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...
by Wes | Jun 29, 2013 | Stress
I was asked this week to write an article on time management by my very good friend and cousin, who was clearly time challenged that day. I could see the stress he was under as I wasted an hour of his time just talking about how much fun I was having writing this...
by Wes | Jun 26, 2013 | Tip of the Month
For the past month it seems I’ve spent more time on an airplane or in my truck than I have at home. I’m beginning to think of myself as a road warrior. This leads me to this month’s Sales Tip. What do you do with the time you are in your car or truck...
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