Unlike Australia, the United States is the land of the ‘Manufacturer’s Representative’.
Most manufacturers rely on a network of independent representatives to provide distribution across this huge continent.  (Australia is a huge continent too, but only small areas of it are populated.)
A typical manufacturer’s representative (Rep) is essentially a commissioned salesperson who promotes the offerings of […]

Early next year, we’ll running a special promotion (a competition, in fact) around our new online Sales Process Engineering ROI calculator (pictured on left). More about the competition in a moment.
This promotion will be directed to the 60,000+ executives on our house database.
But, here’s an opportunity to preview that calculator (and perhaps get a bit of […]

It seems so obvious.
If that team member has a Blackberry and a company car; if they call on customers and help resolve their problems; then they must be a salesperson, right?
Well, maybe not!
Sure, that’s the way things have traditionally been done: the person in the field is automatically the salesperson. But, in many cases, today, […]

I just posted two more client interviews to our YouTube channel: http://www.youtube.com/user/BallistixAU
You’ll find an interview with Patricia Smith (Albert Smith Signs), who have recently seen a dramatic uplift in sales, and one with Charley Courey (9Wood), who relates how Ballistix have helped them to stabilize a previously chaotic project environment.
 

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I just posted a video interview with Fabiano Aguilar (the VP of International Sales, Agentrics) to our YouTube channel.  You can view it here: http://bit.ly/Rb5Vb
Fabiano discribes how we worked together to build an international sales process from the ground up.  Today Agentrics has salespeople on multiple continents — all scheduled by the one central (Chicago) sales-support team.  And […]