Get Picked

Equipment manufacturers and their distributors are becoming increasingly concerned about the cost of acquiring new businesses. Virtually every dealer is subsidizing the cost of every new piece of equipment sold. There are effective ways of dealing with the problem, but the big question is are dealers and their salespeople willing to embrace solutions that are […]

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Claiming the High Ground

Maybe you’re like me. I know my sales territory (it’s North America), and the businesses that compete with me (all they do is lead generation) and the difference between what we do and they do is obvious. Problem is, to my target market the differences aren’t obvious at all. By and large, they see us […]

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The 4 Keys to Driving Remarkable Growth

In many ways, high growth distributors aren’t all that different from average distributors. They focus on getting good people, providing quality products and services and maintaining their sales. But there are a few things they do differently, the things that generate their success. Most distributors believe their competitive advantage comes from within their company. Their […]

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4 Ways to Position Your Distributorship

Most dealers believe that it’s the background of their managers, the depth of their sales team, their key personnel and brand that gives them their competitive advantage. That kind thinking is common among equipment distributors. And it’s not that those things aren’t important, they are. But if you do a little research you’ll see that […]

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5 Tips to Differentiate Your Distributorship

Why does a prospect choose one business over another? Price is the first thing that probably comes to your mind, but price does not top the list. More often than not, top companies differentiate themselves by using one or more of the following competitive advantages that clearly set them apart in the marketplace. 1. Offer […]

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What is the Easiest Way to Increase Deal Size?

  What’s the easiest way to increase deal size? The traditional approach to increasing deal size requires: increased sales training, establishing effective sales methodologies and ongoing coaching. Though this approach works, it requires time and a substantial investment. There is a simpler approach that doesn’t require any of that. That approach focuses on 3 areas: […]

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STEP 2 – How to Increase Your Average Deal Size

What’s the easiest way to increase deal size?   The traditional approach to increasing deal size requires: increased sales training, establishing effective sales methodologies and ongoing coaching. Though this approach works, it requires time, and a substantial investment.  Our approach is simpler and doesn’t require any of that.  We focus on 3 areas: An expanded view […]

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