Top 5 Improvements For Manufacturer Sales People

Author: Ari Erenthal, Published on Jun 28, 2017

Manufacturer sales people are very important to integrators, but it takes more than just punching a clock to be successful and truly valuable to partners. 150+ integrators told IPVM the most important improvements sales people can make. Here they are:

Inside this report, we analyze these themes, sharing detailed commentary from integrators.

************ ***** ****** *** **** ********* ** ***********, *** ** ***** **** **** **** ******** * ***** to ** ********** *** ***** ******** ** ********. ***+ *********** told **** *** **** ********* ************ ***** ****** *** ****. Here **** ***:

****** **** ******, ** ******* ***** ******, ******* ******** ********** from ***********.

[***************]

************

******** *** ***** **** *********, **** *********** ****** ** **** bid *********, ** **** **** * "***" ******** ******* ** staying **********. ****, **** *** ******* *** ******** ***** ** being *********, ********* ******* ** ****** ******** *****, ** **** integrators **** **** ****** *********.

  • "** **** ********* *** ***** ******* ** ****** *-* *****. 8-5 ** *** ****** ** **** *** *** ******** *******. After * ** **** ** **** *** **** **** ** discuss ******** *** **** *** ******* *** ******."
  • "**** **** ** ** ********* ** **** *** ********* ******* to ****** ********* *******. ** * *** ** ******** ** ability ** *** * ***** *** *** ****, * **** switch ** ******** ** **** ********** ** **** ** ***** solution ***** ***** *** ***** ** ** ********."
  • "******* ******* ** *****. **** ** **'* **** "* ** on **". *************. ******* ******** ****** *** ********."
  • "****** ************* *** **** ************* *******. ***** ****, ****** ***** chat. *** ***** ** **** ** *** **** *****. ***** chat ***** ** **** ** **** * **** ** **** them ********* *'* ****** ** *** **** ******/***********."
  • "** ********* **** ** **** *** *** ** *** *********** fast."
  • "****** ***** ***** *** ****** ****** ** *****. **** ** problems ***** ******** *** **** ** ******** ****."
  • "************. ********* ***** *** ********* *** ****** **** *****, *** can't ** ******** ** *** ***********. * ***** **** ** directly ******* * *** ** * ****** ******* ** *** an ******."
  • "********, **** ***** ********* ** *** ******* *** ******* *****, and ***** ******* ** *** *** ** ****** **** ***'* readily *********. **** ** ** **** ** **** **** ****."

Updated ***** *****

******* *********** ********* **** **** *** ****** ******* *** ****** prices **** ***** ****, *** ********* **** ***** **** ** proactive ** ************ *** ***** ***** ******** **** ******.

  • "******* ** ******** ** ********* ******* *******."
  • "****** ****** ** ** ****** ******* ********* ***** ** **** likely *** **** *** **** **** ******* *** *** *** waiting ** *** **** ** ***."
  • "*** *** ***** **** ** *** ***** *****."
  • "***, **** ** ******* ******* ***** ***** ** ** **** as **** *** **."
  • "********* **-**-**** *** **** ******* ** ********."

Inform ** *** ********

*********** ****** **** ******** **** *** *** ***** **, ** do *** ***** **********. ** **** ***, **** ******* **** proactively *********** ***** *** ** ******** ********, *** *** ***** products *** **** *********** **** ***** ********.

  • "* **** ** ** ***** *** ** **** ** ******** on *** ****** ********** ** ***** *******. ** * ******* manager * **** **** **** ** **** **** *** **** I *** ****** ** *** ****** ****."
  • "** ********** *** ****** **** ********* *** *********** ********. **** us ********* ** ******* ************ *** **** *** ******** *** features/improvements *********."
  • "**** **** ** **** * **** **** ** *************. **** sure *** ******** ** ** ** **** ** *** ******** and/or ********. **** **** **** *** ********* **** ** ***** and/or ********* ******."
  • "** ***** *** ****** ** "****" **, **** **** ** understand *** ********, **** ** ****, *** ** **** **, who ** **** **, *** *** ** ****. *** ******** need ** ****** *** ******* ***** ******** *** ******** ** what ** ***, ** *** **** *** ** *********** ***** products *** ******** ** *** ********."

