During my 45 years of selling, I have had the privilege of working closely with over 50 sales executives. Early in my career, I was fortunate to have one of the best professionals in the...
As a youth I had a reading problem — dyslexia— a disability not well understood at that time, and although I graduated from college with highest honors, my self-image was very low as a result...
Nothing is more exciting than the privilege of helping a new, aggressive rep start his career in outside sales, but it’s a bit like watching a “bull in the china shop.”
One of our best customers purchased equipment from a competitive on-line supplier, then called us for training. It shouldn’t surprise you when customers hire Millennials (born between 1980 and 1994) and start buying products on-line....
While prospecting with a new sales rep, we made a call on a qualified account that uses products we sell. The prospect wouldn’t enter into a relationship building conversation; he went right to the juggler,...
I can remember earlier in my career when I was so stressed out that I wanted to swap places with the guy with a sign on the street corner begging for money. He didn’t appear to...
A sales rep brought in a request-for-quote (RFQ) from a local municipality. When these types of bids come out, the government affords access to the previous contract terms, pricing, and conditions; when the RFQ is...
I was asked to make a call with a new sales rep on business we had lost a year earlier. The customer was nice enough to give us an email recapping our past deficiencies including...
I find a great deal of satisfaction introducing young people to a career in sales. Our company transitions proven counter sales people to outside sales through a step program titled, “inside/out.”
