Articles for Sales Management Professionals

Ever read the book “The Challenger Sale” by Matthew Dixon and Brent Adamson? It was one of the hottest sales books twelve or thirteen years ago that had a big impact on a lot of sales teams. The authors did research on the best personality styles for a sales rep to have to be successful and win the most business.

Ever read the book “The Challenger Sale” by Matthew Dixon and Brent Adamson? It was one of the hottest sales books twelve or thirteen years ago that had a big impact on a lot of sales teams. The authors did research on the best personality styles for a sales rep to have to be successful and win the most business.

How many of your reps are in a rut? Not growing their sales? Doing and saying the same old tired messages?

By Rick Mullen, Maintenance Sales News Magazine Associate Editor – Originally published at http://maintenancesalesnews.com/msnNews0120.htm 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 …

Generational Changes Driving Today’s Sales Process MORE »

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 …

How strong is your team’s competitive awareness? MORE »

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) …

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

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 …

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

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 …

Are you leading a team of Firefighters or Arsonists? MORE »

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 …

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