Marketing ****

***** ****** *** *** *******'* ******** ** ******** *********, ********** and ********-******** ***********.

  • "* ***** **** ** *** **** ******** ********* ********* & testimonials *** ********* ********** ***** ***** ******** **** **** ****, i.e. *******, *********, ***** ******, *************. ***** ********* ****** **** the ************ **** ***** ***** ** *********. ** ***** ** especially **** **** ** *** ***** ******* **** **** **** to *** ** **** ***** ************ *** ***** ********."
  • "****** ***** *** ********* *******. * **** ** **** ** get ******, *****, ***. ** ** **** ** ******* * can *** *** ******** ***** ***** **** * ****** *******."
  • "** *** **** ********* ******* *** ** ***'* **** * lot ** ********* ******* *** ** **** ** *** ************* to **** ** **** ***** ***** *** ********* *** ***** accounts *** **** ** **** ********* ** *** ********* **** are *******."
  • "***** ****** *** ***** ******** ** *** ****** ******. **** with ********* *** ******** ********* ** *** ***** ******** ****'** and ***** ********* ** *** ***** ** *** ******."
  • "** *** ****** ******** ** ***** ** **** **** ** your ****** *** * ******** ***** ** ** **** ** your *********** ** * ******** ** **** *******."

Sales *****

******* ******** ***** ********* **** **** ********* ** ** *********** helps **** **** ***** ******** **** **** ********.

  • "**** *** **** ****** ** ****** *** *** **** *** getting *** ******* ********* **** *** ***. **** ** **** their *** ** ** *** *** ********* *** ********."
  • "******* ** ****** **** ***** ** **** *** ************ *** hard ** ***** ********. ***** *** ****** *** ****** ****. Trying ** **** *** ************ *** **** ****** ******** **** emergency ****/************ ** ***** ***** ******** ** ******."
  • "***** ** ** ** *************, **** *********** ** ******* ******** for * ******* ** *******, ******* ********* **** ** **** a *******/*****."
  • "**** ******* ** **** ** ***** ***** ** **** *** provide **** ***** ** ** ** ** *** ****."
  • "**** **** ************* *** **** **** ** **** ***** **** customers. ** *** ** ***** ****** ***** ***** *** ************* with **** ******* ****."
  • "**** ******** *** ***** *************. **** **** * ****** **** like ** ** *** ** *** **** ******** ** ****** the *****."

Better ******* *********

*** **** ** ***** ****** **** ** ** *********, **** need ** ** **** ** ******* ******** *********. ****** ********* of ********, ************, *** *********** *** **** *********** ** ********** with **** *********.

  • "** **** **** **** ***** ***** *** ******** **** ** already ** **** *** *** ******* ** ***** **** *******."
  • "*** *******, ************* ***** **** *** ** **********. *********** *** products **** *** ***** ********** ******** *** ****** **** ****** along **** *******."
  • "**** **** ** ******** **** ** **** ******** ***** **** theirs. ** ****** ** ** ****** ** ***** ******* *** all *** ******* *** **** **** ** ****** **** ***** of *********."
  • "**** ***** ******* ******. ** **** **** ******** ** **** they *** ** *** **** **** ** **** *** **** effort ** **** **** ** ********** *** *** ******."
  • "********** *** ******* ****** **** *. ** **** ********* ** that ******* **** *** ************* ** *** *********** ******** *********. Regurgitating *********** **** * **** ***** ** ******* ** ** no ***** ** **. **** *** ** **** ****** *** 90% ** ***** ********, *** ***** ** * ******* ** individual **** ***** ** ** **** ** ********** *** ********* of ***** ************* ******* ****** ********* ** ***** ****."
  • "**** ** ** **** ** ***** ********** ** *** ***********. Don't **** **** ***** **** *** *****, *** *** **** you ***** ******** ** *** ***********."

