Sales Prospecting Strategies: How to Identify Sales Trigger Events
Sales prospecting is one of the most persistent challenges in sales leadership. But improving results doesn’t necessarily mean asking your team to make more calls, send more emails, or increase their...
View ArticleIndustrial Sales Coaching: 4 Tips for Difficult Conversations
Sales coaching helps your salespeople turn knowledge into consistent, effective techniques. Sales training can teach sellers what to do, but sales coaching helps them apply those skills to real...
View ArticleWhat Is Value Selling? A Guide for Industrial and Manufacturing Sales Leaders
Key Takeaways for Sales Leaders Shift the conversation from price to business impact. Help sellers connect technical capabilities to measurable outcomes such as reduced downtime, lower total cost of...
View ArticleSelling to Complex Industrial Buying Groups
Selling complex industrial solutions rarely comes down to convincing one decision maker. Whether your team sells equipment, components, materials, technical services, automation, or other industrial...
View Article9 Sales Negotiation Skills Your Reps Need Now
Sales negotiation can be a source of dread for many sales professionals. It’s especially painful when a seller thinks they’ve closed a deal but the prospect wants to “talk about the details.” With the...
View ArticleHow to Stay Customer-Focused in the Age of AI
Is AI making your industrial sales team more valuable—or more replaceable? Artificial intelligence is changing industrial sales. Buyers can use AI to research suppliers, compare products, and evaluate...
View ArticleHow to Resolve Difficult Conversations in Manufacturing Sales
If you lead a manufacturing sales team, you know difficult customer conversations come with the territory. A shipment is late. Raw material costs force a price increase. A quality issue surfaces. A...
View Article4 Tips for Finding Industrial Salespeople Who Can Sell Value
Our clients in industrial distribution tell us it’s difficult to hire the right people for the sales openings they have. They find it’s typically easy to find a candidate who has the technical...
View ArticleHow to Stay Motivated in Sales
Sales can be rewarding, but staying motivated isn’t always easy. Rejection, long sales cycles, changing targets, and the pressure to consistently perform can take a toll—even on experienced sales...
View Article3 Ways Excellent Customer Service Benefits Manufacturing Distributors
For manufacturing distributors, investing in your organization’s customer service function is critical for profitability. Taking care of customers shouldn’t take a back seat to selling to them....
View Article10 Qualities That Make for a Great Salesperson
There are many qualities that make a great salesperson. But what exactly makes someone good at selling? Is it charisma, persistence, drive, or something else entirely? In this blog post, we’ll look at...
View ArticleSales Negotiation Training: How to Get to Win-Win
Sales negotiation training can be a game changer. When your sellers have solid negotiation skills, they can protect margins and build stronger customer relationships. Chris Voss, former lead...
View ArticleWhy Clinical Knowledge Isn’t Enough to Win in Healthcare Sales
Healthcare sales professionals are among the most technically knowledgeable sellers in any industry. Many have backgrounds in nursing, pharmacy, laboratory science, or clinical research. They...
View ArticleHow to Prevent 8 Costly Mistakes New Salespeople Make
New sellers rarely fail because they lack enthusiasm. They fail because they develop habits that feel productive but hurt their ability to build trusted advisor relationships, uncover customer needs,...
View ArticleMulti-Threaded Sales: How to Engage Manufacturing Stakeholders
Manufacturing sales have never been more complex. Whether you’re selling equipment, technology, industrial services, raw materials, or automation solutions, the days of winning business through a...
View ArticleWhy a Strong Company Culture Is Important for Sales
Companies in every industry benefit from having a healthy culture—and your company culture can make or break the success of your business. We’re hearing from clients that, as baby boomers retire, it’s...
View ArticleSales Prospecting: 4 Strategies for Getting Ahead of the Trigger Point
Many sales organizations still operate under the assumption that more activity equals better results. More calls. More emails. More meetings. More deals. But activity alone doesn’t drive outcomes. A...
View ArticleManufacturing Sales Strategy: Why Your Best Sellers Keep Losing on Price
Margin pressure is relentless. Customers default to price comparisons. And when a buyer says, “I can get it cheaper down the street,” too many sellers respond with, “Let me see what I can do.” That...
View Article8 Behaviors That Drive Sales Outcomes
What separates high-performing sales teams from everyone else isn’t the tools they use or the process they follow—it’s the behaviors woven into everything they do. Sales leaders have long searched for...
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