Fieldmarketgirl’s Post

Sales Affirmation of the Day #fieldmarketgirl #merchandisingmondays #merchmonday #b2bleadgeneration #eventactivations #fieldmarketinglife #productawareness #relationshipbuilders #Territorymarketing #Localmarketing #regionalmarketing #territorysales #saleseducation

Sales Affirmation of the Day #fieldmarketgirl #merchandisingmondays #merchmonday #b2bleadgeneration #eventactivations #fieldmarketinglife #productawareness #relationshipbuilders #Territorymarketing #Localmarketing #regionalmarketing #territorysales #saleseducation

One of tool to increase sales multi-folds is to increase breadth. We experienced it recently. At our office, we were Exploring data. We witnessed a state with decent potential of our products, competitors doing decent business, However, We we’re selling less. We had a list of all towns under the said geography. Each of these towns were mapped with potential. Our team also mapped this potential with outlets that sells these products. We clearly had a list of of unrepresented towns, All white spaces counters, where we had low depth. We also had another problem. The market did not have coverage by our sales representatives. Within no time, we did a front end loading. The markets were mapped with Sales people. The real footwork began now. Day & Night Sales Task Force was found active in the market. They were soon able to identify set of probable leads who could be possible distributors. Visits to then were planned. ROI discussion, Distribution evaluation process started. Finally the marriage happened along with a like minded prospect. Things didn’t end here. In our module we clearly drafted a launch process. As a part of the Launch Process, senior management of our organization visited the said market on a pre scheduled date. The ground work had already begun. The frontline team connected with all retailers (whether they were dealing with us or not.). Senior Management of our organization visited Top Retails of that market along with the Identified Distributor. This team took charge of inviting them to a venue for Launch of the Distributor. Rest of the team was in market inviting other retail for the same event. Now the Launch evening. 70-80% of the invitees were present in the Lauch of the new Distributor for the town. (All having properly defined geographies). The launch process went well. Within a week or ten days time, we were able to add a good number of retailers. The business started coming in. Now our presence was at 90% of the identified potential universe. Do you know one more thing? We just not only started getting sales from the new one, due to the said activity / process, the sales of other distributors substantially increased. Increasing breadth is one of the important tool to gain Market Share. #MarketShare #INDAGRUBBER #BreadthIncrease Indag Rubber Ltd Vijay Shrinivas Anil Bhardwaj ROHIT KAPOOR Simta Grover

This case study shows how a kitchen and bath surface manufacturer gained significant market share, sales and awareness of their brands and products by partnering with their distributors to influence and reward downstream customers. read more: bit.ly/4cCLDLo #loyaltyprogram #rewardsprogram #manufacturerrewardsprogram #b2bloyaltyprogram #channelpartner #incentiveprograms #dataanalytics #dataanalysis #rewardstrategy #programmanagement #loyaltymarketing  #liftandshift #channelmarketing #channelsales #channelstrategy #channelpartner #distributors #salesdata #returnoninvestment #roi #b2bmarketingstrategy #b2bdata #salesautomation #salesengagement #salesandmarketing #successfulB2Bloyaltyprograms #casestudy #rewardsprogramcasestudy

In case you missed last weeks' sales tip brought to you by our Director of Sales, Alex Anderson, he shared the importance of mapping out what it will take to hit your goals by understanding your key sales inputs. And this week, he has more to add with an example of a rep who targets golf retailers in Florida and using key sales inputs to understand the sales goals. This gives you a basic framework for what it will take to be successful. It will also highlight areas of opportunity to focus on that will have an outsize impact on your success that you can build intentionality around solving. For example, can I put a plan in place to increase re-order rates to 90%? What can I do to increase the average order value? How do I set more meetings? Etc. You will find minor improvements to your sales math that will lead to big revenue gains at the end of the year. Our team is here for you! Speak to our sales team to learn more about what RepSpark can do for you. #SalesTips #SalesStrategy #WholesaleRevenue #SalesRep #RepSpark #B2BBetter #B2BSales #B2BMarketplace https://hubs.ly/Q02HdPQf0

Direct Selling Establishments Global Market Report 2024 The direct selling establishments market size has grown steadily in recent years. It will grow from $223.18 billion in 2023 to $233.75 billion in 2024

Example of a bad short term sales strategy- I always preach to my team, focus on how we can help our store partners with our products for the long term. It's that simple. It's truly flattering when I find out much larger competitors are threatened by us. Several stores tipped us off, that a competitor is offering to buy our products off the shelf and provide the stores with free food for 3 months! I just want to take a moment and say thank you to this brand for acknowledging us that we are a strong competitor. We must be doing something really well that we have become your primary short term sales stratgey.

I’ve worked in sales since the age of 22. I am 64 now i own a retail shop where sales techniques I have learnt from many sales courses and experience has helped my wife and I to stay in business for the last, close to 11 years in what let’s just say have been interesting times. I many way I am thankful for all the sales training I was fortunate to get over the years. Much of the BS stuff has been consigned to a virtual bin but what it did was to create an aw awareness of what sales is and how to sell which I have seen missing from a lot of people who have walked through the door of my shop with an intention to interest my wife and I into stocking their products. A classic case being yesterday. A gentleman came into the shop and after a short introduction brought out a couple of cans of ready to drink cocktails, said that in his view they were a more grown up version compared to other producers and said he wanted to leave them with us to try. As we organise a Food & Drink festival every quarter we gave this brand a chance to show some support for that & us by coming to one of our events. We find this a good way of testing a brands desire to be stocked by us. Unfortunately not a lot of interest shown so he left his card, bid us farewell and hoped we liked the cocktails he left for us. That was it! And unfortunately not too an uncommon sales pitch either. Our view is that we’ve been around for over 10 years. We have limited space and shelf space costs! If we put someone products on our shelves and they don’t sell we lose in more ways than one. We could have stocked a product that did sell therefore making us rather than losing us money. It’s clear that when it comes to pitching to a supermarket or a business like John Lewis the concept of supporting the stores or doing something special to be in their shelves is accepted whereas a small retailer like us is made to feel as though we should be eternally grateful that a producer even heard of us! It works both ways!! We’ve never heard of you either so why should we stock your products? What’s your unique selling points. What will you do to help us promote or sell your products? We were left without a price list. Without an understanding of expected sales margins or discussions for promotions! We know we can get this product through a wholesaler but we were not asked whether we knew that this wholesaler existed and that if we liked the product enough to want to stock it we could source it through them. However, liking the taste of a product isn’t enough for it to sell which very few in the independent food and drink side of things appreciate. The title on the business card we were left said CEO which goes to show that sales skills are not an automatic gift bestowed upon you just because you’ve come up with an idea 💡

Here are some excerpts from OOH Sales expert Kevin Gephart's conversation  with Chris Lytle who has trained sales professionals for 44 years.  Last week Kevin and Chris explained what's wrong with a sales manager carrying a book of business.  Today Kevin and Chris discuss the sales management trap. Chris Lytle.  This graphic shows the sales management trap. #chrislytle #kevingephart