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...]

Dealing effectively with the competition

Monday, July 23, 2018
This would be a great business if it weren’t for the competition! Unfortunately, the existence of the competition impacts every industry, every business and every sales position. What the competition does or does not do can make a dramatic impact upon a company and a salesperson. That impact can range from squeezing you to the point where you go out of business on one extreme, to creating tremendous opportunities for growth and profits on the other. The competition and their potential impact on your business is a fact of life. No matter how hard you wish, you are not going to be able to make the competition go away. While we can’t change the competition, we certainly are responsible for our attitudes and behaviors toward the competition. What we say and how we act a  [Read More...]