Inside the Sale: Recent Episodes
Dawn Grooters
Ever wish you knew all the in's and out's of sales at the retail, wholesale, and sales rep level? What makes a retailer profitable? How do wholesale businesses create a lasting brand? How do sales reps fine tune their skills to build strong business relationships? Especially in a rapidly changing industry like Gift & Home. Inside the Sale is where you will get your answers. You'll find out what is working and what is not working in retail, in wholesale and as a sales rep. You can take the tips, techniques, ideas, skills and motivation offered in each episode and build a thriving business.
Summer show season is upon us! Are you ready to jump in the show boat and get going? Whether you are ready or not, shows are here and we want to maximize them. In this week's episode, I am sharing tips about how to make the most of your time while you are at shows. From engaging customers to networking and follow-up, this is a quick but jam-packed episode to remind sales reps and wholesale vendors of ways to build relationships and make more sales in a short amount of time at shows. Happy Summer Shows!
Outsourcing is a major part of our business in the Gift & Home Industry. Have you considered it or do you look internally to your team to take on projects and tasks that may be better suited for an outsourced resource. In this week's episode I am digging a little deeper into outsourcing and insourcing. There are things to consider as well as pros and cons of each when deciding between outsourcing versus insourcing. You get it all in this episode. Take a listen to learn more and check out Broken Vessel Sales outsourced services at www.brokenvesselsales.com.
Reps are local too. Have you heard about this initiative? It started from a conversation that led to a wildfire. This initiative is designed to support the local sales rep. In this week's episode of Inside Gift & Home, listen in on my conversation with Angela Schmook of Road Runners, who helped get this movement off the ground. Angela gives you all the details about how this initiative started, why it is important and how everyone can get involved in tangible ways to move this initiative forward. You can get connected with Reps Are Local Too on social media or by sending an email to repsarelocaltoo@gmail.com.
Team work makes the dream work. In this week's episode, you will hear from two friends with different sales management styles that want to help make a difference with vendors and support sales reps. Sara and Emma started See Sales Management to help vendors focus on the of the most important parts of their business, their sales. And sales reps play a major role in sales growth, and many times sales reps don't get the attention of sales managers that they deserve. See Sales Management intends to change that. Take a listen to this fun and engaging episode to learn more about Sara and Emma. You can contact Sara via email at Sara@seesalesmgmt.com and Emma via email at Emma@seesalesmgmt.com. Check out their website www.seesalesmgmt.com.
Do you ever look at another person's journey and think "oh, I wish I was there" or "wow, I am way ahead of them." Either way, you are paying too much attention to someone else's journey. We can appreciate another person's journey, but in this week's episode of Inside Gift & Home, I want to encourage you on your journey. Right where you are now. Your journey is unique, full of twists and turns, and right on time. Take a listen to gain some encouragement for your week.
Do you think it is possible to go from being a road rep to inside sales and still have success? Or do you listen to the skeptics who say they can't. Well, in this week's episode of Inside Gift & Home you will hear from Lisa Carik who was a successful road rep for over 18 years and is now a successful inside sales specialist. Her perspective is unique and she shares what she misses about being on the road and why she decided to move to inside sales. If you have ever wondered, can I do that, take a listen.
Should my inside sales team work in the office or remote? Are you wondering that same thing? And are youwondering what are the pros and cons are for each option? In this week’sepisode you will learn the pros and cons of and what factors do you need to focuson for your inside sales team whether they work remote or not.
We all have a story, whether we like our story or we don’t like it, we have a story. If you story is marked by success or marked by heartbreak and everything in between, your unique story can impact others. Your story helps you relate to your customers and the people you encounter. Don’t be afraid to share your story. In this week’s episode,I want to encourage you to share your story because you are uniquely qualified to help someone with you story.
