Sales & Operations
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10 Ways to Make the Best Sales Impression
When making your initial sales call on larger and more professional prospects—at least among the most successful contractor salespeople—cold calling has pretty much become...
Industry News
Inventory Shrinkage: What to Look for to Minimize Your Store’s Losses
Inventory shrinkage is alive and well among building supply businesses. Inventory shrink can usually be traced to two primary factors: 1.) Too few systems...
Industry News
What Kind of Sales Coach Are You?
What are you doing to make your telephone ring? This is one of my favorite questions to ask the owner or manager on the...
Industry News
Raising the Bar on Personal and Company Performance
How many games must a major league pitcher win in order to be considered a cut above? What is the magic batting average a...
Industry News
Don’t Underestimate the Power of Scripted Sales Statements
As you raved to a friend about the story line in a movie you just saw, did you think about how many times the...
Industry News
Make a Plan then Make it Happen
“IT’S DIFFICULT TO HIT A TARGET YOU CANNOT SEE.”
I first heard this statement from the late great Zig Ziglar, but it is equally applicable...
Industry News
Are Higher Gross Margins in Your Company’s Future?
When I wrote my book, “Gross Margin,” I did a considerable amount of research to learn the gross margins achieved by retailers outside the...
Industry News
Telling Isn’t Selling: 5 Great Questions to Ask Prospects
The person who is in control of the sales interview is NOT the one doing most the talking, but the one asking the questions....
Industry News
Lazy Salespeople Lead with Price
Smart salespeople are partners who help their customers succeed.
When prospecting for new business, it has been my experience that salespeople are most likely to...
Industry News
When Talking Productivity, Measurements Matter
A few years ago, I was invited to speak in Scottsdale, Ariz. at a meeting sponsored by the Mountain States Lumber & Building Material...
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