Understanding the Sales Force

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What B2B Companies Must Learn from 10 Reasons Why Amazon is Destroying Retailers

Understanding the Sales Force

It's money that people would have spent, at some retailer, probably within an hour of their home or office, but chose to buy from Amazon instead. Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere. That's not $44 Billion that people wouldn't have spent if not for Amazon.

Retail 180
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Is Your Sales Process Backwards, Upside Down or Stupid?

Understanding the Sales Force

In between the meal and the movie, we attempted to shop at a well-known French retailer. Also frustrating was the problem that most of their products were not on display so you needed to know exactly what you were looking for because browsing in this upscale retail store was not encouraged. Brand stupidity.

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Data: The Top 10% of All Salespeople are 4200% Better at This

Understanding the Sales Force

I don't usually write about retail selling and today's article is not about retail selling except to make a couple of important points. So in one store we weren't the least bit interested, she didn't notice, didn't care and kept on keepin' on. In the other store we would have bought that painting and he abandoned us.

Retail 288
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Sales is Like Baseball and Baseball Can Save Capitalism and Liberty

Understanding the Sales Force

Truckers will choose not to drive into those cities, retailers will close - for good, restaurants will lose even more business, and tourism will continue to suffer as it did during the shutdown months of March, April and May.

Tourism 221
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How All Those Trucks on the Road Can Help You Stop Discounting

Understanding the Sales Force

It's because the supply chain is busier and stronger than ever and as a result of all of the buying, our roadways are jammed with trucks shipping products to distributors, retailers, warehouses and fulfillment centers. Don't believe a word of it when you hear an economy related objection or put-off.

Discount 173
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Top 10 Problems with Channel Sales - Don't be Held Hostage

Understanding the Sales Force

The channels are many, and include stocking distributors, brokers, retailers, VARs, agencies, partners, resellers, rep firms and more. Retailers are a great example of this channel and the work they do is marketing and display centric. Ignored in all of these articles are those clients and companies that sell through channels.

Channels 221
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Trust in Selling is Becoming More Important Than Ever

Understanding the Sales Force

It only takes one shoplifter for a retailer to install a video surveillance system and/or detectors, lock their display cases, hide their merchandise and distrust all of its customers. There are certainly companies and people that don''t measure up when it comes to the high integrity profile and that is what makes prospects so skeptical.