Salespeople need to be selling. Wow! What a brilliant idea. Of course, salespeople need to sell, what else would they be doing if not selling? They are salespeople, right? Sure, they are but they have also been known, at least some of them, to do anything they can rather than be in front of the […]
7 Ways To Find New Customers
We all know that companies must grow or they will die. The same thing applies to rep firms. You must keep growing your business, adding new customers, and increasing your sales, or you too will die. Too many times reps will find three or four major customers and then rely on them for their income […]
The Solutions Meister
When you’re in business, you are in the business of providing solutions. Think about it, everything we do, everything we sell, products, services, treatments, all of these are solutions to problems, filling needs that our customers have. Restaurants feed hungry people. Hardware stores provide solutions to problems whether you are building a house or fixing […]
Becoming a Great Sales Manager
Building a Great Team Through Inspiration We all assume that being a great sales manager, or any manager for that matter, is by holding your people accountable. Oh, that accountability thing, that’s what we live and die for, to make sure that everyone is being held accountable…but is it really? And, to whom are they […]
Targeting Your Ideal Customer
If you are going to successfully sell you products and services, you first must figure out who wants them. Sorry to say but not everyone is going to need or even want what you’re selling. So, rather than waste time trying to sell to everyone regardless of their needs it is much more efficient, not […]
Managing Your Sales Team
Nothing happens by accident anymore, especially when it comes to sales. It used to be so much simpler; you’d buy a good directory, circle those companies that would make good prospects, call them, set up a meeting, go see them and if you did a pretty good job in that meeting you’d get a quote […]
Getting Your Customers To Sell For You: A Step By Step Plan
Getting your customer to brag about your company, and your services, is the best form of advertising that there is. You can tell people how great you are until you’re blue in the face and you might get someone to listen, but get your customers to brag about you and everyone will listen. The trick […]
Are Your Customers Speaking For You?
Most people will tune out when you tell them how great your company is. The will even turn you off if you spend too much time talking about all of the great things your company can do for them. And they will practically throw you out of their office when you start to pull the […]
Selling On Price Is A Losers Game
If you prospect for price you are going to get price oriented customers. You are only going to “buy” your way into an account and yes, you are going to set the precedent for the life of that account. So says Mark Hunter in his classic book High-Profit Prospecting published by Amacom. And allow me […]
Do You Have Prospects Or Just Suspects?
Do you ever feel you are barking up that proverbial wrong tree? Do you keep seeing the same people and getting nowhere? Do you sometimes wonder if you are in the right state? Or at the right company? Or with the right person? Scary thoughts aren’t they? Especially if any of them apply to you. […]