How are your reps handling the buyer’s challenge of “Your price is too high!” Join me as I share how understanding and utilizing the four steps of financial justification can help your team defend themselves and win the business…even when you have a higher price!
Does your sales team present on a regular basis to their dealers, retailers, or franchisees? Most manufacturers present to their distributor’s sales teams responsible for selling their products. Join me as I share the consistent challenges most companies have with these presentations…and how you can improve your team’s presentations…so you can sell even more!
Are your sales reps delivering boring presentations to your dealers? MORE »
Success in selling today comes down to a few simple ways you can increase the competitive advantage and selling effectiveness of your team. Join me as I share the three keys to increasing your competitive selling advantage…so you can sell even more!
Want to increase your competitive advantage? MORE »
Receiving a tour of a customer’s offices or production facilities is a major competitive selling opportunity. Are your reps getting maximum advantage from their tours of customer’s facilities? Join me as I share what your reps can do to gain more insight and competitive positioning from their customer facilities tours…so your team can sell even
Are your reps getting maximum selling advantage from their customer plant tours? MORE »
How consistent are the messages and selling focus being delivered by the various members of your sales team? Most teams are merely a gang of independent gunfighters, each selling their own way with their own messaging. Join me as I share the three most critical questions you need to be asking your team to ensure
Are all members of your team on the same page? MORE »
Notice how significant the changes are to today’s competitive markets? How has this tightened competitive environment impacted you and your team? Join me as I share the major causes of today’s hyper-competitive markets…and what you and your team can do about it so you can sell even more!
The competitive landscape has dramatically changed…have you? MORE »
Supply chain disruptions, customer service challenges and aggressive competitive price challenges are impacting (and distracting) most sales professionals today. How many of these disruptions are reducing the effectiveness, and sales revenues of your team? Join me as I share what I’ve observed is the best way to strengthen and increase the effectiveness of your sales
What’s the best way to improve the effectiveness of your sales team? MORE »
How often are you able to ride with your sales reps? Join me as I share the most important responsibilities a sales manager has when riding with their sales reps so you get the best outcomes…and your people are able to sell even more!
What’s the best role for a sales manager riding with their sales reps? MORE »
Do any of your reps still follow that old habit of selling…of going into a sales call with little research or preparation? How many of your reps still follow a “Ready – Fire – Aim” approach to selling doing little research prior to a call? Join me as I talk about how selling is tightening
How prepared are your reps for their sales calls? MORE »
Have you been saying “I’d just be selling more if I could strengthen my closing skills?” The realty of sales training today is sales reps ask for help learning how to close…when the real challenge is their lack of understanding of how to sell. Join me as I share the role of closing skills in
Want to improve your closing skills? MORE »
