Tag: Selling
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The Art of Selling to Big Box Home Centers: A Guide for Marketers
Selling to big box home centers is about more than offering a good product at a competitive price. It’s about building relationships, adding value, and showing an understanding of the market. If you can help a merchant navigate our limitations and meet their expectations, you’ll significantly improve your chances of a successful partnership. By adopting…
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Line Reviews at Lowe’s and Home Depot
This is a transcription of a podcast I did with Mark Mitchell on how to have a successful line review with big boxes like Lowe’s or Home Depot. You can choose to listen or read this. “I’ve seen some surprisingly large companies to be at a loss for how to approach a line review.” Hi, this…
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Do You Accept LinkedIn Connections From People You Don’t Personally Know?
Are you concerned that you may miss out on job or other opportunities?
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Your Price Is Too High!
Your price is too high really means “You haven’t shown your value to me.”
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The Successful Big Box Line Review
Many manufacturers fear line reviews with big boxes like Home Depot and Lowe’s. They frequently see it as an event where they have more to lose than to gain.
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Are You Pricing with Your Customer’s Profitability in Mind?
“If you manage pricing from only your profitability – you’re going to be dead.”
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Who’s Your Best Customer?
Stop selling and start solving your customer’s problems.
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Are You Throwing As Much As You Can Into The Marketplace, Hoping People Will Buy?
You may call it pull marketing, demand generation, or selling through, but what you are really doing is simply producing and throwing as much as you can into the marketplace, hoping people will react, and that consumers will buy.
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Are You Asking the Right Questions When Hiring a Manufacturers Representative?
Think hiring a rep firm is like hiring for any open position on your team? Think again.
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Are You Using These 4 Critical Steps of Sales Leadership?
Selling a lot of material is no longer just what you want your sales force to do. Demands and expectations of customers are growing. You must satisfy their needs. Information technology is giving you more date, in more user-friendly. The result is you need to more finely direct your sales force with the insights you…
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How to Get Knowledge Out of Your Product Manager’s Head and Into the Hands of Sales
Creating a Product Dossier brings the sales team up-to-speed on new products and programs while helping unlock what’s in the product manager’s head.
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What Does “Your Price Is Too High” Really Mean?
Make sure that the customer has truly earned and justified the price they need.