This is a great article addressing gaining customer loyalty.
Author provides 8 reasons you might be losing sales. I recently did a presentation on an IFDA/Technomic study about operator perspectives on sales people and some of the reasons in this article resonate loudly.
Read the entire article:
SalesDog.com | Free Resources for Sales Professionals
This article does a great job of identifying three skills needed in the B2B selling world. We need to train to these skill sets.
1. The first skill is understanding and leveraging politics and influence within your customer accounts.
2. A second advanced selling capability is business and financial acumen.
3. The third selling capability is deployment of military-like competitive selling strategies and tactics.
Read the entire article here:
Higher Education | SalesAndMarketing.com
You have to be able to ask effective, thought-provoking and open-ended questions to engage your prospect.
Here is a very good article from Jill Konrath.
I was inspired by what he was doing. I want to bring ‘Eastwooding’ into the sales field. In fact, I’d recommend that all sellers do it before they:
Ever wonder what to focus on? Here is a great article that sets you up to focus on just three important yet simple disciplines. Sometimes you can lose sight of the top priorities and spend more time on what I consider non-strategic tasks. There are times when you just have to stop with the task-rich job functions and focus on where you can truly move the needle. Enjoy!
At times you can get tired about hearing about price. Here is an article from Selling Power that addresses some areas to work on and develop strategies to work on the price objection. Read the article now.
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This inspirational 6-minute video is a tribute to what restaurants do for our country — their impact on their employees, on careers, on communities and on the nation’s economy. Show this to your staff teams, business colleagues, community groups and others.
Food inflation is soaring in the U.S., China and around the world. The Fast Money group and SYSCO CEO Richard Schnieders discuss the agriculture sector.
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