I wrote a 4 part series for Brandivate Marketing advocating for specialization in sales. In today’s world of selling, to be a generalist is a dangerous, time consuming and inefficient way to sell. Read along as I make my case thru the 4 pieces to see how your sales career follows or deviates from the strategy for which I argue.
My original guest piece on the Brandivate Marketing Blog chronicles the time a REALLY, I mean REALLY big order we were doing to earn a new million-dollar customer went sideways and the method we used to ensure the best outcome possible. What a story.
I’ve written a number of pieces for PromoKitchen thru the years as an early guest-contributor to this non-profit I also helped to co-found. PromoKitchen is committed to education and mentorship for practitioners in the Promotional Marketing industry.
A plea to my fellow salespeople to work more closely in a collaborative manner for the betterment of the industry as a whole.
Sometimes taking an order means getting pushed around by your customer. Don’t get pushed around.
Just because they ask you about a hole in your solution doesn’t mean you have to abandon your sales strategy. Sell thru that Space Between.
Actions speak volumes. The dissonance between words and actions are put on public display every day by businesses of all sizes. Here’s an instance where actions and words didn’t align.
Starting your pitch from the wrong perspective automatically positions you and your Company poorly. Understanding the level of complexity your buyer is seeking gives you the best chance of success. A practical application and usable example lies within.
Trade shows have among the highest cost of acquisition attached to them. I’m often astounded at the lack of preparation around trade show attendance by those exhibiting. I offer some ideas on how to break down the real and perceived walls between attendees and presenters.
An early plea to consider greater efficiency in sales via specialization, the importance of a brand promise and it’s role in determining how your employees do their work.
We made a big deal out of it because it’s a big deal. Hiring new employees means taking responsibility for new families; it’s not something to be taken lightly. Read how I prepared the new team for their best possibility at success.