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...]
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...]
Utilizing the sales funnel in the musical instrument and pro audio business
Any student of our craft has likely heard of or implemented a “sales funnel” during their career. It’s a tried-and-true method that defines the steps from prospective account identification to the delivery of an opening order. There are tools available to automate this process, but … [Read more...]
The cyclical nature of sales in the musical instrument and pro audio business
It’s post-holiday, and your company just enjoyed a successful NAMM show. In many ways, the new product releases, prospecting, dealer meetings and sheer energy emanating from the show floor kick off the New Year. The weeks that follow the annual pilgrimage to Anaheim and other periods … [Read more...]
Utilizing concentric travel and selling methods as a musical instrument and pro audio road rep
As sales professionals, especially in today’s wired world, we have many tools at our disposal to improve efficiency. Some of them appeared to have promise, such as the so-called “paperless office.” For many, this concept never fully came to fruition, based on the … [Read more...]
