How can we answer this question? Is it your years of experience? Can it be your extensive training? What about the synergies between your sales and R&D departments? Could we talk about the strength of the logistics and implementation teams? Did you figure out the answer to the question? The Read more…
It’s going to be difficult for me to explain how much I really enjoyed Jody Williamson’s book, “The Contrarian Sales Person.” It’s not often that an author can fire on all cylinders and craft a story as satisfying as this one… at the same time explaining how sales people can Read more…
There is a retail customer for whom value is not a concern, quality is an innocent bystander and the lowest price is the sole focus. This customer has unrealistic expectations fueled by ill-informed confidants and the the latest “Never pay retail price for anything” article. Even worse is when the Read more…
How many more times do we need to read about the end of Retail Sales? Each week there are more articles touting the rise of AI in the retail sales environment. Every month there is a news report of a major brick and mortar store closing its doors and moving Read more…
Talking to salespeople about referrals is an interesting exercise! We all know and understand the value of referrals. We have all received the unexpected referral from a customer we couldn’t really remember. We also know (or know of) that sales professional whose entire practice is referral based. How is it Read more…
Every few years a new sales methodology breaks through as the next big thing. While these breakthroughs are exciting for the sales-information industry and those sales professionals who successfully implement them, these innovations are dedicated to those professionals in the business to business (B2B) realm. Sales professionals in the retail Read more…