by Wes | Jul 28, 2013 | Sales
As Sales and Account Managers can you answer this one simple question? Why should I buy from you over everybody else? This is such a simple question but may be the hardest question you will ever be asked to answer. In many cases your Company may not even know the...
by Wes | Jul 21, 2013 | Sales
Are you and your Account Managers worried sick about the new competitor coming to town? I recommend a bowl of Ice Cream. I’ve never been the type to worry much about what the competition is doing. I have always felt that you need to worry more about what you’re doing...
by Wes | Jul 17, 2013 | Sales
So you’re a Branch or Sales Manager, do you want to make your job much easier? Then hire yourself a Star Salesperson or Account Manager. It may be the single most important decision you will ever make. Nothing will make you look smarter than hiring a superstar. The...
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...
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