On the Blog

The Factory Sales Guy

Monday, July 23, 2018
I thought it might be appropriate to share a bit from a recent conversation with the head of channel sales for a major manufacturer serving our industry. Here is the question that started the conversation: I am continuing the journey of coaching some of our field salespeople on what a distributor salesperson wants from a factory salesperson. Do you have any references, articles or anything that might be pertinent? Try as I might, I could not find any reasonably sound advice for our kind of selling efforts. The few articles I did locate seemed to be one-sided in their tone. With this in mind, let’s take the next six minutes to explore the topic from both sides. While I was never allowed into the organization, I’ve heard the Boy Scout credo at leas  [Read More...]