Pricing **********

****** **** ******* ************ *** *********** *******.

  • "***** *********** ******* **** ******."
  • "********* ****** *******."
  • "*********** * ******* *** ********** *********."
  • "*******, *******, ******* **** *** *** ******* *** * ********. The ******* *** *** *** *********** ******* *** ******."
  • "***** *********** ******* **** ******."

******

*******, ******** ** ****** *** *************** **** ** ********** ****** that ** *** ***** ******* ***.

  • "** * **** ** ***** **** ****** *** * ***, then * ****** **** ********** ** **** ******* * *** have ********* ** *** ***, *** **** "*** **********". ** if ***** *** ***** ******, **** **** ******* ******* *** us ****- ** ** *** ** ***** **** ****** ** informed ******** ** ****** **** *****, *** **** ******* **'* the ******."
  • "***'* **** ** ********* **** ** **** ** ******** **** you ** ** ** *** ****** *** **** *** **** it ****** ***'* ****, ** ********* ***** **** *******/******* *** misleading ** ***** ****."
  • "**** **** ** ************, ******* *** ********. * **** ** be **** ** ***** **** **** *********** ***** ** ******** and ** *********. * ***'* **** **** **** **** ***** favorite ***********."
  • "****** ** ** ******** *** ******** ******* **** *** **** promised."
  • "*** ***** ******** ** *** ******* & ****** ******* ** in *** **** ** * ****** ******** **** ********."
  • "** ****** *** ******* ******** *********."

Comments (16)

** * *** ***, **** **** *** ****** ******* ** I'm ****** *** * ******** ***** **** ******* ** ***** there *** ** * ********* **** ********. ***, **** ******, I **** **** *'* ******* ***** *** **** *******. ** don't **** *** **** ** ** **** ********* ******** **** to ** ** ** ** ** *** *** **** ***** the ********.

***, ***** ********! ****** **** ** ******** ********. *** ****** call **** *** ***** **** *** ***** *** *** ******* that. "*** * *** *** *** ****** *** ********, ** it ******* ** *** ****** ** *******?"

* ** ****** **** *** *** ****** ** ***** ***? Can't ******* ******* ******* **** **** ***** ********* **** ****, but ***** **** * *** ** ****** ****** ** * daily ***** **** * ***'* **** *******......

****, *** *** ******* ** *** **** * ******. **'* happened **** **** ****. ******* ******** ** *** **** *** conference, ** ****'* ****** ** ***! * *** ********** *********. Of ******, *** ** ******* ***** **** *** **** ** anything, **** ******** ** ****.

*'** ***** ****** ** ******** ** ** ****. ** ***** pretty ********* ** ********* *****, ****** *** ******** *** ***, for ******** ******.

**** * ****** * ***** *******, * *** ** ***** my **** *** ** **** *****. ********* *** ***** ****** 10%. ** ****'* ****, **** ** **** **** ******** **** were ***** **. * *** ** ********* ***** *** *** for ** ****** *** ******* ** **** ******* ** **** as * *** ******** *** ** **. *******, * *** him ** **** * **** *** ****** **, *** **** I ******** *** **** ** **** ***** ** ** ***** watch *** **** ******** ********.

**** ****, *** * ****** ** * ** **! * am ***** ** **** ** *** ******.....

***** *** **** ******** ********

**** *** *** **** ******** ************? **** **** *** **** / ******** *********?

**** ******** ** *** *********, * *********** ***** ** **** their **** *** ***** **** ** **** ***** *** ********, then *** *****, ********** ** ***** ***** ***** ************ ********** body ******** ** **** ********. **** ********* ******** *********** **** turn ***** ***** ** **** ***** *** *** **** *** other ********, ****** ******* **** *** *****.

****** *** ******** ** * ****** *** *** ***** ** a ****. ****, ***'** *** *** *********** ****** *** **** customer, ************ ******** ** *** ****** ******** ** *** ** she's ***** *********. ** *** ****** **** * ********, *** salesperson **** **** ******* *** *** ** **** ** ***'* speaking, **** **** **** ** *** **** ******** *** ******* the ****** ** ***.

