Bruce Fox Blog

Untapped Opportunity in Sales

Posted by Kristina Hublar on Nov 5, 2019 12:18:00 PM

Estimated Read Time: 5.5 Minutes

As a salesperson, you are always on the lookout for the next great sales opportunity.

You have business cards with you wherever you go.

You are constantly looking for innovative products to recommend to your clients and prospects.

You even go to industry events to get the latest trends, tips, and anything else to get ahead.

But how would you feel if there’s an untapped opportunity out there that you’ve been missing?

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Tags: Sales tools for distributors, Challenges faced by distributors

Ghosted: When a Prospect Ghosts on You

Posted by Kristina Hublar on Oct 29, 2019 8:27:00 AM

Estimated Read Time: 9 Minutes


You get a good request. It’s a company you’re excited about and now you have a meeting lined up with them.

You go in to the meeting prepared – you’ve already done your research and you’re ready to lend your expertise. You even have a list of questions on the stand-by based on what you’ll hear.

Your meeting went well! You have a pretty good understanding of what they need and both parties are excited about the project.

It’s a hot project and you want to jump on it quick.

You start working on it as fast as you can. You get your vendor lined up, you get all the data together, and you even have virtuals and ball park pricing!

You send it all to your client and now you wait for an answer.

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Tags: Sales tools for distributors, Challenges faced by distributors

When They Want More Than a Glass Award

Posted by Kristina Hublar on Oct 22, 2019 12:10:00 PM

Estimated Read Time: 3 Minutes


When you go into a sales meeting, you likely do one of two things.

1. You have a conversation, ask questions, and listen to your client’s needs. You don’t even take out catalogs or have a bag of promos – you are there to learn the current problems so you can offer personalized solutions. They come to you as the expert and heed your thoughts and advice.

2. You go in with catalogs and bags of promos. Your clients tell you what they need/want, and you go find it for them – sometimes with a better price and turnaround time.

Which one are you?

If you’re the first – bravo. You’re doing exactly what we’ve been saying that custom products need and we want to talk with you.

If you’re the second, then I have a scenario and a follow up question for you…

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Tags: Sales tools for distributors, Benefits for the distributor, Challenges faced by distributors, Objections posed by distributors, Bruce Fox

Boosting Events with Custom Awards

Posted by Kristina Hublar on Oct 1, 2019 10:35:00 AM

Estimated Read Time: 6 Minutes


Every business event requires planning – from the laid-back lunch meeting to the opulent corporate awards ceremony.

Quick turn-around events usually require minimal planning: just book the meeting space, order lunch, invite attendees, and ensure the room is stocked and ready.

However, once you launch from those minor events or meetings, more intricate and detailed planning is required. So for those events that take more planning, you create a checklist on what you need – venue, catering, décor, and countless other items.

However, where are the awards on that list? Near the bottom, right?

Unfortunately, that’s pretty typical. But let me ask you this – what is the event for? If you have awards, then that’s likely the focus of the night.

So why would you want to leave the awards until the last minute, meaning that you will have a rush job and stuck with whatever you can get? Or worse.

That’s a nightmare for any event planner.

Thus, here are some tips to help avoid disaster and create an experience that will leave everyone delighted.

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Tags: Sales tools for distributors, Benefits for the distributor, Challenges faced by distributors, Benefits for the end clients, Challenges faced by companies

How to Respond to Sales Objections

Posted by Kristina Hublar on Sep 18, 2019 4:30:00 PM

Estimated Read Time: 26 Minutes


We’ve all had it happen - the dreaded sales objection.

But they’re a standard part of the job and bound to happen.

That’s why we’ve put together a guide to handling sales objections. You’ve got to respond in a way that alleviates those concerns or uncertainty to allow the deal/project to move forward.

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Tags: Sales tools for distributors, Challenges faced by distributors, Objections posed by distributors

Honor Walls

Posted by Kristina Hublar on Sep 10, 2019 3:13:00 PM

Estimated Read Time: 4 Minutes


 

So, when you think of an honor wall, what do you imagine?

Do you envision universities, hospitals, or churches honoring their donors?

Do you think of Fortune 500 companies showing off their top salespeople?

Do you picture organizations and companies displaying their board members?

All of those are common and highly popular versions of honor walls.

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Tags: Sales tools for distributors, Challenges faced by distributors, Benefits for the end clients, Bruce Fox, Challenges faced by companies

Questions to Ask Yourself When Developing an Effective Awards Program

Posted by Kristina Hublar on Sep 3, 2019 12:04:00 PM

Estimated Read Time: 9 Minutes

When building an awards program, it can feel overwhelming. However, you know that having a well planned and effective recognition program increases value, desirability, employee retention, and much more

So where do you start when building an effective awards program?

Since every organization is different, we will provide a series of questions to help get a program started, then you can grow and develop your program as needed.

These questions will assist you in defining and refining the program, which will make writing out the framework and overall program plan a breeze.

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Tags: Sales tools for distributors, Challenges faced by distributors, Challenges faced by companies

Search Engine Failure

Posted by Kristina Hublar on Aug 20, 2019 12:08:00 PM

Estimated Read Time: 6.5 Minutes


It happens every day: You get a request for a certain promotional product, and quickly tap into ESP, SAGE, and other tools of the promotional products trade.

In highly-specified searches, these resources are extraordinarily helpful, and you can quickly build a flier or create a sell sheet to send to your customer. The task of distributor salesperson as sourcing and order agent has been fulfilled.

This procedure works for all promotional products categories, including recognition awards. General search results for “awards” will yield pages (and pages and pages…) of glass globs in nearly every shape imaginable. Plaques and trophies and awards of all types. A veritable cornucopia of pre-conceived, your-logo-here possibilities.

But what if the mission is not so specific? What if your client is adamant about operating outside the realm of stock awards? What do you do when you can’t source the “it” you’re looking for because “it” is as close as you can get to describing “it”, and “it” makes a lousy search term?

So, what do you do when you suffer search engine failure?

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Tags: Sales tools for distributors, Benefits for the distributor, Challenges faced by distributors, Bruce Fox

Trophy Value

Posted by Kristina Hublar on Aug 6, 2019 1:31:00 PM

Estimated Read Time: 7 Minutes


You hear the phrase often enough – “trophy value.”

But what does it mean?

In the promo world, it offers recipients recognition and a long-lasting feeling of appreciation for their hard work and loyalty. According to DCR Strategies, “Much like winning an actual trophy, such as in a sporting event, a trophy value reward serves as a cherished memory that continues well after the life of the reward itself, creating long-lasting satisfaction.”

That makes sense, trophies create a cherished memory. They create a sense of pride when done right. They are a symbol to others of your success and triumph.

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Tags: Sales tools for distributors, Challenges faced by distributors, Objections posed by distributors, Benefits for the end clients

How To Be Your Client’s Hero

Posted by Kristina Hublar on May 14, 2019 1:02:00 PM

Estimated Read Time: 9 Minutes


You don’t need super powers to help your clients. Although we all have those days when having super powers wouldn’t hurt.

However, despite us all wishing for telekinesis, teleportation, or time control, you don’t need any of those things to be a hero to your clients.

You just need these 5 skills – each will make you look awesome and leave your clients in admiration.

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Tags: Sales tools for distributors, Benefits for the distributor, Challenges faced by distributors