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Pipeliner CRM Case Study: Whole Harvest Foods


About Whole Harvest Foods Whole Harvest foods produces the nation’s first naturally-processed line of no trans-fat commercial cooking oil produced without blends or harsh chemicals.

So What Can I Sell You?

Sales Benchmark Index

As a next step, he began contacting major US chemical companies for assistance. Max was contacted by the big 3 chemical companies. I recently had coffee with a friend of mine, Max. Max is head of manufacturing for one of the nation’s largest credit card manufacturers.

Customer Signals for Adapting Experiences

The 1to1 Media Blog

A chemical manufacturer with a solid customer listening program noticed an uptick in complaints about pricing. Unlike many firms, which would take the comments at face value and take action accordingly, this company first stepped back and reflected on its strategy: It sold premium chemical for advanced applications targeted at particular industries, so it surmised that the company shouldn''t see this kind of feedback.

Sales middle managers – what motivates them the most?

Sales Training Connection

The results are part of Insigniam’s 2014 Middle Management Survey, which is based on responses from 200 managers in Global 1000 companies from several industries, including healthcare, pharmaceuticals, chemicals, energy, manufacturing, and biotech. Sales Middle Managers.

Sales 102

Secret weapons: Open-ended questions and listening

Sales Tips & Techniques

Joe Smith, a salesman with ABC Industrial Supplies, called on a prospect, the Wagner Chemical Co., But the following day, Wagner Chemical signed a long-term, highly-profitable supply deal with ABC. in January. He met with the company’s purchasing agent, Allison Stevens, who spent twenty minutes with the visitor. No sale. Two months later, Angela Jones, another sales professional at ABC, called on the same company. She, too, met with Allison Stevens for twenty minutes.

11 Tips for Starting a New Sales Role

Modern B2B Sales

Instead of sweating it, think of yourself as a scientist in a lab trying different combinations of chemicals in order to make a serum. Author: Chris Gillespie So you have a new sales job. The desk is clean, the laptop screen has shiny protective film, and your strategy is a blank slate.

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Helping Your Buyers Look Beyond Themselves!

Partners in Excellence

Helping your customers identify growth opportunities: Recently, I had conversation with the VP of Sales for a company that sells basic materials (think chemicals). We know we need to be customer focused.


HeavyHitter Sales

It turns out your innate nature to help people is really the result of a chemical reaction. During the first four years of your life, 90 percent of your brain’s growth and development occurred.

We Become Commoditized Only When We Let Ourselves Be Commoditized!

Partners in Excellence

They sell basic materials (oil, gas, chemicals, etc.), I read an article about the seeming inevitability of commoditization. We certainly see a lot of evidence of more of what we sell becoming commodities.

How To Avoid Getting Hired Cheap…and Other Lessons From Houdini


If you go to a chiropractic or carpet cleaning or computer coder’s convention, the focus will be on chiropractic technique, new chemicals and equipment and new coding practices and tricks.

Complex Or Simple Buying Process

Partners in Excellence

selection of RF shielding for a smartphone, selection of specific bulk chemicals). Over the past few months, I’ve been reviewing a lot of my thinking about business to business buying and selling processes, and how we achieve success in both.

Go Sleep On It.

Dan Waldschmidt

— Did you know that the brain chemicals that help you regulate your mood are charged back up when you sleep? A tired you can’t be an awesome you. Work hard. Play hard. And find time to sleep hard. Because you need time to recharge. It’s true that “you can sleep when you’re dead” , but what you might not stop to consider is that not sleeping only gets you there faster.

Just press the easy button

Brian Vellmure

And the behavioral psychologists note that this state actually releases chemicals in our brain that make us feel good. The fact that what we “know” (the explanation for the unknowable) is irrelevant or even wrong is not important for the chemical release.

Try Selling Sand

Partners in Excellence

Others sell basic materials like chemicals. As much as sales people try to sell solutions or sell value, too often they fall back on great products. They focus on product, features, functions, feeds and speeds.

7 Reasons Adding Coaching or Consulting Is Good For Business


For instance, I’ve helped an industrial chemical company selling B2B create consumer versions of their products and succeed on home shopping television. One of the fastest ways to increase your income is to offer high-priced services to a select number of people.

