Frank Hurtte

Salespeople, Understand your Value — The Golden Goose Fairy Tale

Golden Goose Flambé A Recipe for Roasting the Goose that lays the Golden Eggs Ok, boys and girls out there in sales land, it's story time again....

Customer Ranking – A Roadside Revelation

The history of mankind is populated with roadside revelations. Moses had one on the road from Midian, Paul had one just outside Damascus...

Distribution after the Recession – Funded Sales Resources

Think about the Great Ice Age – before the great sheets of ice enveloped much of Europe and North America, great Dinosaurs roamed the...

Distributor – Where have our Supply Partner Sales People Gone?

Have you tried to call the office of some of your suppliers lately? A few weeks ago we were asked to do a mini-research...

The Distributor’s Mid-Recession Checklist

Believe it or not, we had an early forecast of the impending recession in late 2006 – yeah, back when business was good. ...

Sales Managers May Cry, But I Like a Recession

Call me weird, sick, strange and demented, but I am perhaps the sole person on the planet that finds good in a recession. No,...

The Changing Perception of Value during a Recession

Join me as we journey back in time to our high school English Lit class. We are reading William Shakespeare's Richard the Third....

Holy Cripes: I’m the New Sales Manager – and There’s a Recession Going on...

Anecdotal evidence pouring in from all over distributor-land points toward a growing trend to re-evaluate sales leadership. The reasons for this are varied...

Why Are So Many Wholesale Distributors Adding Product Specialists?

A recent survey of Wholesale Distributors indicates that over 80% either have Product Specialists or plan to add Specialists in the next 12 months....

Driving Distributor Sales With a Product Specialist

All across "Distributor Land" wholesalers are discovering four important issues: Products are more technical. Electrical distributors find themselves responsible for complex Automation devices. ...

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