Challenges We Face Study – Challenge #5 – Getting Everyone in the Company to Support the Customer Experience Earlier this year, Mark Mitchell, who co-authored our book RAINMAKER, and I conducted a study to learn what Building Materials Sales Forces are being challenged with this year. 146 organizations participated. For the next few blogs, I will provide […]
Challenges We Face Study – Challenge #4 – Developing High-Quality Sales Leaders Earlier this year, Mark Mitchell, who co-authored our book RAINMAKER, and I conducted a study to learn what Building Materials Sales Forces are being challenged with this year. 146 organizations participated. For the next few blogs, I will provide insight on what we learned. I will share […]
Challenges We Face Study – Challenge #3 – Recruiting Quality People (Salespeople, Support, and Other Areas) Earlier this year, Mark Mitchell, who co-authored our book RAINMAKER, and I conducted a study to learn what Building Materials Sales Forces are being challenged with this year. 146 organizations participated. For the next few blogs, I will provide insight on […]
Challenges We Face Study – Challenge #2 – Transitioning Salespeople To Being Business Advisors vs. Product Sellers Earlier this year, Mark Mitchell, who co-authored our book RAINMAKER, and I conducted a study to learn what Building Materials Sales Forces are being challenged with this year. 146 organizations participated. For the next few blogs, I will provide insight […]
Challenges We Face Study – Challenge #1 Selling Value vs Price Earlier this year, Mark Mitchell, who co-authored our book RAINMAKER, and I conducted a study to learn what Building Materials Sales Forces are being challenged with this year. 146 organizations participated. For the next few blogs, I will provide insight on what we learned. I will share […]