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    Your Modern Sales Studio

    7 Ways to Avoid Leaving Money on the Table After a Trade Show

    Posted by Shelly Vollmer on November 8, 2016 at 10:54 AM

    Whether you attend trade shows to write business with your customers or just to showcase your amazing products, you are probably attending trade shows with the end goal of generating revenue at some point. For many, trade shows are the place to generate leads. Though this is the case, the methods used for hanging on to the leads generated and turning them into closed business is less than buttoned up.  Studies show that roughly 70% of exhibitors do not follow any specific process or have a plan for follow up after the show. That means that money is being left on the table. Because trade shows can be some of the most expensive methods for generating leads, we want you to get the most bang for your buck. Here’s seven ways to avoid leaving money on the table after a trade show:

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    Topics: Marketing, Show Season, Sales Process, Sales Strategy, Showroom Scanning

    7 Sales Order Management Best Practices To Get Ahead Of Competition

    Posted by Shelly Vollmer on October 20, 2016 at 7:47 AM

    Because you have a lot of responsibilities in your organization, including the role of head of sales, you interact with a diverse group of businesses everyday. With your focus on maintaining an account on how well they are performing, sometimes it can feel as if you also have the role of a juggler. This is because you want to ensure that everyone has the freedom to maintain their independence - they are not working as one agency. But, you also want them to have your company's vision as their main goal as well. As a leader, this means you always have to know what all these people are constantly doing. So, we want to help make your job easier. Here are 7 sales order management best practices we swear by, that will help you better optimize your resources, equip your reps with the right tools and ultimately, put you ahead of the competition. 

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    Topics: Sales Strategy

    How Your Sales Team Can Save Valuable Time With A Sales Rep Order Entry Software Solution

    Posted by Shelly Vollmer on October 6, 2016 at 9:33 AM

    As a sales rep, you realize that when you have the tools that let you work more efficiently, you are achieving your goals and increasing profits for your business at the same time. Sales is a competitive business and when you are part of a team of experienced people motivated by commissions, your main focus is on getting the product information and sales tools you need so you can close your deals quickly. We've found that when businesses eliminate paper from their sales ordering processes, this saves everyone valuable time and has a positive effect on all the people involved: Reps don't need to print order forms every time they need them; the back office no longer has a physical paper trail that is difficult to keep track of; and, your clients now have an online system with real-time information on what they've ordered from the beginning of the sales cycle to its completion. In this way, everyone can decide to print and access documents at their own discretion, which is better for the environment, more cost-effective and will continue to drive your company towards continuous improvement.

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    Topics: Sales Strategy, Sales Software, Order Automation

    Six Secrets to Boosting Sales Before Year End

    Posted by Shelly Vollmer on September 21, 2016 at 9:02 AM

    It’s a busy time of year. We’re coming in to the holiday season…and year end stretch. Do your sales numbers belong on the naughty or nice list? The good news is there is still time and opportunity to hit the numbers you want to reach, just use your time wisely (that’s actually secret number 6!).

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    Topics: Sales Strategy

    Sending Prospects Down The Sales Pipeline

    Posted by Shelly Vollmer on August 10, 2016 at 9:30 AM

    Managing successful Sales Reps means knowing how to help them effectively guide their prospects down the sales pipeline, or funnel. Doing so ensures better relationships with their prospects, leading to higher sales and ultimately to customer loyalty. As important as it is to be effective in guiding prospects, it is equally important to be efficient. If your reps are losing time due to disorganization or conveying incorrect information you may as well tell them to not even show up for that introductory meeting. There are things you can do from start to finish to help them save time, and make money.

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    Topics: Sales Strategy, Sales Process

    Changes Are on the Horizon, So Plan on Thriving!

    Posted by Shelly Vollmer on July 13, 2016 at 12:07 PM

    Standing out from competitors is key to success, and succeeding is the primary goal of business. Being successful at sales involves cooperation from many different camps. The theories driving traditional sales tactics haven’t fully embraced all the possibilities for leveraging Brandwise’s individual strengths into a single powerhouse. When manufacturers, sales reps, and retailers all realize we have the same goal, we can collaborate.

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    Topics: Sales Strategy

    1 Simple Trick to Increase Order Size Every Time

    Posted by Shelly Vollmer on April 29, 2016 at 3:42 PM

    The modern sales rep is in a constant battle to prove their worth in the sales process to retailers and suppliers. One way the value of a sales rep can be measured is by his or her ability to consistently produce large orders. This can be especially hard to do when many sales reps struggle to get past the same old re-orders from customers and fighting to get more shelf real estate without much success. Of course it’s important to have well-polished expertise in the art of selling in order to counter buyer objections. In addition to that, we have found that putting the right information at the fingertips of a sales rep, at the right time, is one simple trick that will increase order size every. single. time. 

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    Topics: Sales Strategy, Sales Process, Reporting & Analytics, Adding Value

    10 Essentials To Gain Retailer Trust

    Posted by Shelly Vollmer on April 6, 2016 at 12:22 PM

    The most important part of the supplier-retailer relationship is trust. 22% of retailers who trust their manufacturers remain loyal to selling their products. So without trust, you’re risking a large loss in revenue. That’s why it’s crucial to understand what your retailer requires of you. If you have different ideas of what good business is, you’re entire relationship is going to be out of sync, and that won’t end well. So what exactly is your retailer looking for from you? How can you gain your retailers trust? Let’s take a look: 

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    Topics: Sales Strategy

    Checklist For The Perfect Sales Call

    Posted by Shelly Vollmer on February 2, 2016 at 2:45 PM

    Sales calls can feel awkward and intrusive at times. That’s why it’s important to go in with a plan. You don’t know what kind of mood someone on the other end of the line might be in or if they’re going through something difficult with their business or maybe even in their personal lives that would make them less willing to listen to your pitch. So what are you to do with all of these unknowns? Well, we have the perfect checklist to make sure your encounters over the phone will go as smooth as possible.

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    Topics: Sales Strategy, Sales Reps

    4 Tips to Help you Spend More Time with Family

    Posted by Shelly Vollmer on December 29, 2015 at 7:19 AM

    Life is busy for sales people—lots of travel, work events, and nights spent catching up from hectic days. We know you love your job, but it can be tough juggling it all, especially around the holidays. At Brandwise, we are a family-oriented business; in fact, a husband and wife team of technology and sales experts founded us!

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    Topics: Sales Strategy, Sales Enablement