Back when I was beginning my sales career, a senior representative gave me one piece of advice:
“If you want to be successful in sales, get up one hour earlier and stay up one hour later. Use that time to make one extra call each day. It may not seem like a lot, but at the end of the year you’ve made 250 additional calls. Those additional calls will make you successful.”
Back then, this approach worked because success was based on how much time you spent building relationships and selling. Sales and marketing agencies presented merchandising resellers everything they had about manufacturer’s products and every account received the same materials.
Today, the landscape is extremely challenging for sales and marketing professionals: resellers have unique platforms, user interfaces, affiliations, and communication channels have changed significantly. Digital marketing is now essential to the process so consumers know what they are buying, how a product works, and how it can benefit their specific needs. More than ever, understanding a reseller’s capabilities and managing each relationship sets sellers apart.
At The Resource Group | Midwest, we understand the importance of attending to the channels at the core of your business and building the relationships needed for successful transactions. Yes, the landscape has changed. However, the advice that my mentor gave me still holds true: make those extra calls. And now, more than ever, working with a company that includes a reliable administrative team and a creative services partner can make all the difference to your bottom line sales.
– Dan Glass, Principal