National Manufacturing Podcast: Interviews of leaders in manufacturing Where’s Willie? Podcast. A Jacket Media Co. Production powered by Koganei International AmericaArticles
I’ve been in the sales training industry for the better part of 20 years, and I’ve observed countless companies re-implement their sales training or pursue the latest shiny new thing. […]Articles
I noticed organizations continually invest time and money to improve sales team effectiveness, but which one? There are hundreds of sales training companies offering thousands of programs in all aspects […]Articles
Recently a new salesperson asked me what was the most important lesson I’ve learned regarding selling. I came up with a few lessons that were top of mind, but that got me thinking, “What are the lessons I’ve learned?” I came up with 10 lessons. IF I ONLY KNEW THENArticles
Overview Selling in the industrial marketplace presents many unique challenges. Salespeople are required to have a high degree of technical skills. My first sales position was as a sales engineer for a machine tool and robotic systems company. I had been an engineer until they put “sales” in front ofArticles
Chase customers who are not a good fit In a separate article, I define the difference between Customer Fit and the Ideal Customer Profile. Us salespeople love chasing all sales opportunities that come our way. That is resulting in a mistake. A mistake of chasing opportunities that are not a goodArticles