Sales & Marketing
Latest Articles
Sales & Marketing
Building a repertoire of skills
Columnist Rick Davis discusses skill sets a salesperson needs for long term success.
Sales & Marketing
Hire for grit, train for skill
Columnist Rick Davis explores why hiring based only on past performance can cost you in the long run.
Sales & Marketing
Avoiding mutual complacency with your salespeople
In his latest column, Rick Davis discusses how mutual complacency can hold a good team back.
Sales & Marketing
Find your rhythm
Although my personal enjoyment of professional sports has waned in recent years, I still find great peace in them.
Finance
Tinkering with the terms
When said sales rep throws that reasoning on your doorstep like a Molotov cocktail, do you accept the party favor? Not in my world. Pick up that sack of fun and toss it right back at him.
Sales & Marketing
Locate, locate, locate
The three laws of real estate are well known — location, location, location. I argue that the three laws of selling are locate, locate, locate.
Who ultimately pays the finance charge?
I love when a customer says they don’t pay finance charges but they pay late. Well, cowboy, where does that leave us?
Sales & Marketing
Fractal selling in the LBM industry
Fractal selling proves that prospecting and networking is an evolving experience.
Finance
Tempering aggressiveness in LBM credit
A sales rep asks how to approach an overzealous credit manager.
Sales & Marketing
In LBM sales, being a partner is not what you think
Are you a partner to your customers or a provider? I have a confession that the term “partner” makes me bristle.
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