by Wes | Jul 14, 2013 | Sales
I’m frequently told “I wish my Sales Team was more aggressive.” The more I think about this statement, I question if they really know what they are wishing for. The definition of Aggression is “ready or likely to attack or confront; hostile; pursuing one’s aims and...
by Wes | Jul 10, 2013 | Sales
I often hear “You’re telling me to sell value when my customer only buy’s on price.” This seems to be a common response when working with Account Managers. I usually think but rarely reply “If price is the only reason they buy, why do we need you calling on them when...
by Wes | Jul 7, 2013 | Sales
In a recent interview, Jack Welch was asked “What’s the Secret to Success?” He responded ” Find out what your boss wants and then over-deliver.” How simple is that! As Sales and Account Managers do you know who is your ultimate boss? How...
by Wes | Jul 3, 2013 | Sales
I have figured out a great way to wake up a Sales or Branch meeting and get the group talking. All you have to do is mention inventories and ask for their thoughts. Everyone seems to have an opinion about inventories. During a recent discussion on inventories last...
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