Do you want to know what my superpower is? No, it’s not anything flashy like flying or teleporting! My superpower is consistency. Sounds kind of boring, right?!? But is it not! In this week’s episode of Inside Gift & Home, I share how I discovered this superpower from a difficult situation, and why it works to build relationships and accomplish big or small goals.
Love this episode? Be sure to subscribe to the Inside Gift & Home show on Apple or Spotify and give us a 5 star rating.
If you want to get connected with Dawn Grooters and her team, send us an email or schedule a call by clicking here.
Are you good at pacing yourself for the chase? Do you just go all out and then wind up exhausted? You want to achieve your goals. You want to work hard but how do you do that without getting burnout. In this week’s episode learn about one of our most utilized resources in this business to pace ourselves so we don’t get exhausted from the chase. And learn how a pair of cardinals made me think a little deeper about CRMs. If you want to learn more about Hubspot, check out my website.
Are you aware of your customers' current order needs? Even if they placed orders back in January, it's essential to know if they require a reorder at this time. Circle back with customers to provide valuable insights into their current requirements and ensures their needs are met. Customer situations can evolve rapidly, underscoring the importance of proactive communication. Failure to reach out means potentially missing out on orders. In this week's episode of Inside Gift & Home, we share into current customer feedback and highlight key contacts you should reconnect with. Enjoy this brief yet impactful episode.
Are you throwing spaghetti at the wall to see what sticks? When all else fails, we lean into our strengths! It's what we are good at because we have taken the time to practice our talents. And our unique blend of strengths set us apart from other people. In this week's episode of Inside Gift & Home, we are talking about leaning into our strengths because that creates a powerful foundation and leaves room for us to improve on our weaknesses.
Do you want to grow? Really grow? Would you be surprised to hear that your weakness is where you can expect to find the most amount of growth? Not focusing on your strengths but improving your weaknesses. By identifying our weaknesses and working to improve them creates a stronger foundation for growth and resilience. In this week's episode of Inside Gift & Home, we talk about how embracing your weaknesses is the path to growth. It is not easy but well worth it!
It's not easy making decisions especially when fear keeps rearing its ugly head. Fear can indeed be a complex emotion, sometimes serving as a protective instinct and at other times acting as a barrier to progress. In this week's episode of Inside Gift & Home, I am sharing this one question that I started asking myself when I am making decisions so I can determine if the fear I am feeling is there to protect me or is there to hold me back from opportunities that could make a good impact. I am also sharing a story with you of a time I did let fear hold me back and make me quit before I accomplished my goal.
Key Accounts. Brands know they want them to drive brand awareness, but it is difficult to crack the code of successful partnership without over-saturation and alienating independent retailers. There is a delicate balance, and key account management is essential. In this week's episode of Inside Gift & Home, my guest is Michelle Manningham. Michelle is the owner of Pink & Associates and has helped brands in our industry open over 62,000+ doors. Michelle takes a genuine and simplified approach to key account development and management with her brands and buyers. Michelle shares her tips and tricks that will help you cut through the noise and create a lasting impression on key account buyers. Michelle can be emailed at michelle@pinkandassociates.com and her website is www.pinkandassociates.com.
Sometimes as entrepreneurs and sales managers, it can be really hard managing all the things you have to do. So wouldn't it be great to be part of a community that knows what you are going through and is willing to offer ways to help. That's exactly what GSMA is all about. A community of sales managers and entrepreneurs in the Home & Gift Industry that help each other. In this week's episode of Inside Gift & Home, you get to learn about GSMA from its president, Richard Freeman. Richard shares about his journey in the Gift & Home industry and the impact GSMA makes on the members of this association and the industry as whole. Also, Richard shares the details on the GSMA's first in person event in 5 years. You can learn more about GSMA and the event at www.joingsma.com and call Richard Freeman at 858-688-6666 or email him at rfreeman@dmmerch.com.
When you are running around and chasing customers and sales, because customers won't meet with you or take your calls, then you have to take a different approach. It starts with closing the gap. In this week's episode of Inside Gift & Home, we are talking about closing the gap with your communication and sales in order to close the gap with your customers. It does take work and some heavy lifting but you will close the gap between you and your customers and lay a good foundation in the process.
