While serving as a District Manager (many moons ago) overseeing a distribution channel in Northeast Ontario, I came across a puzzling trend. Despite consistent support and a stable market, one of our distribution partners had shown no year over year (YoY) sales growth. Month over month (MoM) and quarter over quarter (QoQ) metrics were equally …
Sharing an experience I had with one of our large customers. A Sales Rep from my team was on vacation and I was assisting her accounts while she was off. An order came in for 20+ Samsung units. A beautiful device, but a delicate device made of glass. I immediately called the client to confirm …
Over the winter holidays (years ago), I spent a great deal of time on self-reflection, personal and professional. So while the children were playing with their new toys, I took some time to review my latest LinkedIn feed. I came across a short but insightful article called “Silence – The B2B Sales Killer” by Randy Whitcroft. …
When I say prospecting is a recipe I don’t mean that you need to be a chef to prospect. What I’m referring to is a recipe has multiple ingredients. I see a lot of Ads on LinkedIn that state cold calling is dead. I disagree. That said, I wouldn’t solely rely on cold calling as …
It was April 22. I was in my second year with a company. I was hired as a sales hunter with no outbound sales experience. I was handed a silver platter with nothing on it. The silver platter was an opportunity; I needed to acquire new business clients. I was prospecting door-to-door (no LinkedIn.com back …
I was conducting a coaching session with a Sales Rep on my team. During our discussion, I asked for her monthly objectives (activities, not results). One of her goals was to attend a networking event. I asked her what success looked like at the end of the networking session. Like me, many many years ago, …