**'* *** **** ******* ** **** ******** ** *** **** customers, *** ** **** ** ********* ****** ******. ** * CEO *** *** ****** ***** *** * *****, *********** **** address *** *** *** ****** *** ******.

****'* **** *** ******** ***** **"***'* **** *** **** ** ** **** ********* ******** **** to ** ** ** ** ** *** *** **** ***** the ********."

**** ****** ****'* ***** ** ***** **** ******** ** ***. Having ******* ** *** ******** ****** ****** ** ******* **** language, *** ******* *** *********** ** ********* ********* **** ******** approaches **** ****** ** ***** ******* ***** *** *** *** or ****.

**** ** ********* *** ** *** *** **********. *****.

***** *** *** **** *******. * ********* **** ********* ******* not ** ****, *** **** *** ** ** **** ******* of ** ******* **** **** ****** *** ****** ** * am ****** *** ** ********** ** * ****** **. **** comment **** ******** ** ** ******* ** ***** ***** **** in ******* (***** **'*, ***, *'* ******* ***) **** **** men *** ***** ***** ******* ********* ********* ** ** ** a **** ******* ** ** ******* *** *** ****** ***** in *** ***. ** *** *** **** **** ** ** pretending *** ** **** *** ****** *** ********* ** ** manager. ** ***** **** * ** * ********* ****** ** manager ***** ** ********* ********.

** *********** ***** ** ** ******* *** *** **** **** close ** **** *** **. ******** **** *** ********** ** having **** * ***** ****** *** **** ** ********** *** Manufacturer * ***** ***** **** *** **** ******** ** ******** offered *** ***** ***, *** **** ************ ************ ***** ******; second ******.

********** ** ***** **** ** ************ ******** *** ***** ******* the ********** *** ************'* ***** *************. * ***** ********* ***** that **** **** ******* ** ******** **** ********** ******* ** a **** ****** *** ********* * *** *** ******. *** every ********* ********* ** ******** *********** ** **** ******* ******* to * ************'* ***** *****, ** ***** ** ***** ** the ********** ***** ***** **** **** ** *** **** *********.

* **** ******* **** ********** ***** ********* ********** ***** **** to ** **********'* **** ******/***** *** ***********. *** *** ***** anyone *** ** ** ********* *********, ******* **** ****** ** take *** ***** *** ****** ** ******* ***** ********.

* *** ** **** ** *** ********* ****** *****; ** available, ** *********, ** **********, ** ******, ** ********, ** clear, ** ********, ** *******, ** ** **** (****** ** early!), ** ********, ** ****** *** *** *** **** ** humanity ****** ***** *****. * ***'* **** ** ******* **** as * ****** *** * ***'* **** * ***** **** on ** ****, * **** **** ******* **** ** ** easier *** ************* **** ********* **** * *** **** **** at *** ************ *********** ** ******* *** **** *** ** those *****. ********** ***** **** ******** *** ***** ****** ** sideways ** * ******.

** *** ***** *** **** **** **, "****** **** ***** sold, *** **** ** ***".

** *****, * *******, ***** **** ** *** ******, ******* to ** ************ *****. *** **** *** *** **** ** it, *** **** "************" ** ******* *********** ** ********* ******. For ****, ** ***** ****** ****** ** ****** ** ****, for ****** ** ***** ** ****** ******* *********** *** ******** demeanor.

************ ** * **** ****, ** **** ****** ***** * learns *** ******* *** ****. ** ***** **** *** ************ and *** (**********) ****** ********* ***** **** ****** (**** *** already ******). ************ ******* **** *** **** **** ** ** successful ** **** * ** *****, ** **** * **** help *** ** **********.