Enabling Growth: Solving New Product Challenges with CPQ

Cincom Smart Selling

Are there any chemical applications applied to or used to treat the metal before or after processing? Successful sales people have always known that being successful in their job requires them to continually learn about the markets they serve, the products offered, the pricing and selling issues related to the product as it grows and changes over the years.

A Verbal Painting is Worth A 1,000 Words

The Pipeline

The Limbic (Emotional brain) system creates chemical messages that connect information to memory, the retention of which is significantly increased when that information is presented in an emotionally charged context.” By Tibor Shanto - .

Channel Visibility Reveals Unique Sales Workflows in Multi-Channel Organizations

Cincom Smart Selling

This selling partner addresses an entirely different market; their customers use industrial chemicals and gasses. Distributing product through multiple channels means accommodating multiple sets of needs, competence levels and knowledge. Each channel is unique to some degree, and that means each channel has unique requirements as well. Discerning the nature of those requirements requires visibility into the individual sales channels.

Artificial is Artificial

Ziglar Pure and Simple

When I made this change, it wasn’t because of all the scientific studies on the possible harm that artificial sweeteners could cause; it was simply because eating pure food, the way God made it, and then adding a chemical to it just didn’t make sense to me. Diet Health Success Uncategorized artificial sweeteners chemical food iced tea Pure satisfying sugar sweet potato Thanksgiving . In my quest for eating pure I decided to stop using all artificial sweeteners.

Why You Can’t Fail (Even If It Feels Like You Are Losing Right Now).

Dan Waldschmidt

Today, chemicals are sprayed from airplanes and mixed into the water that is delivered to the field’s irrigation system. Agriculture really hasn’t changed that much over the last 15,000 years. The idea of farming is basically the same now as it always has been. It all starts with planting a seed. And not just one seed. Planting a field with seeds.

#MyFirstSevenJobs Kathy Dyer And Chris Ahearn

Partners in Excellence

Manny Hanny long since been absorbed into Chemical bank which was then absorbed into Chase. There’s a series going around the web about people’s First Seven Jobs. It’s been fun and fascinating to see the very first jobs people held.

What You Can Learn About Success From Addiction.

Dan Waldschmidt

Addiction will force a person to go to extreme lengths to make sure they have access to the chemicals that quiet down their brain. Don’t confuse drive with healthy ambition. Just doing something doesn’t mean you are doing enough. Or doing things the right way. They will rob and steal and sell their bodies for sex just to earn enough money to get another fix. To make it through another day. A lot more of us should act the same way.

#MyFirstSevenJobs John Pesec and Chris Palmisano

Partners in Excellence

19 years old Laborer/janitor in chemical plant. Dumped chemicals in tanks, scrubbed floors and toilets. A number of weeks ago, I started following some posts about people’s First Seven Jobs. It was fun and fascinating to see the very first jobs people held.

First Seven Jobs

Partners in Excellence

I worked for one of the largest chemical companies in the world. I’m a terrific fan of Fred Wilson’s AVC blog. I just read First Seven Jobs. I thought I’d try to remember.

A Different Take On Challenging Conversations

Partners in Excellence

Another client in the bulk chemicals industry engages their customers in conversations about the future of detergent, or foods, or other things. I’ve been writing a lot about changing the conversation, about challenging our customers, about getting them to think differently. A lot of readers have been sending me notes, asking for advice on how to do this.

How to Have Laser Focus Without Caffeine


Here’s the science behind it : Your body produces a chemical called adenosine when it’s time to go to sleep. At this moment, do you have 25 tabs open?

The hidden secret to productivity – doing nothing


Those 10 minutes of doing nothing help it recharge, replenish its glucose supply, and clear out the residual chemicals. So when was the last time you did nothing? No, I really mean it. When was the last time you did absolutely nothing? I bet you can’t remember.

How To Make More Money Being a “Marketer” NOT a “Doer”


If you go to a chiropractic or carpet cleaning or computer coder’s convention, the focus will be on chiropractic technique, new chemicals and equipment and new coding practices and tricks. “The easiest way to attract a crowd is to let it be known that at a given time and a given place someone is going to attempt something that in the event of failure will mean sudden death.” ” - Harry Houdini.

