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May 9, 2019

Thoughtful Thursdays – Major account management

Todays Thoughtful Thursdays sales topic the about working with major accounts. Major account plans are more strategic than the typical customer sales plan which tends to be tactical in nature. The goals go beyond the… Read More

May 2, 2019

Thoughtful Thursdays – On sales incentives

It is almost impossible to go through a day without being exposed to incentives to purchase goods and services. The majority of incentives quantify value and offer savings to the purchaser. Buy one, get one… Read More

Apr 25, 2019

Thoughtful Thursdays – Make one more call

Based on my observations and discussions, the job of the professional sales person is more technical than ever. I believe that soft skills are still at the core, but are complemented by the selective use… Read More

Apr 18, 2019

Thoughtful Thursdays – How sales has and has not changed

During the past twenty five years there have been numerous advancements and changes that have affected the sales function. Today’s Thoughtful Thursdays sales topic is about what has changed and what has remained the same,… Read More

Apr 11, 2019

Thoughtful Thursdays – The ever present price objection

No one enjoys selling something for less than they feel it is worth. Think about the last time you experienced the price objection. The bottom line is that you are being asked to supply for… Read More