Sales Archives - Page 16 of 16

Simplify Your Sales Message to Help Prospects Understand the Value of Your Offer

Hypothetically speaking, let’s say you’ve got fifteen minutes to talk to your biggest prospect next week at a conference in Atlanta. You’ve been hawking the buyer for eight months and you’ve finally got your meeting. You’ve narrowed down your entire portfolio to two major product lines you want to talk about. You’ve done your homework about where you need to be in order to be competitive on price and still hit your margin goal. Internal inventory and supply chain are good. You’ve got clearance to sell in up to $750k for [...]

The Answer Is Yes. Amazon Will Disrupt Your Industry Too

A looming challenge for your distributors could be a rare chance to gain a competitive advantage for your brand. The Baader-Meinhof phenomenon, or frequency illusion, happens when something that you recently became aware of starts popping up everywhere. This happened to one of our clients following an annual planning session when we raised the topic of Amazon Business. Even before catching a flight out of Chicago he forwarded two news items supporting the idea that eventually every manufacturer will be impacted by the e-commerce juggernaut. All of a sudden Amazon Business [...]