Profit IdeasMultidimensional Negotiating to Support Your Sales Team
Barry Wright, Director Grosvenor USA
Grosvenor Training
Thursday, January 21, 2021
•distribution management best practices •sales practices •industry perspective •sales management •sales management styles in distribution •leadership training •sales training •executive briefing •Distribution Personnel Training and Development
In this video, Barry Wright, Director of Grosvenor Training and Consulting, and Randy MacLean, President of WayPoint Analytics, talk about helping sales management and executives in the distribution industry bring negotiation skills to the forefront in order to gain an edge in the marketplace. [click for article]
For more information about Barry Wright, visit: www.grosvenortraining.co.uk
How to Discuss Change More Effectively
Barry Wright, Director Grosvenor USA
Grosvenor Training
Thursday, March 5, 2020
•WayPoint Analytics •change management •balance •customer segmentation •high-profit accounts •business analytics •Randy MacLean •firing customers •cost cutting •sales strategy •cost analysis •cost reduction •cost reduction strategies •customer scorecard •managing customers for profit •fixing customer profitability •losing an account •customer mix and balance •negotiating with suppliers •negotiating •Barry Wright •Grosvenor Training
People tend to get stuck in their ways far too easily, and sometimes it can be very difficult to dig them out of the trenches they put themselves in. Once profit drains are discovered, many people often want to try to cling onto them for dear life, even when they know it's leeching off their profits. In this video, Randy MacLean and Barry Wright discuss how to have the hard discussion when it's time to let go. [click for article]
For more information about Barry Wright, visit: www.grosvenortraining.co.uk
Find Success in Problem Solving
Barry Wright, Director Grosvenor USA
Grosvenor Training
Thursday, February 13, 2020
•customer service •WayPoint Analytics •industry perspective •personnel development •sales training •Innovate for the Future •activity-based costing •Randy MacLean •sales strategy •sales tactics •business strategy •customer strategy •concierge customer service •strategic planning •negotiating •Barry Wright •Grosvenor Training
Problem identification can be a nuanced process, and salespeople often offer their fresh set of eyes to help clients identify their own issues. However, identifying the problem does not bring the value that it takes to win over clients. To do that, you need to go one step deeper. In this video Randy MacLean and Barry Wright discuss how salespeople can bring their value proposition up to the next level. [click for article]
For more information about Barry Wright, visit: www.grosvenortraining.co.uk
How to Be Your Customer's Favorite Salesperson
Barry Wright, Director Grosvenor USA
Grosvenor Training
Thursday, January 23, 2020
•market intelligence •WayPoint Analytics •sales practices •sales management •sales management styles in distribution •sales training •eCommerce •Innovate for the Future •innovation •Randy MacLean •sales strategy •marketing strategy •Track Selling •effectively managing people •Merrifield Consulting •sales tactics •business strategy •customer analysis model •Barry Wright
The roles played in the dance between salesperson and customer have changed. It used to be the salesman's role to teach the customer about their product, and how it can solve their problems. Now however, many customers go into discussion knowing just as much about the product as the salesperson does. In many cases, the customer has already made up their mind before engaging with the salesperson. In this video Randy MacLean and Barry Wright discuss how a salesman can make the discussion worthwhile in this new dynamic. [click for article]
For more information about Barry Wright, visit: www.grosvenortraining.co.uk
Outdated Sales Wisdom Companies Still Use
Barry Wright, Director Grosvenor USA
Grosvenor Training
Thursday, April 4, 2019
•competitive strategy •customer demographics •2020 Vision •WayPoint Analytics •sales practices •profit strategy •expert interview •industry perspective •how to compete with AmazonSupply •sales management •personnel development •eCommerce •change management •Innovate for the Future •innovation •Randy MacLean •sales strategy •Track Selling •management techniques •leading change •sales tactics •customer analysis model •strategic planning •account strategy •Customization •Barry Wright •Grosvenor Training
Sales has for a long time been a cutthroat profession, with harsh practices and very specific ways to survive and get ahead. However, it's gone through some changes, and needs a very different approach in order to achieve success. In this video Randy MacLean and Barry Wright discuss the adjustments that need to be made, and which practices to adopt/drop to be more competitive. [click for article]
For more information about Barry Wright, visit: www.grosvenortraining.co.uk
How to Keep Your Next Gen Sales Force Effective
Barry Wright, Director Grosvenor USA
Grosvenor Training
Thursday, March 28, 2019
•customer service •customer demographics •2020 Vision •WayPoint Analytics •sales practices •market segmentation •marketing practices •management strategies •change management •customer segmentation •Randy MacLean •distributor sales analytics •sales strategy •marketing strategy •Track Selling •sales tactics •customer strategy •Barry Wright •Grosvenor Training
The new generation is an exciting learning opportunity, but that learning can (and should) go both ways. Much of the stigma about the younger generations comes out of their lack of knowledge of things learned from real life experience. Why, then, are older generations not putting in the effort to teach them? In this video Randy MacLean and Barry Wright discuss the exchange of wisdom between generations, going both ways. [click for article]
For more information about Barry Wright, visit: www.grosvenortraining.co.uk