******* *** ***** **** **** ****, "************* *** *** *** streets".

*** ***** ************, ** **** ********, **** ** **** ****** to **** *** ***** ********** **** ***** *********, ** ** an ***-****, *********** ** **********. *** ******* ** ** ******** must ** ******* ** ** ********. ** **** *** **********, than * **** ** ** ****. ********* *** *** *** know **** * ***** ****** ** **** ******* ** ***** quota ** ********** ******. **** ******* * ***** ****-*** *** most *********... ******* **** *** ****** ***** **** ** ******* the ***** ******.

**** *** ****** ** **** * ***, ******* *******, ****** Sales, ************ ***... ***** **** ********'* ********, *** ********* **** focus **, *** ***** ***** **** **** ****, *** **** go ** ******, ***** **** **** ********... ***, ***. ***** them, *** ** *** *** **** ****, *** ** **** you *** **** **** ***** ***** ** ***** ****** ****.

* **** ***** ****, *** * **** ** ***!

****** **** ***** **.

*'* ****** ********** *** ********** ** ******** ********. **** ** we ***'* ** ******* ****** **'* ********** ** ** ***** of ****.

**** ****** ****** **** ** ******* ************ **** ***** *** primary ***** ****** ** *** *************? *** ******* ********* *** always *******, *** * *** * *** ****** ************* **** the ***********/************ **** * ********* *** **** ****** ****. *** manufacturers *** ********** ** *** ****** ******* *** ****** **** to **** ** ***** **** **** ** ***** ** *** and ********** *** ** *** ********* ***.

*'** ********* ** *** **** ** **** (********), *** ***** to ** **** *** **** **** ******-** *** ******* *** most *******. *** ******* ** **** *** **** *** ********* too **** *** **** ****** ** ** *******. ** ******* is ********* *** ***** ** **** ** **** ****** ** later **** ****. ********? **********. **** *** ********* *** **** they **** ********? ***. *'* ********** ** ****** *** **** will ** ******** **** ** ****** **.

** ******* ** ********* *** ***** ** **** ** **** follow ** ***** **** ****. ********? **********. **** *** ********* get **** **** **** ********? ***. *'* ********** ** ****** how **** **** ** ******** **** ** ****** **.

#*, *'* ** ******* ** **** *** **** ****. ** particular, * ** ********** ** ****** *** **** / *** many ********* ** **** *** ****** ******** ** **** * customer / ********** ****?

******* ** ******* ****:********** ************ ***** ********* (****)

  • ********** *** ******* ****** **** *. ** **** ********* ** that ******* **** *** ************* ** *** *********** ******** *********. Regurgitating *********** **** * **** ***** ** ******* ** ** no ***** ** **. **** *** ** **** ****** *** 90% ** ***** ********, *** ***** ** * ******* ** individual **** ***** ** ** **** ** ********** *** ********* of ***** ************* ******* ****** ********* ** ***** ****."
  • "**** ** ** **** ** ***** ********** ** *** ***********. Don't **** **** ***** **** *** *****, *** *** **** you ***** ******** ** *** ***********."

*********** ********, **** **** **** *** “****” (*******). *** ** the ********** ******* ***** ******* ******* ** ******, ******* ****, and *******. ***** *** ** ******** **** *** *********** ********* from **** *** **********. **** *** ***** **** ** *** reasons *** ***-***** ******** **********, **** ***’* *** *** “****” (Widget), **** ***’* *** ***” ***” (***, ********** ** ******* Network), **** *** *** ***- **** **********.

*************, *** ***** ****** *** *********** ******* ****** ****** ******* ********* ** ******** ********, ***-**’* or *** *******. ********* ****** ** ********** ** ******** ****- there *** **** ***** ** ****. ********** ******** ** * particular ******* ****** ******* * “***** ** ******” **** **** competition. *** ******* ** *********** *** **** ********** ******** *** be ******* ** **** ********’* ******* **** ********** ******** *** Improve ******** ****** * ******** ******** ******* * “***** ** Difference”. ** ***** ** **** * ********** ************ **** *** stakeholders, *** **** ********** *** ****** ** ******** ******** ******** and ***** ********** ****** *** **** *** ********* ********** ******** process.

***** *********** ********* ** *** ******, *** **** ** ** Tactically *****.

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