3 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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View Article4 Tactics for Asking Great Sales Discovery Questions
The key to understanding what a prospect wants and needs lies in asking great sales discovery questions. Discovery questioning is a skill every successful salesperson must master, and follow-up is a...
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View ArticleFrom Recording to Revenue: How to Get More From Every Sales Call
Sales calls are critical touchpoints in the sales process—from the first prospecting conversation to the final close. 51% of leads are generated through cold calling. It usually takes 6–10 attempts to...
View Article6 Qualities of a Great Salesperson in Manufacturing
Hiring the wrong salesperson in manufacturing is an expensive mistake. Between base salary, onboarding, the time it takes to build a territory, and the opportunity cost of lost deals, a bad hire can...
View ArticleThe Most Common Sales Onboarding Mistake (and How to Fix It)
Many sales onboarding programs make a common mistake: They spend weeks on product training before touching skills. This produces very knowledgeable sellers who can’t run a good discovery call. A more...
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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