The Distributor Channel

An Open Letter to New Salespeople Maybe the word "slimy" comes to mind. Last week I had the opportunity to interact directly with a young person thinking about a career in distributor sales.  They were put off by the image of being a “salesperson,” but because of the experience of one of their friends, they were taking a fresh look at the industry. Their questions revolved around a handful of unknowns.  ·       Is sales a position that taints your ability to do something else later in life? ·       Do customers see salespeople as valuable or as sleaze-ball characters to be avoided? ·       What is this commission thing all about? ·       Do I need to be a natural born salesperson? ·       How hard is the job?  It seems like a lot of people “used to be salespeople but quit.  For the benefit of everyone just starting or considering a distributor sales opportunity, allow me to answer these questions. Does Selling have a future? The answ

Last week we shared some thoughts on The Attack CFO. Recently we discovered a cool article on CFO personal operating styles. The article states… “CFOs fall into six distinctive groups of financial decision makers: Politicians (27%), Revolutionaries (19%),Carers (19%), Conductors (16%), Traditionalists (9%) and Visionaries (9%).” And there is a tie between personal style and business performance: “CFOs who were characterized as Revolutionaries were tied to companies that had the greatest profit growth … those CFOs characterized as Traditionalists were tied to companies that had the least profit growth.” Perhaps the Revolutionaries are on the Attack. Read the article here…

A few seats left for SPA's Complimentary Strategic Pricing Seminar and Training Workshop in Las Vegas, NV | October 15-16 Attending one of our seminars is a great way to keep current on the latest in Strategic Pricing tactics, technology, and training as well as other related topics that will allow your company to stay competitive, improve financial performance, and drive shareholder value. Equal parts strategy and practical tactics, this year's event starts with a half-day training workshop for current clients and concludes with a full-day complimentary Strategic Pricing Seminar. The event will be held at the Aria Resort and Casino in Las Vegas, NV. There is no cost to enroll or attend, and you will take back valuable information on how to drive improvements in your bottom line. The seminar will address key topics that are particularly relevant in a recovering economy as it brings together an outstanding group of industry experts - register soon as space is limited.