Twenty years ago, Jeff Koser was asked to become the Chief Operating Officer of the newly formed Baan Supply Chain Division and overcome business challenges similar to yours – he was responsible for launching a new business and making it successful; quickly! keep reading »
If you care about your career, your business, and the people you do business with then regardless of whether you are willing to admit it or not there is an emotional side to sales.
All the sales training tells us that when we are selling we need to put our heart and soul into our sales process but then when we are rejected all the sales training tells us to not take it personally.
The art of being a great salesperson is, in my opinion, best achieved when you marry inborn personality characteristics and training with a sales system that takes advantage of the science of making money.
The system that most sales professionals use can be broken down into 4 individual steps. These steps kept in the correct order produce consistent and predictable results. The methodology and technology used to execute this system is merely the “how” and can be personalized to fit any salespersons preference and more importantly any customers preference. keep reading »
You have a specific set of personality characteristics that define you. These personality characteristics that you inherited from your grandparent’s and parents were shaped by the environment you grew up in. The result is that you now have a personality profile and that profile can be matched to a specific job or role in a company.
Just as people from the same family can be very different from one another despite sharing the same DNA, so can the role of a position in a company within an industry.
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 »
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