If you are wondering what is going on with your customers, then call and ask. You can send emails, but you don’t gain the same information as you would if you called your customers. Whether you are considering a hybrid sales approach or just want to learn more about your customers to help with product planning, you will be encouraged to call and find out. In this week's episode of Inside Gift & Home, we are talking about how and why you would want to call your customers. We also talk about questions you can ask yourself and how to overcome the things that may be holding you back from calling your customers. Want to learn more about inside sales, check out Inside Sales Advantage at www.brokenvesselsales.com/program.
Calling all sales reps!! You have shared with me the challenges you face, and I understand the frustration you express. These last few years your customer's preferences have changed, and your vendors' needs and expectations challenge you. You want to do the best job you can, but it seems like you can't do enough. You don't need to be stuck here; there is a better way. In this week's episode of Inside Gift & Home I want you to think about leveraging your sales rep expertise with inside sales techniques and strategies to utilize a hybrid sales approach. You can meet your customers where and how they want to order and help your vendors' needs by reaching more customers. All while saving time on time on the road and money on gas. You already have the road sales expertise, you just need the inside sales training to be the successful hybrid sales rep you want to be. To learn more about Inside Sales Advantage, go to www.brokenvesselsales.com/program.
Tired of trying so hard, and doing everything but still not achieving your goals? Especially when in the past achieving sales goals seemed so much easier? Well, now is the time you have to work harder and be more strategic to achieve your goals. So have you thought about breaking down your goals and then using activity to build up to your goals? In this week's episode, I am sharing 6 steps to break down goals and build up activity to achieve those goals. Let's break it down to build it up! And if inside sales is an activity you are interested in after you listen to this episode, check out Inside Sales Advantage that is now open for enrollment for 2024 at www.brokenvesselsales.com/program. One comprehensive training program, two ways to leverage inside sales. One for wholesale vendors and one for sales reps.
Do you know the best way to work with your sales reps? We know how valuable they are to many retailers and wholesale vendors, and as the industry changes, how do you support your sales reps? Get ready to uncover the inner workings of sales teams, by learning how to leverage your relationship with your sales reps. In this episode of Inside Gift & Home, I have a great conversation exploring what truly drives sales reps to excel, how they operate most effectively, and what motivates them to achieve their goals. Our special guest, Angela Schmook, Vice President of Marketing & Operations at Road Runners LLC, shares invaluable insights drawn from her extensive experience in the field. From effective communication techniques to leveraging technology for efficiency, this episode is a must-listen for sales professionals, retailers and wholesale vendors alike. If you want to reach out to Angela, you can contact her at angela@roadrunnersllc.com.
If you love this episode, please subscribe to this podcast on Apple or Spotify and give us a 5 star rating!
In this episode of Inside Gift & Home, we delve into the often underestimated but crucial aspect of effective communication – follow-up. Have you ever experienced someone remembering and asking about a significant aspect of your life that you shared with them earlier? That's the power of follow-up, and it's a gesture that conveys care and consideration.
I'm sharing insights into why follow-up is essential in both personal and professional relationships. In the bustling 24/7 world we live in, it's easy for follow-up to slip through the cracks, but it's a priority that shouldn't be overlooked. Follow-up demonstrates your commitment, reliability, and consistency, key elements in building lasting connections. Whether you're a sales rep, vendor, or retailer, follow-up plays a pivotal role after events or shows. I provide practical steps to help you seamlessly integrate follow-up into your routine. If you love this episode, please subscribe to this podcast on Apple or Spotify and give us a 5 star rating!
