Plan on Breaking Through: Customer Based Strategic Planning for Sellers - Softcover

Hurtte, Frank E

Softcover

ISBN 10: 1981123466 ISBN 13: 9781981123469

Publisher: CreateSpace Independent Publishing Platform, 2017

Synopsis

Wholesale Distributors in the knowledge-based lines of trade (Electrical, Automation, Fluid Power, Power Transmission, Industrial Mill Supplies, Plumbing and Heating and other) face a tough decision. As market forces, demographics, alternative channels and the internet push against their half-century old model of value-added services wrapped into margins, wholesale distributors must change revenue model or perish. This book brilliantly outlines the thoughts of Distribution Expert Frank Hurtte on the need for modifying current selling strategies.

About this title

From the Back Cover

Strategic Planning for AccountsHow strategic are your salespeople?Distribution Expert Frank Hurtte sees a breakdown in distributor sales departments.   With sights set on the next order or the project du jour, salespeople view their customers as a tactical rather than strategic challenge.  It's a world where all customers are created equal, each sales call viewed as a reactive event and account growth perceived as a purely customer-driven decision.The world of distribution is changing.  New competitors, the internet, escalating transaction costs and customer demand for pricey services work to create an environment where selling efforts must be rethought, redefined and refocused.  The new model calls for laser sharp purpose and ongoing evaluation of selling time.  Hurtte lays out a roadmap for strategic selling activities.  Not another sales plan, but a strategic way of thinking about customers, their potential for growth and how the seller's organization fits into their unique business model.---------------------------------------------------------------------------------------"Sales reps that develop a workable strategic plan to serve and grow their customer base will come out ahead.  Few do it well-if at all. Frank Hurtte possesses a great combination of experience, a no-nonsense and engaging writing style, and practical common sense. This book will help any sales professional to set the right priorities, manage their time and, most importantly, earn more money."  Steve RuaneVP, MarketingIMARK Group----------------------------------------------------------------------------------------"This book outlines how success comes by way of understanding the how to pursue the right customers and opportunities.  Sadly, perhaps ironically, even experienced sales professionals often lack the skills and objectivity to truly understand what Hurtte calls "where you stand" at the account.  This book breaks down the process and equips salespeople with tools for making the right decisions."Brian GarnerFounderSalesProcess360

About the Author

Frank Hurtte combines 28 years of direct distribution experience to consulting. Since founding River Heights Consulting in 2005, Hurtte has written over 500 trade articles on the topic of Distribution. His NAW Institute for Distribution Excellence book, The Distributor Specialist: Customer Champion, Profit Generator! continues to reshape the way distributors deploy their sales resources. Frank has spoken throughout the U.S., Canada, Latin America, Europe and Asia. And, his River Heights Consulting Firm has become synonymous to Target Driven Distribution Sales.

Edition details

• Publisher: CreateSpace Independent Publishing Platform
• Publication date: 2017
• ISBN 10: 1981123466
• ISBN 13: 9781981123469
• Binding: Paperback
• Language: English
• Edition number: 1
• Number of pages: 108