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Category: Sales

How to distinguish yourself as a sales rep

sales rep with many arms handling phones, computer, clock and coffee

I’m now fully engaged as the owner of Reflex Marketing, a manufacturer’s rep firm serving the MI and Pro Audio industry. My fondest memories during a four-decade career were those years when I was a district sales manager for Ensoniq, covering a sizable region, and Korg USA, where the geography was much smaller, but the product lines also included Marshall and VOX. It’s not … [Read more...]

My lasting musical contribution to the keyboard industry

ESQ1 synthesizer keyboard

In 1986 I was working as a customer service representative for Ensoniq Corporation, a disruptive music technology company at the time. Up against leviathans such as Yamaha, Korg and Roland, three former Commodore Computer heavyweights had managed to one-up the competition with the arrival of the Mirage, an affordable sampler that had taken the market by storm. Next up was to … [Read more...]

Leading by example in the sales and marketing world

During my 39 years in the musical instrument and professional audio business, I have experienced firsthand the good, the bad, and the downright ugly when it comes to leadership qualities. I’ve been fortunate to have learned from some outstanding leaders and observed some of the worst to determine “what not to do”. The key from my perspective is to lead by example and be willing … [Read more...]

Psst…want to know the secret of sales?

musical instruments and audio equipment in a shopping cart

Putting a lifetime of lessons to work and sharing the “inside story”

I’ve enjoyed a lengthy and enjoyable career in musical instrument and pro audio sales. Curious friends and colleagues ask periodically about dealing with the rejection, self-doubt and unpredictable income that come with the territory. To some, it’s a scary proposition to work without a … [Read more...]

You’ve made the sale – now what?

acoustic guitar resting on chesterfield sofa - cropped version

Adding value and supporting your resellers in the musical instrument and pro audio business

Last week we discussed using the sales funnel, and if all goes well, you’ve received a purchase order from your retail partner. As a sales rep, if you think this is where your obligation ends, you are sadly mistaken. This is really where your job begins—to be certain that … [Read more...]

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Welcome to the show.

Sound Marketing sits at the intersection of music, sales & marketing. We explore how insightful strategy, focused tactics, and organizational change will help manufacturers be heard over all the noise in the musical instrument marketplace.

My name is Doug Nestler, and I’ve spent 38 years—still going strong—in sales & marketing. My resume includes roles in all areas of channel management and distribution, and Sound Marketing is a way to share my expertise with you.

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