by Alice Kemper | Jan 15, 2018 | Sales, Sales Meetings, Sales Tips, Selling Skills |
There aren’t many customers who don’t ask for a discount, right? And you’ve instructed your reps to sell value vs price… right? You’ve trained your reps that value is the difference between the price you charge and the benefits the customer perceives. You’ve shown...
by Alice Kemper | Jan 2, 2018 | Sales, Sales Coaching, Sales Leadership, Sales Meetings, Sales Tips |
Last week I spoke with a manager at ADP and Lonerider Brewery about the highs and lows of managing a team. The highs column were: rewarding, exciting, every day is different, challenges me, and learn a lot about people. The lows column: feel stretched, constantly...
by Alice Kemper | Dec 5, 2017 | Sales, Sales Coaching, Sales Meetings, Selling Skills |
What would you give to see 50% higher net sales per employee? Would you make time to train your reps? I bet you are saying yes. So I ask, how come you are not setting aside to train? Because…Caliper Corp who’s invested millions of dollars learning why sales teams...
by Alice Kemper | Nov 21, 2017 | Sales, Sales Coaching, Sales Leadership, Sales Tips |
Even the best of us have moments where we aren’t motivated. You know the days… when it hard to get out of bed or pick up the phone to make the next sales call. Sometimes, you may know what’s going on to demotivate you and there are other times when you’re totally...
by Alice Kemper | Nov 21, 2017 | Sales, Sales Coaching, Sales Leadership |
A common request from sales managers is about more ways to motivate reps – particularly top producers. I couldn’t resist sharing this out of the box incentive idea from a fellow Linkedin member. Mark A. Smith Vice President of Sales at Joist shared this...
