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Ask Lew!

Addressing sales and management questions

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Dear Lew,

I am with a new company in a new industry. After being out in the field for nearly two months, one of the main objections I’m hearing is they have been using the same vendor for 20+ years and they see no reason to change. Without giving away my product free, how can I find a way into these companies?

New Guy

Hey Lew!

I manage a small team of salespeople who are bringing our products into two new territories for us.

They are making great strides thus far, but it’s beginning to slow down. One of the salesmen has a real problem with follow up and project retention. He only has a few open proposals, but when I ask him about any one of them it seems he has no clue as to what I’m asking about.

Any ideas of how to help him keep things straight?

Anonymous Sales Manager