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…
How much does a polar bear weigh? Answer: Enough to break the ice. Okay, maybe it’s the cheesiest pickup line ever, but it accomplishes an important task: it opens the door to conversation. The best sales conversation starters do the same. They tell a short story to open conversation — a…
Who doesn’t love a good lunch with friends? And if you can expense that lunch and have the potential for sales, that’s even better, right? People who sell medical equipment know this first-hand – their success is based on a series of touches. Doctors don’t come in and say, “Oh yeah,…
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