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12/04/2023

024. You Can Always Sell More! How to Strengthen Your Sales Team’s Selling Skills and Competitive Market Positioning (afternoon)

Instructor: Jim Pancero, CSP, CPAE

Level of Complexity: Intermediate/Advance
1:30 PM - 4:30 PM

In this interactive workshop, Jim will show you, as the leader of your team, the selling skills you most want and need within your reps in today’s post-virus, hyper-competitive selling environment. You will learn the evolution of selling explaining why so many of your senior sales reps are still stuck in outdated and ineffective selling philosophies. We will discuss the selling skills you most value in the next sales rep you hire. You will also learn the five most critical selling skills (in addition to product knowledge) your team needs to achieve long-term selling success. A detailed workbook/action guide will be provided to help you take these ideas back to share with your sales team that includes a twenty-question evaluation of a sales rep’s selling skills.

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What's Your Plan? Smart Salesforce Compensation in Wholesale Distribution

Mike Marks and Mike Emerson

UID Book Store CoversAccording to authors Mike Marks and Mike Emerson in their book, What’s Your Plan? Smart Salesforce Compensation in Wholesale Distribution, there is absolutely no relationship between your sales incentive plan and your likely gain or loss in market share.

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