You’ve heard the story, “there is a difference between wants and needs.” For example, especially this time of year you hear one parent say to the other “the kids ‘want’ the latest and greatest electronic, but do they ‘need’ it?” The same occurs with a number of distributor sales management. They “want” new accounts and believe that customers “need” them. Yes, I … [Read more...] about Wants and Needs
customer acquisition
Sales Persistence Pays
Recently I saw a posting on LinkedIn that shared these sales statistics. Having been in sales, managed sales teams and consulted with clients regarding their sales organizations, it struck a cord. Common perceptions of most distributor sales organizations include: Not too effective at new account development Variably effective at account penetration Very good at account … [Read more...] about Sales Persistence Pays
