Mar 13, 2019
We all know it -- customers have less time to see salespeople today than ever before. They have too much to do and not enough time in which to do it. That makes the job of the field sales person much more difficult. That's why the 'value-added sales call' is so important. Dig into this new challenge with...
Mar 1, 2019
How do you sell when the competition has exactly the same product? Are you reduced to being the low price? Unfortunately, many sales people have never thought deeply about how to effectively sell commodities, and resort to discounting. Here’s a proven, effective approach.
Dec 24, 2018
Here's my response to this question:
Help! I’m so frustrated. I just attended a “sales training” program that never addressed the real issues that I have to deal with every day. What causes me problems is not my lack of sales ability, it is my company’s back orders, the lack of responsiveness and competence...
Nov 17, 2018
Here's a question sent it be a sales person:
"My boss recently decided that we must call prospects once every hour, every day, until we get a yes or no, regardless of what they say, or if it’s voicemail. What’s your opinion of this?"
Listen as I respond to this question.
Oct 9, 2018
Should sales people collect past due receivables? This is a nitty-gritty question for B2B sales forces. Listen as I unpack an answer.