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I am not growing fast enough!

There is a big public bully in my market. Amazon is beginning to offer some of my high volume products. My sales organization is mature- let's say 70% are over 55. My strategic partners don't play well on the playground let alone my sand box. Our association is becoming an employment referral center. Loyalty means low price.

I need a PILL!
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I can’t get my people to follow our process



Have you invested in an improved sales process, only to find that your sales reps are not following it?  Have you identified best practices for how to sell, explained the process to your team, but can’t be sure they are following the process?  Unfortunately, this experience is all too common.  Sales teams often have reps or managers who have perfected a “best practice” sales process which produces results, but which most team members just don’t follow.
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Solution Selling

I’m not sure my sales reps can do solution selling. 

Wikipedia defines “Solution Selling” as: “… a sales methodology. Rather than just promoting an existing product, the salesperson focuses on the customer's pain(s) and addresses the issue with his or her offerings (product and services). The resolution of the pain is what constitutes a ‘solution’.”  As you may know, selling solutions is different than transactional selling.  Selling solutions requires investigative questioning, active listening, probing, and really understanding the needs / pain of customers, in order to prescribe the right solution.  Transaction selling, is typically “pitching” a product, irrespective of the needs or pain the customer wants to resolve.
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I need more customers

A common statement. To grow, most businesses need to increase the number of customers year-to-year. This is a function of both keeping the customers you have and acquiring new customers.
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The Math of Integrated Account Management



The Math of Integrated Account Management

Almost always an integrated approach to account management results in "better" math. But first, what is it anyway? Integrated Account Management is the seamless management of accounts between inside sales working hand-and-glove with outside sales. These sales activities are supplemented with planned marketing programs, like new product introductions, to accelerate product line and overall penetration in accounts.