How can joint sales calls become more effective?

There are really only two ways to increase sales. Sell new customers or sell existing customers more new or existing products. These require planning on the part of distributor sales management, distributor sales people to more effectively evaluate his/her customers and identify new opportunities and manufacturer salespeople (direct and reps). The competitiveness of the economy…

Converting from Product Sales (or Order Acceptance) to Generating Opportunities … What a Manager Needs to Do?

Order taker, order maker, hunter, farmer? Sales managers today need to be more astute and aggressive because the competition is getting tougher. This is a market share gain game and those that claim share win. The technology savvy manager has a greater chance to succeed now more so than ever before because technology aggregates information…