At a trade show, the exhibiting company expects to
showcase its best - products, services and staff. But what
happens when the exhibit was great, the products and
services super - and the response was not up to
expectations?
One very real reason is Management was haphazard in
selection of its staff - the subtle and […]
This week I was involved in a situation where a salesperson that had lots of energy, didn’t seem to be reaching the success or goals expected. It was clear that the sales activity was there. However, after listening and watching the salesperson in action. We knew the sales process wasn’t being followed. The situation made […]
I recall addressing a sales team of mine at an off-site meeting
several years ago - we sold multi-million dollar telecom
infrastructure equipment. The issue of approved discounts
dominated the session…”Anyone can give-away products and
services.” I said. “You’re in this profession and company to
give us an alternative to that.”
Some markets are more price sensitive than others. But in
complex […]
It’s the new millennium - has selling really changed? Is the evolution of change something we as sales people in distribution really need to focus on? Is sales in the New Century really so different that the concept of pioneering a territory and then servicing the customer as a life annuity has gasped its final […]