dare To Make That Next Move
Okay, you’re in a meeting with your management team. You’re all trying to figure out how to make your company outstanding, so that you can get off that plateau you’ve been hanging around on for the past three years. Your numbers have been flat, your company has been flat and for the most part your […]
Book Recommendation: The Introvert’s Edge: How Quiet and Shy Can Outsell Anyone
Book Recommendation From: Dan Beaulieu 6/7/18 The Introvert’s Edge: How Quiet and Shy Can Outsell Anyone By Matthew Pollard with Derek Lewis Copyright 2018 Amacon Price $ 17.95 Pages: 222 and Index This new book by Matthew Pollard banishes the notion that only extroverts can sell. Gone is the idea that the back slapping, glad […]
A Day In The Life Of A Salesperson
This will be a sales person who has a territory away from the company, so she is operating out of fully equipped home office where she has everything she needs to conduct her business. Her required reporting is a weekly status report of her activities during the week as well as her plan for the […]
Upselling: The Magic Road To Profitability
Everyone upsells, it’s the best way to increase your margins. The famous, “want fries with that?” is an upsell. Super sizing is upselling. That maintenance plan on your washer and dryer is upselling. That rust coating on your car, whatever that was…was upselling. Notice how when you buy a new laptop for $600 it’s still […]
Your Executives Should Visit Customers
Yes, sales managers have to visit customers. In fact General Managers and Presidents and Quality Managers and yes, even owners need to visit customers whenever they get the opportunity. Why are we happy to just sit back and have our sales people do customer translations for us? Why are we happy or often unhappy with […]
Ideas For The Future
Last week I talked about some of the trends we are following into the future. Most of these came from an excellent book by Mark Penn and Meredith Fineman titled Microtrends Squared: The new small forces driving today’s big disruptions. What should be of interest to all of us is how these changes are going […]
Book Recommendation: The Age of Agile: How Smart Companies are Transforming the Way the Work
Book Recommendation From: Dan Beaulieu 6/12/18 The Age of Agile: How Smart Companies are Transforming the Way the Work By Stephen Denning Copyright 2018 Amacon Price $ 28.00 Pages: 314 with index Meeting he future involves embracing change The future is all about speed and yes of course agility. Companies who don’t adapt to, heck […]