Mergers & Acquisitions
The Death of Field Sales
Attend this presentation and learn: • Why the standard sales model is broken – and why customers will go to tremendous lengths to avoid interacting with salespeople • Why salespeople should not own customers, should not earn commissions and should not operate autonomously • How to take field salespeople from performing two business-development appointments a week to four a day (an order-of-magnitude improvement) • Why you should replace the outdated outside-in approach to the design of sales with
Advantage Business Media
Dec 31st, 1969
Today's Discount Impacts Tomorrow's Profitability
May 9th, 2019
Elevating Today’s Distributor from Sales Enabler to Doctor
Apr 22nd, 2019
The Little Things Add Up To Big Sales
Apr 8th, 2019
7 Reasons Why Salespeople Cut Their Price
Apr 3rd, 2019
Five Principles of Customer Experience Leadership
Customer Experience (CX) is one of the hot business topics in all Business-to-Customer (B2C) and Business-to-Business (B2B) companies today.
Mar 26th, 2019
Lawson Products Announces Board Appointments
J. Bryan King, CFA and a principal of Luther King Capital Management, has been appointed chairman of the company’s board of directors.
Mar 22nd, 2019
What If You Treated Existing Customers Like Prospects?
Are you working as hard to keep the business as you did to get the business?
Mar 22nd, 2019
A Key CEO Priority: Enable Great Customer Experiences to Drive Loyalty
A great customer experience leads to highly visible recommendations, brand preference, repurchase activity, and purchasing associated products.
Mar 1st, 2019
Competition is Always There (Whether You See Them or Not)
Don’t worry about competition, welcome it.
Feb 14th, 2019
3 Symptoms That Show Your Value Proposition Isn’t Working
A good value proposition defines the benefits of your company's products and service.
Feb 12th, 2019
To Make the Sale, Dare to Be Different
Sometimes being memorably out-of-the-box can make all the difference.
Feb 11th, 2019
Your Most Important Business Success Metric – Customer Loyalty
The collection of loyal customers that are at a business every day and purchase every instance when they have a need that are the most valuable.
Jan 23rd, 2019
Why Channel Sales Forecasting is a Challenge
How to fix a broken forecasting system in 4 steps.
Jan 17th, 2019
Oh, the Deals You’ll Close!
'Oh, the Places You’ll Go!' is Paul Reilly's favorite Dr. Seuss book. It’s deeply inspirational and educational. With that being said, here’s his sales version of 'Oh, the Places You’ll Go!'
Jan 16th, 2019
Proactively Reduce Price Resistance Through Value Reinforcement
Are you getting all the credit you deserve for the value you deliver?
Dec 21st, 2018
Would You Rather Be Talented or Motivated?
Sixty-nine percent of sales leaders said their top-achiever is more motivated than he or she is talented. Although talent is part of success, it appears that motivation is more important.
Dec 5th, 2018
Four Ways to Help Your Sales People Succeed
Distributors need to ask themselves the following four questions. These can help determine the strengths and weaknesses of their organization
Nov 29th, 2018
One Idea to Be More Successful in Sales (And in Life)
In a recent seminar, a participant asked, “What is the one thing I can start doing tomorrow to be more successful in sales?” What a great question.
Nov 26th, 2018
How Distributors Can Avoid Being Killed by Success This Holiday Season
The holiday season is one of the busiest times of the year for retailers. This year, the National Retail Federation predicts consumers will spend, on average, more than $1,000 per person, which is up 4.1 percent from 2017.
Nov 19th, 2018
Deliver Great Service in Good Times
Unemployment is at historic lows. Manufacturing activity is high. Retail sales increases are more than double the inflation rate. GDP is high. Capital expenditures are at a twenty-five year high. All is good, right? Well, yes and no.
Nov 7th, 2018
How Reliable is Your Brand?
Giving consumers a reliable, consistent experience throughout their purchasing, delivery and service relationship with you is much like putting out a dependable product.
Nov 6th, 2018
Persuasion Is All About Distance
In Value-Added Selling, persuasion is a good thing. It plays an integral role in how salespeople communicate value to customers—their end-to-end, total customer experience.
Oct 18th, 2018
Sales: How to Add Unexpected Value
There are endless opportunities to add value if we just listen. Customer-focused sales and service professionals view the world through the eye of the customer. From this vantage point they discover unique and unexpected ways to add value.
Sep 24th, 2018
If We Are Always Selling, Let's Do It Better
If we are always selling, how can we do it better? Here are some suggestions from Mike Sawchuk, president of Sawchuk Consulting.
Sep 17th, 2018
How to Develop Your Sales Team's Negotiation Skills
Sales negotiations can make or break business results, so it is imperative that the negotiation skills of your sales team are up to scratch. This article takes a close look at some tips and strategies that can be used to inform negotiation skills training, as well as talent management training, with a view towards improving the quality of sales conversations.
Sep 4th, 2018
There Is No Such Thing as an Apples-To-Apples Sale
Price shoppers use value-stripping to gain price concessions by sellers. This means that buyers reduce the offer to its most fundamental and generic properties; they commoditize the product. Salespeople must not participate in this game. And, this is a game.
Aug 22nd, 2018
Are Your Customers Price-Shopping… Within Your Company?
Each instance of a sale at lower than intended price, due to a lack of 'sales pricing discipline', is a reduction in net profit. It is easy money, lost. Here, Mark Tomalonis explains the importance of emphasizing this pricing discipline, and provides tips on how.
Aug 14th, 2018
Handling The Transition: Saving Customers In Times Of Big Changes
Company takeovers, or sales territory takeovers, can be a turbulent time for both the service provider and the customer. During that transition, the thing your customers want most is a sense of comfort. Troy Harrison discusses how to soothe that process here.
Aug 8th, 2018
6 Reasons Distributor Inside Sales Fails
Despite the benefits that a proactive inside sales teams can provide a distributor, it can be challenging to successfully implement such an inside sales strategy. Here are six common reasons for its failure.
Aug 7th, 2018
Adopting A Modern Sales Model In Distribution
As the buyer-seller relationship has fundamentally shifted with the internet replacing the sales rep as the customer’s primary source of information, the role of the sales force needs to adjust accordingly. Here, Earl van As explains this new market dynamic and how distributors should adjust accordingly.
Aug 6th, 2018
Sales: Managing Multiple Decision Makers
Salespeople sell across multiple departments, at different levels and in multiple locations. Influencing a group of decision makers is challenging, but doable. Paul Reilly explains the key to success.
Jul 30th, 2018
How To Grow Manufacturing Sales Effectiveness With Lead Velocity
With small teams moving quickly, many manufacturing marketers have traditionally focused on lead volume as a key metric. Yet more isn't always better, as it can result in unqualified leads passed to sales. Here, Nina Church-Adams examines how focusing on lead velocity is much more effective.
Jul 10th, 2018