Auditing Distributors

sales May 07, 2020

One of the frequent requests we get relates to auditing distributors.

Click on this link and complete the brief questionnaire.

You will get FREE and INSTANT feedback in return.

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Summary of our Distributor Survey

sales Apr 17, 2020

We interviewed around 60 life science and medical device distributors in Europe to understand what they identified as the best and worst characteristics of the manufacturers / suppliers they worked with to achieve business objectives of mutual success. 

For a copy of the summary click this link: Distributor Survey

In the current challenging times where travel is restricted and management of distributors is by phone and video conferencing, business has to proceed, as difficult as that is.

Plan A has probably gone out the window….maybe also plan B. So onto plan C or beyond!

Sport and sales have some things in common. Most significantly training.

The late Joe Frazier (ex World Champion Boxer) is quoted as saying.

"You can map out a fight plan or a life plan, but when the action starts, it may not go the way you planned and you're down to your reflexes - which means your training

That's where your road work shows. If you cheated on that in the dark of the morning,...

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Backbone of Selling Systems

sales Apr 16, 2020

In Distributor Sales Channel management your sales skills are as relevant and important as if you were a territory sales person. 

In this short post, we will highlight our summary of what is essentially the backbone of all selling 'systems'. We have been on a few courses, all of them excellent, but when you distill the basics down they all have essentially the same backbone.

So what is that?

Think of the sales training courses you have been on.........

You are trying to understand if there is a problem (opportunity) which you can provide a solution for.

If you look at the system and how it works, in general they all follow this workflow. (After the initial introductions)

1. What is the current state, the current situation.
2. What are the problems / challenges / pain.
3. What do they want. What is the ideal. What is a desired outcome.
4. You clarify your understanding and repeat back the desired outcome. 
5. What is stopping them achieve this.
6. When do they want to achieve...

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The Ultimate Guide to Channel Sales - From Hubspot

sales Apr 03, 2020

This link provides an overview from Hubspot ( a great resource for sales and marketing information). Aja Frost gives her views on benefits, downsides, implementation etc.

Interesting and worth a look if you are working with Distributor Sales Channels.

The link to the article is:

https://blog.hubspot.com/sales/channel-sales

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Want to help someone? Shut up and listen! - Ernesto Sirolli

sales Apr 02, 2020
 

This is taken from a TED talk by Ernersto Sirolli highlighting his experiences in working around the world. It is perhaps one of the best 15 minute pieces of education you will watch for a long time. If your business takes you to many different cultures, it's worth taking his advice, 'shut up and listen'

The link to the full video is:

https://www.youtube.com/watch?v=chXsLtHqfdM&feature=youtu.be

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A distributor can really pump up your sales volume

sales Apr 02, 2020

In this article from Inc. magazine by Jeff Haden, he discusses a question from a reader on whether they should use a Distributor or not.

Although the reader does not say what his new product is Jeff uses an example to provide his feedback. It assumes it is a product going to be sold through retail outlets, however you can see value in some of the points he highlights whether or not you sell a retail type of product.

To see the article click on the link below.

https://www.inc.com/jeff-haden/how-to-land-a-distributor-for-your-product.html

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Training - Reflexes - The late Joe Frazier

sales Apr 01, 2020

The late Joe Frazier (ex World Champion Boxer) is quoted as saying.

"You can map out a fight plan or a life plan, but when the action starts, it may not go the way you planned and you're down to your reflexes - which means your training

That's where your roadwork shows. If you cheated on that in the dark of the morning, well, you're getting found out under the bright light"

Top sports people train to be the best. The best sales people also invest in their training to be the best.

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Recruitment

resource Apr 01, 2020

A client of ours recently asked about recruitment of applications support people for Europe. 

We found that Harrington Recruitment clearly understood our requirements and as such would like to give a recommendation to them through our website. If you are looking for people in the life science / medical device industry for Europe, they are worth talking to.

The link to their website is: http://www.harringtonrecruitment.com/

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Covid-19 Suppliers/Distributors

resource Apr 01, 2020

BioChannel Partners which provides resources for distributors and manufacturers has announced an initiative to support the efforts of manufacturers and distributors who are looking for Covid-19 supplies.

More details are available at:

https://covid-19.biochannelpartners.com/



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How to build (and rebuild) trust | Frances Frei

sales Apr 01, 2020
 

This link has a very good explanation of trust and steps you can use to re-build trust.

She offers insight into he work at Uber in helping them re-build trust within their organisation.

The URL for the full video of 15 minutes is:

How to build (and rebuild) trust with Frances Frei

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