Board Games Distributor gets on Board to build Stronger Client Relationships Organization: An Ontario-based Board Games’ Distributor with 10 sales reps. Business Issue: In the past, business boomed focused around the success of a specific line of product for this board games’ distributor. Most of a rep’s time was consumed by order taking activities. It wasn’t necessary to take time […]
Read moreKey selling tips from a winner of 21 sales achievement awards In the late 1990’s I joined a training development organization in an account executive role. Products and services offered included corporate training such as leadership development. Shortly after joining the company, a mentoring program for new account executives became available, and […]
Read moreThe power of referrals for business development is timeless A number of years ago, my father (Garth Webb, a D Day World War II veteran) decided Canada needed a place to learn how Canadians contributed in World War II. He started selling bricks to WAR vets to contribute to a building now called the Juno […]
Read moreWe are witnessing and living through a historic time. The pandemic is a health and business crisis. Things have changed. We are being assured that our circumstances are temporary and that business will indeed resume again – however we don’t have a precise timeline. For those of you in a B to B sales role, […]
Read moreWhy is pre call preparation so important? We plan our weddings, vacations and retirement, yet we don’t plan for a sales conversation! Often our livelihood depends on these conversations! I believe the most successful salespeople plan on a regular basis. Those most successful at selling are also humble. They always feel they could learn more […]
Read moreWe know that when sales coaching is done well it brings improved sales metrics. One of the key factors to a dynamic sales coaching process is to have your sales reps coached on a regular basis. It is recommended that each rep have one to two hours of sales coaching per week. Yet the 4th […]
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