The Boy Scouts Were Right – Salespeople Should be Prepared

09/23/2022

“Be Prepared.” That’s the Boy Scout motto, and I’ve spoken about it before. So many sales are lost not because the customer doesn’t want to buy, but because the salesperson isn’t prepared to sell. Every salesperson THINKS that they’re prepared to sell – but few actually walk through the steps and define what it takes to make a sale happen. Worse, too many salespeople are the first to pump the brakes on the sales process. The customers should always be the first to pump the brakes. Being prepared isn’t applying artificial pressure; it’s simply moving at the customer’s pace.

Annual Conference Speaker: Systematizing Sales Strategies

07/08/2022

Salespeople know what got them to where they are today. Yet salespeople and their leaders often struggle to determine what they should be training their people on when there are an unlimited number of options available. Training has to be relevant and immediately applicable if we’re going to get salespeople engaged, and that’s a challenge in and of itself.

Finding New Sales Talent In “The Great Resignation”

02/11/2022

Are you finding it hard to hire good salespeople? If you are, you’re not alone. Nearly everyone I talk to when I speak at conferences asks me about the sales hiring outlook in 2022. Too many companies are running short staffed, losing sales coverage and bandwidth, and losing opportunities. The truth is that if you have a fully staffed and skilled sales team right now, you’re probably doing a number on your competition – and you’re the exception, not the rule.

Marketing Summit Keynoter: Hope Isn’t a Sales Strategy

10/28/2021

He dodged bullets in Iraq and at the same time kept journalists from Reuters and other top outlets apprised of the U.S. Marine Corps’ actions by learning a system that allowed him to concentrate on key tasks. Now Shawn Rhodes will apply those skills to help sales professionals at TRSA’s 4th Annual Marketing & Sales Summit achieve their goals.

Get Traction: EOS Expert to Keynote Annual Conference

09/30/2021

Mike Paton, the best-selling co-author of Traction: Get a Grip on Your Business and a well-known practitioner of the Entrepreneurial Operating System (EOS), will address TRSA’s Oct. 19-21 Annual Conference in Carlsbad, CA, on Oct. 20. To offer attendees and prospects a taste of what they’ll hear in Carlsbad, we put a few questions to Paton regarding EOS and how it helps companies achieve stable growth.

Ecolab VP Passes Away

08/06/2021

Charles Ken Dowdy, Knoxville, TN, passed away on July 24. He was a great leader, mentor, coach and friend to so many in the commercial laundry industry and personal life, according to a news release.

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