Sales

Dealing with Competitors Cheaper Products (3-minute read)

Recently our delivery driver brought to my attention that one of our top 5 customers had purchased some product from a competitor. This, of course, got my attention so I made a sales call as soon as possible and I discovered that this customer had indeed purchased a skid of brake shoes and a skid of drums from a competitor. Then I got a shock when one of the mechanics told me that they had purchased the product for approximately 50% less on the shoes and 20% less on the drums than what I had been selling our products for.

My first reaction was panic! keep reading »

Setting a New Standard in Collaborative Sales Work (3-minute read)

In the Heavy Duty Truck and Trailer Parts business, most manufacturers have sales reps assigned to work with OEM’s, Truck Dealers, Aftermarket Distributors, and Aftermarket Retailers. The relationship is strictly B2B and the manufacturers rely on their customers to sell their products to the end users.

Manufacturers want to work with the people who sell their products to the end users. Sadly over the last 20 years, there has been a trend of declining interest in collaborative sales work. This is a mystery to many manufacturers as their only goal is to make the people and businesses who sell their products to the end-users successful.  keep reading »

Ask for What You Want (3-minute read)

It has been my experience that developing the skill of appropriately asking for what you want will lead you to professional and personal success. Is that all there is to it, though? Does it always come down to just asking and receiving?

The answer is Yes and No. YES, it usually comes down to the person who is willing to ask and NO that is not all there is to it. This is a skill and like any skill, there are ways to develop and become better at it. This article will outline the 5 steps to focus on to hone the skill of “asking for what you want”.

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Social Selling – 10 Steps to Making a Sale (3-minute read)

Social selling is a buzzword term but it has become so much more than that. I don’t think you are going to see people use the term social selling in the future, it’s just going to be called selling. The reality is that outbound B2B salespeople should be using social media accounts now and if they are not, they will be, if they want to stay relevant and profitable. These social tools, like smartphones, email, and CRM software will become standard tools for all salespeople.

For now, we can define social selling this way:

Social selling is when salespeople use social media to interact directly with their prospects. Salespeople will provide value by answering prospect questions and offering thoughtful content until the prospect is ready to buy.” – HubSpot

Now that we understand what social selling is let’s discuss how you can use it to influence your revenue to grow.

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15 Websites to Help You Master Being a Sales Professional

Being a sales professional for some is a natural fit and the best job in the world. For me I fit that category, I love being a sales pro. Getting up in the morning I often can hardly wait to get out of the door and go visit my customers. Regardless if this is your situation or not, being a sales professional is not an easy job. You may love it like I do, but it is much more difficult than it often looks.

No matter how long you have been a sales professional there is always something new to learn. The landscape of doing business is changing at an exponential rate and new technology is disrupting long-standing methods of doing business. To assist you in developing new skills as a sales professional we have compiled this list of 15 websites (in no particular order) that will help you master being a sales professional.

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Social Media – 2 Mistakes I’ve Made Recently (3 minute read)

I’ve been an entrepreneur since 2009 and social media has not been part of my contracting businesses marketing strategy. Our contracting business has seen consistent growth year after year using Google Organic Search Results, Google Business Listings and Google AdWords to drive traffic to our website. We have a regional focus and our customers have never once in all these years asked us about social media.This, of course, will change as our target demographic changes but that is a subject for another post.

Now that I have started to BLOG, social media is part of my marketing strategy. Being new to using social media in business I’m learning as I go and I have identified 2 mistakes that I have been making.

keep reading »