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Sales Blog: Changes & Trends

By Jethro | November 17, 2022

No Supply? Angry Customer? Here Are The Best Customer Service Steps To Handle It!

The current supply crisis is causing a domino effect of customer service issues. Missed or extended delivery dates, ongoing or unavailable ETA’s, and empty shelves, are causing a title wave of ANGRY CUSTOMERS that salespeople and organizations have never had to handle before!! Many salespeople and business owners have never had a customer service course […]

By Jethro | November 10, 2022

Need a high-performance speaker for your next event?

As a business owner, I know what matters to you: revenue, income results, cash flow,  Am I missing anything?  Oh yeah… profitability! And what do all of those things have in common? It all comes down to sales.  I’m going to be helping you, and your salespeople amp up and elevate their sales skills to […]

By Jethro | November 3, 2022

Intergenerational Selling: You Better Know How To Sell To Everyone!

As the traditional workaholic Baby Boomers retire, Gen X have bigger budgets and want experiences versus the ‘heads down’ Millennials, who now dominate the business landscape as the largest generational group in the workplace and want to work with companies that make the world a better place. The hard-working digital Gen Z’s are close behind […]

By Jethro | October 27, 2022

How To Outsell & Outperform In Uncertain Economic Times

As a business owner or sales leader, I know what matters most to you. Revenue, income results, cash flow, am I missing anything? Oh yeah, profitability!!   And what do all those things have in common?? SALES!!   With only 57% of teams achieving their sales target at the best times, meeting sales goals is […]

By Jethro | October 20, 2022

Help Customers Save $$ But Do Not Discount!

SALES LEADERS/SALES REPS/BUSINESS OWNERS:  As we enter into an economic crisis where customers are looking to tighten their belts, they will ask for bigger discounts. Yet our job as sales leaders, reps, and business owners is to protect our profit margins, so what do we do???  Whatever you do… DO NOT DROP YOUR PRICES & […]

By Jethro | October 13, 2022

Catapult Your ‘Consultative Selling’ Calls From Okay to Outstanding!

SALES LEADERS/SALES REPS /BUSINESS OWNERS: When it comes to selling, there is a hierarchy of sales called effectiveness. They are ranked according to their effectiveness in moving the sale forward. There are five levels of selling.   The 4th out of the 5 Levels is Consultative Selling. During the ’90s, this was all anyone talked about. Still very […]

By Jethro | October 7, 2022

What 7 Things Do Experienced Buyers & CEOs Need From A Sales Rep?

I was talking to my friend, a Senior Buyer and Project Manager, who purchases hundreds of millions of dollars of products annually.  I was blown away by his stories and his frustration at the inadequacy of Sales Reps.   Sales Reps, you need to be planned, prepared, practiced, and professional when you call on buyers.  You […]

By Jethro | October 6, 2022

Do you have price peddlers on your team?

SALES LEADERS/SALESPEOPLE: Do you have Price Peddlers on your team?  They are the ones who are the first to drop their price and give discounts. 60% of sales calls are ineffective. There is a hierarchy amongst sales calls, and the ‘price peddler’ is near the bottom.  Yes – dangerous in today’s day and age because […]

By Jethro | September 29, 2022

Don’t Make This Mistake with CEO’s & Top Decision Makers!

Sales Leaders/Sales Reps/ Business Owners… Let’s preface this big mistake that salespeople make with a few common sense facts.   First of all, CEO’s and TOP DECISION MAKERS are busy!   They are the highest-ranking executives in a company. Their responsibilities include making major corporate decisions, managing overall operations and resources of the company, and serve as the […]