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RECENT PRESS & MEDIA
[Atlanta Business Radio]
Bart Fanelli is a sales leader, entrepreneur, executive advisor, and platform developer who specializes in team building, sales execution, sales leadership methodologies, and global operational efficiency. He also co-authored “The Success Cadence”.
[Blue Heron Journal]
Ambition and pure drive are not the only keys to building a great sales company. There are issues of raw ambition, overly aggressive competition, and the sheer limits of human energy to contend with, but sales coach Pat McManamon unlocks secrets to transforming teams into smooth functioning machines. Sure there are the basics, like starting with minimum standards of performance for leaders that are very different from what sales people are expected to do.
The retail industry is powering ahead despite reports of store closings. According to the National Retail Federation, there are over 1 million retail establishments across the United States, and retail sales have grown almost 4% annually since 2010. In fact, during the holiday 2019 season, retail sales grew 4.1% from the previous year to $730.2 billion. Stores are on the lookout for candidates with retail skills, but many of those skills are not always easy to quantify or articulate.
[Tales of the Sales]
The Sandler strategy known as “reversing” is a simple, powerful technique that helps salespeople avoid the all-too-common problem of mutual mystification, wherein your client says one thing and you interpret it as something else — or perhaps you answer a question that wasn’t asked. Mutual mystification stands in the way of you making an accurate diagnosis of the person’s problem. Reversing makes an accurate diagnosis much more likely. Let me share a quick story that will illustrate how this works.
In Sandler Enterprise Selling, our KARE account profiling process has developed a worldwide following since it rolled out in 2015. It’s based on the premise that in selling, we group our accounts into designations – geographic, vertical, size-related and other logical buckets. Such categorizations certainly add clarity and should, if utilized correctly, increase efficiency.
Veteran sales trainer Rob Fishman notes in his new book, Retail Sales Success in an Online World: How to Compete and Win in the Amazon Era, that companies need to come to grips with the realities of how consumers shop today. If they don’t, they risk joining the many businesses that flourished in earlier years but failed to adapt, losing market share and ultimately being forced to close. CRM Editor Leonard Klie interviewed Fishman to find out more.
I have had a number of bizarre hiring experiences which, supported by research and leadership experience, have led me to reach a number of conclusions about hiring, namely that it is an often undervalued and overlooked area which can have a profound impact on an organization.