by Tom Piscitelli | Jul 22, 2016 | Customer Relationships
Can you sense the pressure building? Homeowners have been paying good money to keep their old, cranky, inefficient equipment limping along during these challenging economic times. There are probably more heating and cooling systems in need of replacement than ever....
by Tom Piscitelli | Jul 15, 2016 | Customer Relationships, Sales
You give and you give and you give and your customers are never satisfied. You offer training and they don’t show up. You make deliveries three days a week and they still want you to have a hot truck available any time of day just for them. Your pricing is competitive...
by Tom Piscitelli | Jul 6, 2016 | Data & Analytics, Sales
My last article outlined a strategy for determining which of your many accounts has significant potential and probability for business growth. One of the most effective ways to determine business potential is to use KPI’s to compare a prospective account with others....
by Tom Piscitelli | Jun 26, 2016 | Management, Sales
Most HVAC distributors have outside salespersons who are responsible for the business done with a specific group of contractors. Their “territory” can be geographic, segmented by customer type or simply a collection of accounts where they established relationships...
by Tom Piscitelli | May 24, 2016 | Customer Relationships, Podcasts, Sales, The Book
Listen to the Distribution Center Magazine Counter Talk Radio Podcast interview with Tom Piscitelli! Listen Now! From the magazine: A Prescription for Success: Proposition Selling Duration 17 minutes Tom Piscitelli is the co-author, along with John Sedgwick, of...
