Loyalty still exists. Yes, it’s 2018. Yes, business can be cut-throat. But people are still capable of being loyal — you just have to earn their trust. In sales, trust is a big deal. And consistency in follow-up is what builds that trust. We just closed a sale we’ve been…
You need some motivation. You want to build your sales skills and get inspired, but are sales conferences worth your time… and money? Usually, the juice isn’t worth the squeeze. We often go to sales training conferences to improve our skill set and find the secret to unlocking our next…
You know those “stand-out” people — the 20-something who climbs the ladder in record pace, the salespeople who make off-the-chart sales… every month? They seem untouchable — but what are they doing differently to really make it rain? Bagel + Slim Jim = A Breakfast of Champions A few years…
Most of the time we’re stressing the importance of activity in the field. Get out there and sell! But in the midst of all that activity, don’t miss the value of taking some time to read. You pick up sales skills, broaden your scope of experience, hone your grammar, improve your writing…
In a perfect world, sales departments hire three different types of people — then they let them play to their strengths. There are different types of sales jobs for different types of people. As a manager, you need to use that to your advantage. There are hunters, farmers, and account…
My first sales job was prospecting… exclusively. All day, every day I looked for new clients. Maybe this sounds miserable to some of you, but it gave me an advantage in the long run. Where most people have a lot of different jobs competing for their time, prospecting sales was…
Restoration companies need to be in the right place at the right time. When the flood comes, the fire consumes, or a pipe bursts, your company wants to be on speed dial. But how do you get your restoration company on their short list? In home restoration, you depend on…
A guy walks into a bar — not just any bar, a brewery. This place makes great beer — but no one knows about it yet. So the guy asks the owner, “Have you thought about getting your beer into more restaurants and bars?” “Are you a distributor?” “No, but I…
If you’re like most wholesale grocers, you work more with existing accounts than new customers. You built a client list early on, and now you focus on their orders and maintaining their accounts. Most of the time, they need the same products, depending on the season, and you essentially just…
If you’re in home health marketing, you’ve got a unique set of challenges. You’re not marketing to people who will buy your service, but to the people you want to recommend it to. You’ve got a guy being discharged from the hospital who needs home health aftercare. Who gives him…
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