Get Your Game On

Posted by Steve Guglielmo in Sales and Marketing, Sales Staff, Selling Strategies, Slideshow on April 16, 2013 | No Comments »

By Norm Clark
Listen to your customers.

Critical Sales Leadership and Coaching Skills

Posted by Steve Guglielmo in Sales and Marketing, Sales Management, Selling Strategies on October 14, 2012 | No Comments »

Teach and provide the structure, tools and disciplines needed to assure that your salespeople are capable of doing the right things.

When Sales People Become Bread Men

Posted by Steve Guglielmo in Sales and Marketing, Selling Strategies on July 24, 2012 | No Comments »

By Abe Walkingbear Sanchez Bread men are delivery guys who pick up a truckload of fresh bread each morning and then drive from customer to customer filling store shelves. If there’s an empty slot they fill it. All they need to give care to is that the right bread goes in the right slot. When …

Distributor Salespeople Reveal Their Greatest Challenges

Posted by Steve Guglielmo in Sales and Marketing, Sales Staff, Selling Strategies on July 24, 2012 | No Comments »

By Tom Reilly “A moment’s insight is sometimes worth a life’s experience.” — Oliver Wendell Holmes What is on the minds of distributor salespeople? In a recent University of Industrial Distribution (UID) presentation I had the opportunity to survey attendees (salespeople and their managers) to determine t heir greatest challenges. Their responses give us insight …

The Traits of Great Salespeople

Posted by Steve Guglielmo in Sales and Marketing, Sales Staff, Selling Strategies on June 9, 2012 | No Comments »

By Herb Greenberg, Ph. D, Founder & CEO of Caliper In today’s competitive economy with ultra-low employment levels, it’s becoming increasingly difficult to recruit — as well as retain — top salespeople. But there are ways to hire smart and hire right — the first time, for those of us actively looking to bring on …

Transactional vs. Consultative Selling

Posted by Steve Guglielmo in Sales and Marketing, Selling Strategies on June 9, 2012 | No Comments »

By William Walker ‘What do you teach people in sales training, how to pick up the check at dinner?” I’m never surprised by this question. Over the course of a career as a sales trainer, I’ve grown accustomed to hearing it and others like it. Critics believe success in sales is largely a function of …