Elements of Effective Corporate Sales

Posted: June 22, 2015 in Craig Raucher
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Most recently the senior vice president of general management at Total Freight Solutions, Craig Raucher has extensive experience in the freight industry, with time at companies like Corporate Express Delivery Systems and Skynet Worldwide Express. Accomplishments at Total Freight Solutions include establishing and uniting a number of operating divisions and increasing revenue to $57 million from the start-up stage. Personally, Craig Raucher made sales in excess of $17 million while also developing a strong sales team.

A good sales department can mean the difference between a relatively stagnant company and a truly successful company. One element is to set the business apart from the first contact. Whether sales are initiated online, over the phone, or face-to-face, the process should be approached with a clear and interesting point of view and context. For example, by setting a frame of reference for the product or service, the salesperson allows the potential customer to immediately grasp what makes the business different from others in the industry.

Additionally, focus on dialogue. While presentations have a time and place in the business world, effective sales thrive on creating a conversation between the salesperson and the potential customer. Showing the customer how the business can respond at a moment’s notice – and addressing any questions immediately – is more likely to stand out than a more static slideshow.


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