If 1 + 1 = 2, then what formula would you use to generate sales? There are so many calculations and formulas you can use to calculate increase and decrease of sales, forecasting and commissions, but what about a formula to use to generate sales? Well, in this week's episode of Inside Gift & Home, I am sharing with you my formula to generate sales and more about each of the components included in the formula. The formula is (Customers + Connection) * (Product + Price) = SALES. Take a listen to this episode to make sure you are not missing something when you are selling to your customers. If you love this episode, please subscribe to this podcast on Apple or Spotify and give us a 5 star rating!
It's January show time! Does that make you excited and are you ready to maximize your time and efforts at trade shows? The focus on trade shows tends to be conducting a lot of business and connecting with customers, and that should be the primary focus. In this week's episode of Inside Gift & Home, I want to share 3 important trade show topics that will help your professional career, now and for years to come: networking, organization, and education. So take a listen for some tips on each of these topics and come home from the show gaining new network connections, information to follow up with, and some education to implement. If you love this episode, please subscribe to this podcast on Apple or Spotify and give us a 5 star rating!
In the Gift & Home Industry, how do you get connected, get educated, and find resources specific to the industry? Well, did you know that is the goal for the Gift & Home Trade Association (GHTA). As a member of GHTA, you can network with other industry professionals, participate in educational webinars and gain resources and information to facilitate growth in your profession. In this week's episode of Inside Gift & Home, listen in on my interview with Bob Watson, Chairman of GHTA, as he shares about his journey inside the industry and his work and passion for GHTA. You can learn more about GHTA, their membership and their trade show events by visiting their website www.giftandhome.org. And if you would like to connect with Bob Watson, connect with him on Linked in at www.linkedin.com/in/bobwatson3 and his email is bobw@thelinkcompanies.com. If you love this episode, please subscribe to this podcast on Apple or Spotify and give us a 5 star rating!
One of the oldest and most profitable sales channels in our industry is sales reps. Brands with the most longevity in the industry will tell you that. But as new brands enter the industry and other sales channels emerge, vendors are left asking do I need sales reps? In this week's episode we explore what sales reps bring to the industry, and how they can be the uniting factor between retailers and vendors as well as create strategies that trickle into other sales channels. It is not a matter of if you need sales reps, it is a matter of what type of sales rep do you need and where do you need them. If you love this episode, please subscribe to this podcast on Apple or Spotify and give us a 5 star rating!
Do you have a missing piece of the sales puzzle? If you have one or many sales channels and still missing the right piece of the puzzle, inside sales compliments all your other sales channels. But are you wondering how inside sales fits right in? In this week's episode of Inside Gift & Home, we are talking about how inside sales works with wholesale vendors, sales reps and retailers. After you listen to this episode, sign up for the Inside Sales Advantage waitlist by going to www.brokenvesselsales.com/waitlist. If you love this episode, please subscribe to this podcast on Apple or Spotify and give us a 5 star rating!
Browsing, clicking, and shopping! Most of us do it! Maybe it's on our favorite boutique website or it's ordering groceries because we simply don't have time to grocery shop. So we browse the websites, click the "add to cart" button, and then checkout. So, if we are doing that on the consumer side, retailers should be able to do the same thing when they are placing orders with wholesale vendors. Wholesale websites have become an important sales channel for vendors as they balance meeting the needs of many retailers and equipping the sales reps with a useful sales tool. In this week's episode of Inside Gift & Home, we talk about the transformative impact a wholesale website can have on retailers, sales reps, and vendors.
If you love this episode, please subscribe to this podcast on Apple or Spotify and give us a 5 star rating!
Agree or not agree, but is Faire fair? This seems to be a topic on everyone's mind at all times. Faire! And you love it or you don't. I have seen Faire transform business in good ways and also in not so good ways as well. If you are a vendor and your brand is on Faire, it can be a really good and powerful sales channel. If you are a sales rep and you are competing with Faire for orders, then it can hurt your business. In this week's episode, Faire is one of the five sales channels I recommend that wholesale vendors utilize and how sales reps can think smarter when working alongside Faire instead of trying to compete with it. By sharing how Faire affects all sides of the industry, my hope is that everyone can use Faire to better the industry. If you love this episode, please subscribe to this podcast on Apple or Spotify and give us a 5 star rating!
