When a prospect finds your website, you have about five seconds to give them a reason to consider working with you. They arrived at your site because they are evaluating providers, so you want to be a strong contender. Therefore, your offering has to stand out in this important evaluation phase. This is when your value proposition comes into play…
Read MoreAs a salesperson or distributor owner, you have a choice. Do you make a run at filling out the RFP when it could take weeks to complete, but at least have a chance at new business? Or do you walk away from the RFP in the hope that you will continue to obtain maverick spend from your core buyers?…
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Right now, your clients are undergoing major changes that are affecting their needs for promotional products. With events out of the equation, employees working from home and staff reductions, companies are using promotional products very differently. Understanding these changes will help you provide the right solutions for your clients…
Read MoreWhen I think of promotional products distributors, many of them are trying to convince their audience they are creative by telling them that they are. For example, if you have a “creative” idea to use a specific phone charger for Prospect X’s internal sales contest, how creative are you when your competition showed them the same product last week?…
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I am seeing lots of posts on social media about how much people look forward to saying “good riddance” to 2020 and getting started with the new year. These folks seem to think that all of the challenges of 2020 are going to magically disappear on New Year’s Day. Please let me encourage you to…
Read MoreCOVID-19 has only accelerated the growth of U.S. e-commerce, with online sales growing 54 percent in 2020 alone and projected even higher in 2021. With e-commerce sales sure to continue to grow in our industry, does that mean the traditional industry sales professional is on the way out?…
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If you have ever watched the Kentucky Derby or any horse race, surely you’ve noticed the horse blinders on the heads of the horses. The purpose of these blinders is to keep the horse from getting distracted by other horses, people or even birds. When a horse gets distracted and looks around, it can lose…
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Most promotional products distributors are aware that showing up on search results is important to the long-term growth and sustainability of their business. However, few give it proper attention, if any at all, or they search for solutions but end up overwhelmed by information overload. Here’s how to avoid that…
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Most successful people talk a great deal about how they stay educated and continuously develop. The truth is that none of us likes to say, “I don’t know.” But the honest truth is there is much you and I don’t know. If we want to continuously grow our success, we need to continue to continuously…
Read MoreThe present circumstances offer a once-in-a-lifetime opportunity for sales professionals who have the drive and the passion for this industry. Those who are willing to invest the time to retain existing buyer relationships and finances will succeed. Sales professionals who generate campaigns that target new companies and buyers will have the opportunity to pick up significant market share…
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