The Pipeline ? Beware The Mixed Message ? Sales eXchange ? 138

The Pipeline

Nice glossy presentation, containing nothing of interest to me; and given the chemical content of the glossy pages, I couldn’t even use it to wrap fish. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

Are We Allowing Ourselves To Be Commoditized?

Partners in Excellence

They were responsible for procuring everything from basic chemicals, office supplies, “nuts and bolts” (literally), to complex computer systems, communications systems, development tools, machine tools and thousands of other items. My colleague Anthony Iannarino wrote an outstanding post: “Mismatched Skills And Value Creation.” ” Usually, Anthony and I are so aligned in our thinking that we tend to complete each other’s sentences.

The Motivated Coworker: How to Increase Team Productivity Even When You’re Not the Team Leader

The Productivity Pro

Pinker proposes that harmonious personal contact may stimulate the release of oxytocin, a mood-heightening brain chemical that also helps us remember and learn. “ People often say that motivation doesn’t last.

Inside Campaigner: Green your email marketing for Earth Day

Inside Campaigner

The pulp and paper industry is the single largest consumer of water used in industrial activities in developed countries, and it’s the third-largest industrial greenhouse gas emitter (after the chemical and steel industries). skip to main | skip to sidebar. Tuesday, April 19, 2011.

Sales Training Article (SBI) - So What Can I Sell You?

Customer Centric Selling

As a next step, he began contacting major US chemical companies for assistance. Max was contacted by the big 3 chemical companies. Sales Training Article: So What Can I Sell You? By Joel McCabe, Sales Benchmark Index (SBI) I recently had coffee with a friend of mine, Max.

What am I afraid of?

Productivity and Motivational Tips for Inside Sale

I’m afraid of being decimated by one single act of chemical warfare, or of being threatened by mass killings (or mass anything, for that matter) …. Halloween is when ghosts, goblins, witches, skeletons, zombies and all scary things surface.

Eating Pure and Simple

Ziglar Pure and Simple

It is a very hearty oatmeal, no added flavors or chemicals, nothing processed, not the rolled kind but the little pellets. . Losing almost 70 pounds in just over a year (I like saying almost 70 rather than 68, it just sounds like more!),

The Purity Diet

Ziglar Pure and Simple

No chemicals, no preservatives, no refining or processing, as raw and natural as possible. The big difference is the no processing and chemicals part. About this time last year (June 2007) I got sick and tired of being sick and tired. It seemed that life was just throwing its oozy, crummy, icky, stuff at me. Of course that is the nature of life, but why was so much of it sticking to me?

Moldy Bread is Good!

Ziglar Pure and Simple

Fact is, the bread has so many chemicals in it the mold is just too smart to eat it! About 18 months ago I started on my mental Purity Diet. I decided I would listen to and read the good stuff every day. Thirteen months ago I started on my physical Purity Diet. I decided I would eat only pure, unprocessed food the way God made it. I have lost just over 70 pounds in the last year and feel awesome.

Can Barbra Streisand And Seth Rogen Turn You Into An Electrifying Salesperson?


For example, Andy thought it was interesting that he was able to find the exact natural ingredients to create a cleaner that was not only safe, but didn’t contain any chemicals. Have you seen the movie “ The Guilt Trip ”?

How Does the Economy Really Affect Your Sales? | Southwestern.

Southwestern Advantage

David is now a Sales manager in Chemical Sales and consulting. Search. About. Contact Us. Southwestern Sales Talk. How Does the Economy Really Affect Your Sales? by Lee McCroskey. Time for another guest blogger!

Rejection & Objections on the Bookfield | Southwestern Sales Talk

Southwestern Advantage

Or help balancing a chemical equation? Search. About. Contact Us. Southwestern Sales Talk. Rejection & Objections on the Bookfield I. by Lee McCroskey. Here is some great stuff from the Southwestern Company’s Matt Atchison. Matt is a District Sales Manager, and is one of the best salespeople and sales trainers in recent history. Here is part one of several on the nature of rejection, and how to handle objections from Mrs. Jones. .