Our industry has changed the way that supplier sales teams go to market – or at least it should have changed! Gone are the days where sales teams rely solely on the relationship they’ve built with their retail customer — a major shift driven by: changing customers and economy, less opportunity to see our retailers face to face, the demand from retailers for value-based category solutions, and the advancements of retailers from both a data and technology perspective. Over the past few years, I have had the privilege of personally training many sales organizations on how to improve their fact-based presentations approach and have documented three steps here, including barriers, analyzing data, and building the presentation.
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