Balancing Process And Revenue In Sales
Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
This is a tricky subject that's influenced by perspective. Among sales nerds, I fall into the “process” guy category. The first thing that I do is build a process. I like to question the process periodically to ensure that it is accurate and serves its purpose. I build everything from reporting to hiring to training around the sales process.
The Biggest Mistake I See Companies Make On The Road To Global Expansion
Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
While working on a book on international sales management, I had an argument with my editor. I had written about the most common mistake that I see people make while attempting to grow internationally. I mentioned how many intelligent, accomplished and well-educated people make this mistake.
One Key To International Sales Growth: Mind Share
Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
I find myself often in an interesting position concerning my vocation in life: international sales. Many pundits discuss how to grow internationally; it is a question that comes up often and is a goal that many companies share. I find myself often on the contrarian side of the discussion.
The decay of quality-assured America
Zach Selch of PharmaJet
For 30 years I've traveled the globe, reaping the benefits that come with being a U.S. salesman selling U.S.-manufactured goods. My career is one of many that has flourished in the sector of U.S. exports, which accounts for more than 12 percent of the United States' GDP and nearly 11 million jobs. This has largely been due to a beaming international perception of American products' quality. But now things are different.
The Difficult Balance Between Relationship And Message In A Pandemic
Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
A long time ago, I sold a product to doctor’s offices. At the time, it was common for doctors to buy virtually everything from a single supplier — office supplies and toilet paper, but also diagnostic equipment and anesthesia sets. The primary asset of these small distributors was their network of relationships.
On Managing A Sales Manager Who Is Less Resilient
Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
As sales leaders, our job is to get the best possible results from our sales teams. We recruit the best people we can, we train them, we coach them and then we lead them and support them. This is all in the interest of sales results and growth.
Can You Work The Trade Show System?
Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
Over the past 30-some years, I have done a great deal of business at trade shows on six continents. To me, trade shows and conferences are not just a key tool for business growth, they are keystones in my yearly planning — my kids knew the names and seasons of various trade shows before they could ride bikes.
The Focus Fallacy: Why You Should Widen Your Sales Funnel
Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
There is a story that CEOs like to tell each other about a dinner party in 1991 when Warren Buffett and Bill Gates were each asked what the most important factor contributing to their success was, and they each said focus. These two men, and countless other successful CEOs and businesspeople, are ruthlessly focused.
Don't Wait To Get To The Bridge To Plan Your Path
Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
I was speaking to somebody recently, and I raised an issue that had come up related to current events. While it was not yet clear that it would happen, it was a potentially existential threat to his business. It was one of those issues that can cripple or sink a small company. I suggested a few paths to mitigate and minimize the risk.
Why Chaos Has No Place In Sales Leadership
Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
About 15 years ago, I was in a meeting with my CEO. I had been in the job as head of international sales for a year, and we were reviewing my performance.
Get a FREE 1-hour initial consultation with Zach Selch
Zach Selch
Author
Zach Selch is the VP of Global Sales for a high-tech medical company and coaches and mentors Global Sales Leaders.