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Tricks of the trade: it's never too late for a veteran salesperson to learn something new
They say you can't teach old dogs new Wicks. Fortunately for me, I get to work with people rather than animals. They say you can't teach old dogs...
Prosales, 08/01/04 by Bill Hofius · More from publication -
Detective work: sometimes selling is more about asking the right questions than knowing all the answers
Oh boy, what were we thinking when we hired this one? Joe's hair looked like he combed it with a brick, and his clothes, though neat and pressed at...
Prosales, 06/01/04 by Bill Hofius · More from publication -
Winds of change: change is inevitable in the construction supply industry, but don't let puffed-up predictions and trends blow your company off course
Ever since I went into management, I have been put on a mushroom diet: kept in the dark and fed dirt. I find myself hanging out at the water cooler...
Prosales, 04/01/04 by Bill Hofius · More from publication -
Grin and bear it: service with a smile can turn new products skeptics into pro accounts
When it comes to peddling new products, there are two types of salespeople: the driven innovators who pound the pavement with every new widget and...
Prosales, 01/01/04 by Bill Hofius · More from publication -
Ready, willing, and able: when it comes to installed sales, knowledgeable, enthusiastic reps are a big part of the value proposition
Randy definitely was a desperate person the day I applied for the job of shelving installer. He didn't even notice the fact that I was not tall...
Prosales, 08/01/03 by Bill Hofius · More from publication -
Smoke and mirrors: the best sales reps don't put out fires, they prevent them
"If it weren't for Sparky, I'd never buy a stick of lumber from you again!" one of our customers screamed into the phone. "Not only were you two...
Prosales, 05/01/03 by Bill Hofius · More from publication
