The new customer who never places a second order
A new customer's first order gets celebrated. It goes in the report, it comes up at the meeting, and the rep moves on to the next prospect. What almost nobody checks is whether…
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Field sales, told by the people who run them
Routes, inventory on the move, collecting on site and teams with several reps. What we learn building SELBUK.
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The second line on the order: selling more on the visit you are already making
The cost of a visit is paid before anyone knows what will be sold inside it. The fuel, the rep's time, the wait at the counter and the walk back to the truck cost the same whether…