Do you think life would be easier if you only had 1 or 2 sales channels to manage in your business? Are you saying to yourself, "let's focus on 1 or 2 sales channels, and forget the rest, especially trade shows." If that's the case , then let this week's episode serve as a caution on why NOT to do that. Trade shows have been around for decades and are still one of the best ways customers get to experience new products and brands. Take a listen to learn about the 5 sales channels I recommend and let's take a deeper dive into trade shows as that is one of the sales channels I recommend. If you love this episode, please subscribe to this podcast on Apple or Spotify and give us a 5 star rating!
What happens to you when you are dealing with upset customers? Do your hands sweat? Does your face turn red? Do you lose your confidence and just want to crawl in a hole? Well, I hear you! It is not easy or fun to deal with upset customers, especially when all you want to do is make them happy. In this week's episode I am sharing a story of my most upset customer ever, and you probably won't blame her. Plus, I am sharing 8 steps to dealing with upset customers. If you love this episode, please subscribe to this podcast on Apple or Spotify and give us a 5 star rating!
Gift giving is just around the corner, but I want to give my gift to you a little early. You may be wondering why are you giving me a gift early, when I want you to use these gifts right away to finish out your year strong and be ready to start 2024 with a solid foundation. My gift to you is an app, a book and a practice that has really made a difference in my business. And in this week's episode, I am telling you all about all 3 of these gifts - Canva is the app, Leadership as an Identity is the book by Crawford W. Loritts, JR. and the practice is a break outside at noon everyday. Make sure to take a listen. Love this episode? Then subscribe to this podcast on Apple or Spotify and give us a 5 star rating.
When you hear the word strength or strong, what do you think about first? Does your mind go to a body builder or someone physically strong? I will be honest, my mind goes to that. But there are so many areas where you can be strong that do not have to do with physical strength. In this week's episode I share about a time in my life when I was physically strong but mentally taken out, and what I do know to stay strong in all kinds of areas. Being strong in all kinds of aress will help you overcome challenges we all face on a daily basis. Love this episode? Then subscribe to this podcast on Apple or Spotify and give us a 5 star rating.
Over and over we hear relationships rule. Is that really the case in every situation? Well, I can't guarantee that in every situation, but what I do know is relationship rules more than it doesn't. In this week's episode, I share a story about a phone call I made that changed my philosophy on inside sales and why we put a focus on the relationship. I also breakdown this Indeed article and how it applies to sales in our industry on ways to build relationships. https://www.indeed.com/career-advice/career-development/building-relationships. Love this episode? Then subscribe to this podcast on Apple or Spotify and give us a 5 star rating.
Are you a business owner clenching your fists so tightly to hold onto control and power that you are losing salespeople? Are you ready to do things differently because you can't keep going like this? I hear you and the requests from your salespeople too. So in this week's episode I want to share with you why empowering your sales team is so important and ways you can empower your sales team to achieve the goals you set for them. Empowering your sales team will allow you to loosen your grip and free you time to use your gifts and talents. Love this episode? Then subscribe to this podcast on Apple or Spotify and give us a 5 star rating.
What am I supposed to do next? Where do I start? How do I manage it all? It's not easy to manage customers effectively and efficiently if all you are using is your brain. If you have hundreds or thousands of customers at different places in the sales cycle, then you can feel like chaos is closing in on you. But it doesn't have to be this way. In this week's episode, I share one of my favorite resources that helps me in so many areas of my business... a CRM, more specifically Hubspot. A CRM can help you manage your customer relationships for you so your mind is freed up to manage your personal relationships. If you want to request your free call & sales tracker mentioned in this episode or enroll in Inside Sales Advantage, visit www.brokenvesselsales.com. Love this episode? Then subscribe to this podcast on Apple or Spotify and give us a 5 star rating.
