341: Should DSRs drop their small accounts to grow business?

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It's a tough, emotional decision to decline business from a small account, says Martin Bros. sales vet Doug Coen.  But its making pragmatic business decisions based on an unemotional sales trends analysis that separates great DSRs from good DSRs.  Coen should know.  He's led the Martin Bros. sales team to double-digit growth even during the recent tough years. The key is how to have that honest, business talk with those on the "cut" list.  Do it right and you could turn those tiny accounts into big winners or, at the very least, leave them with a high respect for your company.  Listen to Part 1 of our 2-part episode at right.

Featured video: Top 200 Bestseller:
Heinz's 20-ounce squeezable ketchup

heinzketchup20ozthumbjpgKetchup is not catsup... especially when it comes to Heinz's ketchup in a 20-ounce squeezable bottle.  The ketchup king consistently ranks as a Top 200 bestseller... and here are a few selling tips from DSR Dave.  Watch video

 

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