The nature of the sales game is undergoing dramatic change as new technologies and shifting customer expectations demand new ways to adapt time-honored sales skills to new situations.
How combining ancient techniques with new technologies can make sales calls more effective and productive, make relationship-building more dynamic and make everybody more money...
Editor’s note. To help its rep and manufacturer members understand the impact of the sea changes affecting the rep’s role in the electrical market and to provide a roadmap for...
Nothing is more discouraging to salespeople, creates more stress for them, and is more mind-numbing than to be routinely overwhelmed by too many demands, too much data, and too...
You are in the business of influencing people. Make friends with that fact. Some call it persuasion while others call it negotiation. Whatever it’s called, distributors pay their...
Instead of changing ourselves, most of us look for ways to avoid change by changing employers, spouses, pant sizes, medications, etc., to accommodate the way we are. Change makes...