Why Some Companies Buy From You... And Some Don't
Eons ago, I had a job as head of purchasing for a large plumbing wholesale, an industry that is largely seen as commoditized. I enjoyed most aspects of my job, except for one. “Farmers” or “Goodwill Ambassadors” as they called them in the industry, posing as salespeople, doing sales calls.
Why Doesn't Sales Training Work As Well As It Should?
When you're managing sales people, which one do you spend the most time with: * Someone that is trying really hard to be successful but just can't get there for some reason? * A rep that is functioning OK. Not a star performer, but not a bad one either. * Or, your star performer. Everything they touch turns to gold.
10 Selling Scenarios When You Must Slow Down
By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points. In my business, it's rare when someone isn't an optimist but I'm a realist and the realist in me kept saying how improbable it would be - even for Tom Brady and the Patriots - to come from that far behind and tie it - never mind win it - against a team as powerful as the Falcons.