Articles for Sales Management Professionals

Generational Changes Driving Today’s Sales Process

By Rick Mullen, Maintenance Sales News Magazine Associate Editor – Originally published at During a presentation at the recent ISSA Show North America 2019, in Las Vegas, NV, titled, “Winning Selling Strategies for Today’s Disruptive Sales Realities,” Sales Consultant Jim Pancero told an audience of cleaning professionals that selling has changed dramatically in recent years. “Fifty years ago, in…

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How strong is your team’s competitive awareness?

Does your team have strong enough competitive awareness to effectively defend and win against your direct, and indirect, competitors? Can your team pass my test on the three levels of competitive awareness? 90% of the salespeople I’ve interviewed are only functioning with two of these three critical competitive awareness levels. How will you, as the…

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How many customers are you ‘One car wreck’ away from losing?

Are your reps really connected with their most important customers? How many of your important customers are you just “one car wreck” away from losing because your sales rep only has one real contact/connection at their account. But if that single-contact buyer is promoted, fired, or just not there anymore (and that’s your only contact)…

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How many of your reps can pass the “Hellarewe Bird” test?

How many of your reps can pass the “Hellarewe Bird” test? If you’ve ever heard me present then you’ve likely heard me talk about the “Hellarewe Bird”…the three-foot birds who live in four-foot grass and spend their whole life saying “Where the hell are we?” I tell the story to make a point about behaviors…

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Are you leading a team of Firefighters or Arsonists?

As a sales consultant and trainer, I see the majority of sales reps today are merely functioning as reactive order-takers asking the same servicing questions until their buyer switches to a lower-priced competitor. But it doesn’t have to end this way! Learn the problems with the four questions most of your reps ask on every…

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Can your team really prove your “Higher price – lower total cost” competitive solutions?

How effective are your sales team members at defending your higher prices against your competition? The majority of experienced sales reps can talk a good story about all the ways buying a higher-priced product can save your buyer’s money. But most also collapse when their buyer demands they prove on paper why spending more with…

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Can you define the steps of your team’s selling process?

Do you have a clear definition of the steps of your team’s “Identify to close” selling process? Is your team wasting massive amounts of selling time and effort because they keep trying to redefine their selling process with each new selling opportunity? Learn how, as their sales leader, you can lead the definition, and implementation…

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Can you and your team accomplish one thing this morning to help achieve your goals?

Check out motivational sales expert Jim Cathcart’s idea to help you achieve your team’s sales goals faster…and with more success. It’s an idea that’s had a major impact on my success…think it can help you and your sales team? Love to know what you think of his idea! And please reach out if I can…

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What can you and your sales team learn from McDonald’s?

McDonald’s found a way to package better service by providing faster, simpler and easier to use solutions to their customer’s challenges. Can their creative idea to providing a better customer experience help you and your sales team? Love to know what you think of their idea! And please reach out if I can answer any…

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800.526.0074 or 952.913.8998

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