by Tom Piscitelli | Mar 9, 2017 | Customer Relationships, Podcasts, Sales
We’re very excited to have been included in an excellent podcast series put out by HARDI called Counter Talk Radio. It’s about 17 minutes long, so head over there and give it a listen! Listen...
by Tom Piscitelli | Mar 2, 2017 | Press Releases
Seattle, Wash., December 19, 2016 (Newswire.com) – Selling is a noble profession, according to HVACR sales expert Tom Piscitelli, who maintains that top salespeople are trained and coached and not born. Piscitelli, the co-author, along with John Sedgwick, of...
by Tom Piscitelli | Feb 24, 2017 | Customer Relationships, Management
Several years ago a contractor client was struggling with inventory management. I set up a meeting with their main supplier to discuss how the supplier could essentially take responsibility for all aspects of their inventory. We discussed seasonal planning, min-max...
by Tom Piscitelli | Nov 2, 2016 | Data & Analytics, Management, Sales
If you wait until January to begin planning on how you’re going to make your 2017 sales goals, it will be too late. It can take weeks and months to make things happen. When you miss your first-quarter targets you miss the entire year. Sound familiar? There are two...
by Tom Piscitelli | Sep 13, 2016 | Customer Relationships, Sales
Ask your contractors what they want from you and the first thing most will say is they want lower prices. Lower prices, with everything else remaining the same, means more money goes to their bottom line, also known as net profit. So, you could reason, when your...
by Tom Piscitelli | Sep 1, 2016 | Customer Relationships, Data & Analytics, Sales
When a contractor principal recognizes the territory manager as a consultative business partner, then it is much more likely that your company will earn an ongoing commitment to business instead of having to quote your best price on every order. Many territory...
by Tom Piscitelli | Aug 18, 2016 | Management
Finally, after completing an exhaustive process of interviewing, testing, checking references, re-interviewing, background checking, salary and compensation negotiating and more, you have hired what you hope to be your next sales superstar. Now what do you do? The...
by Tom Piscitelli | Aug 11, 2016 | Customer Relationships, Management, Sales
Your best account is interviewing an experienced technician who had replied to a help wanted ad they had placed on Craigslist. You know the company the technician had recently worked for and that owner had told you he let that technician go when had proven unreliable....
by Tom Piscitelli | Aug 4, 2016 | Customer Relationships, Sales, Time Management
How do you spend your time? Your weeks are likely a blur of repetitive, service-oriented scheduled calls that are meant to fulfill your promise to “be there” for your customers. There is no question that this activity is an important part of any territory manager’s...
by Tom Piscitelli | Jul 28, 2016 | Customer Relationships, Data & Analytics, Management
As we discussed in the last article, gathering certain data about an account can be useful. Knowing the number of employees and total annual sales can provide a productivity ratio. The number of service trucks and the annual revenue per truck can help you determine...
