Roberts, Wallace To Help (CONT’D FROM PAGE 32)
Board Converting NEWS INTERNET DIRECTORY
BCN: Do you find sales training crosses markets? Every industry has unique challenges, but by and large do you find that training works industry to industry? Roberts: I had this discussion yesterday with a CEO of a very large distributor of pipe valves and fittings. And the first feeling he had was, your generic stuff doesn’t work for my industry. Very quickly, I asked a couple questions: In your industry is it important to build strong business re- lationships? Well, yes. The research shows that 89 percent of executives feel that relationships are key to their suc- cess, but only 24 percent have a plan to do anything about it. So what do you say we develop a strategy to train your people to build strong business relationships? One of the things that’s a takeaway from this training is, at the end, they are actually going to get a template and they are go- ing to build a plan on what relationships they want to build in their market. And Ed and I are offering free coaching sessions, if anybody wants, after the program. What we’re looking at is, let’s cause engagement be- tween managers and salespeople and strategically say, ‘I want to build relationships with these three accounts.’ Where are we at today, who do we know there today, who should we know there today because more and more people are involved in the buying decision and if you just call on one buyer you are very vulnerable today. And that strategic plan, if they act on it based on what we share in this course, they are going to be so much far- ther ahead of what I call people just ‘dialing for dollars.’ BCN: Are there things that you are seeing that probably won’t return to pre-COVID days? People have struggled with the reality of new technology. Are there things that are not going to change back that we should get used to in sales? Roberts: One of the services is market research. I’ll call 200 to 400 of a company’s customers. I just did this for a distributor, and more than 60 percent of their customers said they actually prefer virtual selling because it is more
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hhs is a global leader in advanced gluing, camera verifica- tion and quality assurance systems for the packaging indus- try. Zero-defect quality and elevated production speeds are key parameters in the manufacturing of corrugated boxes; hhs systems ensure efficiency and precision across the board. With hhs Xcam Box Monitoring and non-contact flap gluing of corrugated board, hhs offers every option for au- tomated quality assurance in the production of corrugated boxes with flexo folder gluers. BLOWER APPLICATION COMPANY (BLOAPCO) www.BloApCo.com BloApCo has served the corrugated industry since 1933 with a variety of scrap handling solutions, including Hori- zontal Floor Shredders, Trim Cutters, and Material Handling Fans and Conveying Systems. BloApCo Shredders allow for continuous shredding and pneumatic removal of sheet waste stacks of all sizes, roll slab, cores, carton scrap and much more.
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time efficient. They get answers quicker and they are not interrupted. Some sales people have bad practices where they just show up to a customer’s business with donuts and expect to be seen. It interrupts the buyer’s day. What we are learning is a new way to serve our markets and there’s been an explosion, for example, in digital market- ing and online purchasing. Something like 96 percent of
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October 26, 2020
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