Profit IdeasThe Selling Process: Is it an Art or a Science?
Ron Holm, Trainer
Max Sacks Int'l
Monday, May 7, 2018
•sales practices •expert interview •Wholesale Distribution Industry •sales management •sales management styles in distribution •sales training
In this video interview, Randy MacLean and Ron Holm discuss sales training, its benefits, and some of the nuances in the selling process. Ron has been doing sales training for Max Sacks International for over twenty years and is one of the top trainers in their system. He's an expert on the selling process and, in this video, answers the question whether selling is more art or science.
Ron discusses research into why people buy, the five buying decisions that prospects make, and the general psychology of selling. He also covers the importance of having a standard language and protocols for the sales team. Finally, Ron discusses how – when training is done correctly – the training will be embraced and utilized by the sales team on a daily basis. [click for article]
For more information about Ron Holm, visit: www.maxsacks.com/people/ronholm.html
Translating Information into Sales Action
Ron Holm, Trainer
Max Sacks Int'l
Monday, March 26, 2018
•sales practices •management strategies •Wholesale Distribution Industry •sales management •distribution industry sales management •sales training
Randy MacLean and Ron Holm, Director of Business Development, talk about improving the capabilities of your sales force with the powerful combination of line item analytics and use of the Track Selling system. WayPoint Analytics itself has implemented a Track Selling system for managers and salespeople. This program is now available for companies using WayPoint and WayPoint information. [click for article]
For more information about Ron Holm, visit: www.maxsacks.com/people/ronholm.html
Track Selling: Understanding Buyer Motivations
Ron Holm, Trainer
Max Sacks Int'l
Monday, October 16, 2017
•sales practices •management strategies •sales management •personnel development •WayPoint training •sales training •Randy MacLean •Ron Holm •Max Sacks •Track Selling
Successful salespeople are constantly trying to improve their information and skills. And, while there are many sales training programs, Randy MacLean has experienced firsthand the effectiveness of the Track Selling program.
Track Selling is based on six underlying buyer motivations and these are not new or unknown, but are articulated and recognized in the Track Selling program. Marketing has understood for a long time that people buy emotionally and justify the buying decision logically, and once these processes are understood, salespeople can begin to use them effectively. Track Selling brings this knowledge and information deep into the selling process. [click for article]
For more information about Ron Holm, visit: www.maxsacks.com/people/ronholm.html
Using the Power of Track Selling to Get to Yes
Ron Holm, Trainer
Max Sacks Int'l
Monday, September 4, 2017
•sales practices •management strategies •Wholesale Distribution Industry •sales management •sales management styles in distribution •sales training
Track Selling is a step-by-step method that considers the whole sales process, leaving nothing to chance. Sales managers have used this program to help their people achieve success with their job by implementing these transferable skills and precise methods.
The system is based on answers to the question, "How do people buy?" In this video, Ron explains the five buying decisions (the hidden agenda) that potential customers must make before they close the deal. [click for article]
For more information about Ron Holm, visit: www.maxsacks.com/people/ronholm.html
Achieve Massive Gains in Profitability with Line Item Analytics
Ron Holm, Trainer
Max Sacks Int'l
Monday, April 24, 2017
•WayPoint Analytics •WayPoint systems •management strategies •Wholesale Distribution Industry •business math for distribution •LIPA •line-item profit analytics in distribution
Wholesale distributors have long used ERP solutions to manage inventory, manage receivables, and provide reporting at a company level. Generally, these tools offer gross margin as an important indicator of profitability. And while gross profit is important, its usefulness is limited.
Existing ERP systems do not report to the granular level of telling companies exactly which activities generated profit and which did not. And, this is the type of information that can be used to take a giant leap forward in profits. [click for article]
For more information about Ron Holm, visit: www.maxsacks.com/people/ronholm.html
The Impact Millennials Will Have on the Business World
Ron Holm, Trainer
Max Sacks Int'l
Monday, July 6, 2015
•sales practices •sales management •sales management styles in distribution •sales training •millennials
By 2020, Millennials will represent the largest working age group. In this video interview, I sat down with Ron Holm and discussed the impact that Millennials will have on the business world as well as a new WayPoint-specific training program that will help clients adjust to these changing demographics.
This new training program will be offered exclusively to WayPoint clients and will help companies align with their Millennial employees and customers. Companies that lack an understanding of how to reach Millennials risk becoming disconnected from their customers and, as their contacts grow older, may even find themselves needing to sell their way back into their old accounts. [click for article]
For more information about Ron Holm, visit: www.maxsacks.com/people/ronholm.html