Every sales team has them. If you think your team doesn’t, then it might be you! Walking by Carol’s office, I noticed her phone was off the hook and laying down on her desk in front of her as she worked on her computer. “Carol, your phone is lying in the middle of your […]
It’s more important to your selling success than you think What are the 4 Components of an Iconic Selling Experience (SX)? During sales training workshops, one of the first points I convey is how important you are in creating the Selling Experience (SX) for your customers. Lately, we hear a lot about […]
The ethical challenges of selling in agribusiness
In between planting and harvest is 100+ days of summer Well, maybe not this year Originally published in Feed & Grain Magazine’s Coach’s Corner As plant 2019 finally comes dragging across the finish line, many of you are slipping into what is called a summer slump. I know…I can hear you saying, “We have spraying, […]
Originally published in Wisconsin Agri-Business News Quarterly – Summer 2019
How to use famous quotes to sell your biggest customers “Think Big to Be Big!” “Aim small, Miss Small!” “I’m not good at calling on the large customers. They intimidate me.”
How an NFL commercial can help you develop your team! In the mid-’80s, several companies ran ads during NFL games called, “You make the call”. They were short clips of some incredible football plays that were somewhat gray areas for the referee to make the call. Hence the name, “You make the call”. They […]
How an NFL commercial can help you develop your sales team! In the mid-’80s, several companies ran ads during NFL games called, “You make the call”. They were short clips of some incredible football plays that were somewhat gray areas for the referee to make the call. Hence the name, “You make the call”. […]
And What you need to do to survive, thrive and prosper through them! Megatrends can be defined as those trends that are universal to everyone in the category and viewed as permanent. In other words, it’s not a 3-5-year trend. A megatrend is something that will most likely not reverse. A few words of […]
All of us do, of course! Well, keep reading to find out how. As you may recall, the once popular game show would award $1 million to anyone who could answer 14 consecutive questions correctly. One wrong answer and you went home with nothing. To help the contestant along the way, they were given three […]
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