Agency Management

Price is always a part of the final equation in selling, but the real reason people choose one supplier over another is almost never price, nor does it have anything…

It is important to continually raise the level of relationships within an account. It is the producer’s job to identify prospective customers out of the field of buyers and move…

A sales person can’t create genuine value for a client if the focus is on unit pricing. Price is always a product of poor selling and inept sales management. If…

The year was 1943, World War was raging. Spies and saboteurs had infiltrated our country, establishing themselves as normal citizens and were busily (and invisibly) at work trying to destroy…

An 18-wheeler slid into a ditch. A little old lady pulled up with her two Chihuahuas in the car and called to the driver, “Throw me a chain and I’ll…

In many organizations, we are now seeing the modern equivalent of the World War II Stockholm Effect (see below), with sales people transferring alliances to the customer. This could lead…

The issues of attitude and motivation seem to confound most sales organization. Companies will go looking for a “motivational speaker” to pump life into a lethargic sales group. Sales managers…

The most often misunderstood function in a sales plan is the training of staff. The first rule of training is that nothing stays fixed. Training is an ongoing process that…

Most claims of success by sales trainers are a fraud. Many sales trainers are like roosters taking credit for the dawn…they crow about the effectiveness of their workshops when, in…

In order to migrate (develop) a prospect up to buyer and then on to loyal customer requires a sales person to have an overall account management vision. What’s needed is…