Front-End Sales Cycle

What’s Your Business’s Leading Indicator?

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Just as economists track leading indicators – such as the Purchasing Managers Index, durable goods orders and consumer sentiment – industrial companies should also have a leading indicator to better understand which direction their businesses are heading.

How Sales Process Can Give You a Competitive Edge

Brian Gardner No Comments

Brian GardnerWhen I ask businesses what their competitive edge is, most businesses will respond with: Their people, their products, their excellent customer service or their experience.

If I asked your competitors the same question, how would they respond? Most likely, they’d answer the same way. Which means what you think is your competitive edge is not a competitive edge at all.

Use Front-End Sales Management to Gain a Competitive Edge

Brian Gardner No Comments

What is your competitive advantage? No, really! What is your competitive edge?

Sounds like a simple question, and when asked, most distributors, reps and manufacturers answer pretty quickly and predictably.

If your goal is to excel in a competitive market, continuous attention to systems, methods, and processes that offer a competitive edge is essential. This series of articles focuses on areas proven to give companies a real competitive edge, yielding measurable results.

These methods and processes must be things you and your team can focus on – and control – internally. Excuses related to external factors such as the economy and industry softness need not apply.

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SalesProcess360 Videos featuring Brian Gardner

Get insights based on decades of experience in industrial markets, including why you should think beyond outside sales, how to take a proactive approach to sales opportunities and how to let sales process drive your CRM wish list.