Adding Value is Not An Option…

…adding value is the ONLY option. It’s intuitive to most that sales people we need to add value on every sales call and in every interaction with a customer or prospect.  We’ve got to be: Solving Educating Providing Helping Guiding Or any other combination of acts of service to our customers and prospects. What wasn’t at first intuitive to me […]

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The Next Generation Beyond Consultative Sellers

Two great minds in the building materials industry are Mark Mitchell, the principal of Whizard Strategy, and Devon Tilly, creator of The Art of Construction podcast.  They drive the same theme when it comes to the selling expertise and behavior needed today. Both write or podcast on the value of the “Trusted Advisor” as opposed to a “sales rep.” You can check out […]

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Here’s to Everyone Who Tells a Story About Their Company

Brochures. Websites. Introductory sales calls. Presentations to a broad industry audience. These opportunities are far too often used by sales reps, marketing departments, and company leaders to provide a picture about themselves, what they make or do, how big they are, how many pins in the map they have. And not often enough do the messages make a statement to […]

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