Articles for Sales Management Professionals

What are you doing to integrate independent manufacturing reps more into your selling process?

What can you do to make sure you have a consistent discipline and processes in place so your reps continue to look for new business every week? 

Join me as we discuss if you and your team have all the captured information you need to ensure you keep the business…even if you lose the rep.

How much coaching and training have you invested lately in how to best handle the most common objections being heard by your team?

Salespeople assume they have all of these answers. But, sometimes just asking your customers these questions can show your interest and intent to be of more help. 

Join me as I share how you can give your people more insight when they join your company and the importance each player plays in impacting the profitability and success of your business. I bet if you did that you might even sell more!

We don't just have to worry about what we sell and why a customer wants to buy, we need to be talking more about the benefits of them buying from you…and all the increased benefits you can provide. 

We need to take the longer-term view to gain a competitive advantage and to protect you from your lower-priced competitors.

Could your salespeople sell more, and even increase their competitive advantage by talking more about how they can help make their buyer’s life easier?