 | News for the wholesale distribution industry | April 5, 2007 |
 |
|
| Best Practices |  |  |
|
- Sell to executives by establishing relevance, trust
Salespeople may find selling to executives daunting, believing them to be hard to convince or too time-pressed even to meet with a sales representative. However, reps can connect with executives by proving relevancy, value and trust, and executives are more likely to listen to reps who prove themselves to be problem-solvers. destinationCRM
(4/1)
- Refresh annual goals to improve sales
Sales managers usually cite revenues growth, increased sales effectiveness and increased market share as their top goals for any given year, but these measures for success don't always yield stellar outcomes. Update goals with definable outcomes to achieve better results. Manage Smarter
(4/2)
| Management | | |
|
- Boomer managers adjust to millennials' work habits
Baby boomer managers are finding they must adjust some of their managerial practices in dealing with millennial employees -- those who grew up on the Internet and enjoy a casual workplace but expect to quickly climb the career ladder. They comprise about 10% of the workforce, but their presence is making a deepening impact. Forward
(4/2007)
| Customer Relations | | |
|
- Customer loyalty is key to business success
Finding and acquiring new accounts is not cheap, so turning a new customer into a loyal "lifer" is very smart business. Analyze how you sell accounts, set expectations and review outcomes to improve your customer renewal and satisfaction rates. CustomerThink
(4/2)
| Training and Presentation | | |
|
| Closing the Deal | | |
|
-
Keep it short to keep them captivated
"...[R]emember that by letting your audience drive the direction of the discussion at this point, you can be confident you're talking to the issues that are of most concern to them," Heather Baldwin says of condensed presentations, in Selling Power.
| NAW Insider | | |
|
-
Visa and MasterCard announce national processing rate changes
Visa/MasterCard announced nationwide interchange rate increases effective April 2007. If you accept credit cards, these changes could significantly impact your bottom line. NAW has negotiated a deal through Solveras Payment Systems to lock in pre-increase rates if you enroll in the NAW/Solveras program before April 30. Visit the NAW/Solveras Web site, or call (800) 613-0148 for complete details. Some restrictions apply.
-
New Facing the Forces of Change report available now!
Facing the Forces of Change®: Lead the Way in the Supply Chain by the NAW Institute for Distribution Excellence is now available. This all-new study provides practical insights into key trends impacting the wholesale distribution supply chain and is packed with specific action ideas and planning tools that executives can use today to lead the way in their supply chains.
| Weekly Poll | | |
|
-
Does your business use cross-selling techniques?
After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.
 | Yes, cross-selling works well for us. |
| We might give cross-selling a try. |
| No, we do not plan on using cross-selling. |
| We used to, but cross-selling did not work out. |
| |
| Advertise |
|
Sales Account Director:
Mark Lasser 303-284-9864
|
|
|
| |
|
Read more at SmartBrief.com |
|
A powerful Web site for SmartBrief readers including:
|
|
|
|
| |
| |
| | Recent NAW SmartBrief Issues:
- Wednesday, April 04, 2007
- Monday, April 02, 2007
- Friday, March 30, 2007
- Wednesday, March 28, 2007
- Monday, March 26, 2007
| | | Lead Editor: Ashley McMaster
Mailing Address:
SmartBrief, Inc.®, 1100 H ST NW, Suite 1000, Washington, DC 20005 | |
| |
|
| © 1999-2009 SmartBrief, Inc.® Legal Information |
|
