To continue reading this article you must be a paid subscriber.
Subscribe to MDMAlready Subscribed? Click here to log-in | Forgot your password?
As a "good sales manager," I jumped in to help a salesperson prepare for a joint call that we were scheduled to make on a key account. We defined the call objective, went through the pre-call planning process, the anticipation of questions and objections from the customer, and role-played the "what if," in anticipation of the perfect sales call.
The proposal was flawless, the value proposition was sure to help the customer reach their goals, and the timing could not have been better. We went into the call with high expectations and excitement about the positive outcome that we were sure to get. After greeting the customer, and before we began to talk …
Already Subscribed? Click here to log-in | Forgot your password?
Read the latest articles and see your reports.
The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.
Wholesale distribution news and trends delivered right to your inbox.
Sign-up for our free newsletter and get:
Join other distribution executives who use MDM Premium to optimize their business. Our insights and analysis help you enter the right new markets, turbocharge your sales and marketing efforts, identify business partners that help you scale, and stay ahead of your competitors.
By providing your email, you agree to receive announcements from us and our partners for our newsletter, events, surveys, and partner resources per MDM Terms & Conditions. You can withdraw consent at any time.