Sales & Marketing
Latest Articles
Industry News
The price is the MacGuffin
Columnist Rick Davis explains why price is only part of the sales story.
Sales & Marketing
Buying better is only part of gross margin improvement
Columnist Bill Lee discusses different ways to approach optimizing gross margins.
Finance
Tinkering with the terms
When said sales rep throws that reasoning on your doorstep like a Molotov cocktail, do you accept the party favor? Not in my world. Pick up that sack of fun and toss it right back at him.
Sales & Marketing
Locate, locate, locate
The three laws of real estate are well known — location, location, location. I argue that the three laws of selling are locate, locate, locate.
Who ultimately pays the finance charge?
I love when a customer says they don’t pay finance charges but they pay late. Well, cowboy, where does that leave us?
Sales & Marketing
Fractal selling in the LBM industry
Fractal selling proves that prospecting and networking is an evolving experience.
Finance
Tempering aggressiveness in LBM credit
A sales rep asks how to approach an overzealous credit manager.
Sales & Marketing
In LBM sales, being a partner is not what you think
Are you a partner to your customers or a provider? I have a confession that the term “partner” makes me bristle.
Finance
How much do you need to explain when denying credit?
People often confuse the rules of B2B credit, which is governed completely differently than consumer credit.
Sales & Marketing
In sales, it’s all about your beliefs
The reality is not that markets are different, but instead that you behave what you believe.
Digital Partners
Webinars
- Advertisement -
White Papers
- Advertisement -
Partner Content
- Advertisement -