Sales

4 Types of Selling

Posted by David Wallace on April 14, 2021

In my experience, there are four types of selling – transaction, relationship, solution and partnership. What type does your sales team engage in? Transaction Selling Transaction selling works well with simple, commodity products. Since the product is generally available from multiple sources and is indistinguishable from competitive products, the sale is made on price and […]

Read More

Element 2: Create Your Sales Organization

Posted by David Wallace on December 21, 2020

Over the course of my career building and managing sales organizations, I identified 8 keys to effective sales management. I’ve recently published them in my new book, The Sales Executive Handbook: 8 Essential Elements of Sales Management, available on Amazon. Each week for 8 weeks, I am presenting one of the elements. Element 2: Create Your […]

Read More

Element 1: Establish Your Foundation

Posted by David Wallace on December 21, 2020

There are 8 Essential Elements of Sales Management Element 1: Establish Your Foundation Over the course of my career building and managing sales organizations, I identified 8 keys to effective sales management. I’ve recently published them in my new book, The Sales Executive Handbook: 8 Essential Elements of Sales Management, available on Amazon. Over the next few […]

Read More

There are 8 Essential Elements of Sales Management. How Many Do You Do Well?

Posted by David Wallace on December 9, 2020

Over the course of my career building and managing sales organizations, I identified 8 keys to effective sales management. I’ve recently published them in a book, The Sales Executive Handbook: 8 Essential Elements of Sales Management. How many of these elements does your organization really do well? Element 1: Establish Your Foundation – define your goals and develop a […]

Read More

“The Sales Executive Handbook” is now Available on Amazon!

Posted by David Wallace on November 18, 2020

I’m pleased to announce the availability of my new book, The Sales Executive Handbook: 8 Essential Elements of Sales Management. This book is available on Amazon in both paperback and Kindle (ebook) versions. The Sales Executive Handbook presents the 8 elements that are essential to building and managing a successful sales team. They are: Establish […]

Read More

Pandemic Sales Trends

Posted by David Wallace on November 17, 2020

Four B2B sales trends have developed during the COVID-19 pandemic. I think they are here to stay. Planning. Most customers and prospects are working from home, so it’s easy for them to ignore your calls. Many, if not most, do not want to see sales reps, even if they are working in the office. As a […]

Read More

Election Campaigning and Sales

Posted by David Wallace on November 3, 2020

Today, November 3rd, is Election Day in the U.S. I’ve found it fascinating to watch the campaigns run by President Trump and former Vice President Biden as they’ve accelerated their pace to capture voters. Election campaign are very similar to sales campaigns. The candidates are the products and voters are their customers and prospects. During […]

Read More

Developing Trust in the Age of Covid-19

Posted by David Wallace on October 28, 2020

In response to my email last week, Selling in a Pandemic, one reader asked, “How can a sales professional can build trust with potential buyers without personal contact? “For me, I am thinking about more Zoom type meetings.” Zoom and other video-based tools are certainly important in building trust. The face-to-face interaction allows for communications […]

Read More

What’s Your COVID-19 Response? Bridge the Social Distance

Posted by David Wallace on October 22, 2020

Efforts to halt the spread of COVID-19 by using social distancing are forcing all of us to work differently. Sales included. Gone (for now) are face-to-face sales calls; trade shows to present our products and solutions; and conferences to meet vendors, suppliers and industry experts. Many businesses now require personnel who can work from home […]

Read More

Selling in a Pandemic

Posted by David Wallace on October 21, 2020

Since time immemorial, sales have been intimate, personal interactions. Sellers knew buyers. Buyers knew sellers. Transactions were conducted face to face. Trust formed the basis of long-term sales relationships. More recently, advancing technology has caused sales relationships to evolve. Buyers are becoming more self-sufficient as the speed of information increases. The need for salespeople to […]

Read More