Where was your business 5 years ago at this time? Are you expecting it to be the same as before the pandemic? Well here is part 3 of your 4th Quarter Wake Up Call to expand your business. With so many changes we faced during the pandemic, there is no way we can expect life to go back to the way things used to be. Which means we have to continue to figure out how to expand and grow our businesses to what is happening today. In this week's episode, I share 3 key questions to ask yourself about your business. These questions are: 1.) What is a problem my customers have that I can help solve with my products or services? 2.) How can I improve or expand on my products or services to help my current customers with this problem? 3.) Would my product or service help another segment of customers in addition to my current customers? Answer these 3 questions and if inside sales is a skill set you need to add to your business, learn more about Inside Sales Advantage at www.brokenvesselsales.com/advantage to enroll this month.
Welcome to the 4th quarter and part two of 4th quarter Wake Up Call and turn your slow time into grow time. One way to ensure you are utilizing your slow time is to learn new skills. There is so much changing all around us and we have to keep learning and growing to be able to stay in the game. Doing the same things over and over expecting different results will only result in insanity. When you learn and grow you are investing in yourself and you are your most valuable asset. A skill set you can invest in that will pay off is inside sales, so go to www.brokenvesselsales.com/advantage to enroll during the month of October. Love this episode? Then subscribe to this podcast on Apple or Spotify.
The 4th quarter is just around the corner, and retailers are ramping up their efforts to make the most of this time! But what about vendors and sales reps? Are you hitting snooze because you anticipate a slow time? Well here is your wake-up call to change your mindset from a slow time to a grow time! As retailers ramp up their selling efforts for their consumers, they can use your help! And by helping, you are growing your value as a partner with your retailers. In this week's episode, I share 3 ways you can help your retailers during the 4th quarter, instead of just letting the 4th quarter be a slow time for you. So take a listen, and if these suggestions are helpful, then subscribe to the Inside Gift & Home podcast on Apple or Spotify.
Do you solve problems? Not just think about solving problems, but actually do something about it. Well, in this week's episode, you will hear from Molly Wilson, the owner of Big L Brands which is the parent company to 3 other industry brands. Molly has created brands to solve problems in the industry. Not only does she think about solving problems but she takes action. This episode is filled with lessons, advice and tips to help your business succeed in today's economy. Molly speaks from her experience as a store owner, brand builder, business owner, problem solver, colleague, friend and motivator. Love this episode? Then subscribe to this podcast on Apple or Spotify.
What characteristics do you think great leaders need to possess? This is not an easy question to answer, and it can be a list of things to do and things not to do. In today's world, it seems like those with money, power and fame, get to lead, but that doesn't make those people great leaders. Have you experienced great leaders? Have you experienced poor leadership as well? I think we all have, so what can we learn from both types? In this week's episode I share some characteristics that great leaders possess to help us all be better leaders no matter where we lead or how many people we lead. Love this episode? Then subscribe to this podcast on Apple or Spotify.
Being a great leader is not about your title and position or even how big your paycheck is. Being a great leader is much more about serving, teamwork, cheering others on and experiencing true joy when other people succeed. I have been blessed to experience great leadership in the Gift & Home industry, and on this week's episode you get to hear from Lisa Wohlhart. Lisa is a champion for people, for innovation and our industry, and her career has been built from the ground up. This episode will inspire you to be curious, challenge you to use your voice and to empower people to grow for the good of all of us. Love this episode? Then subscribe to this podcast on Apple or Spotify.
Don't get stuck in the muck! I know it can be really hard to be optimistic when times are tough, but getting stuck in the muck doesn't help you or your customers. So can you control and what can you do, and then what do you let go of. In this week's episode, I share with you how to serve your customers when times are tough. Retailers, sales reps and wholesale vendors can take these ideas to serve their customers during difficult times which can build relationships for better times ahead. Because better times will come, so serve your customers now so they see you as a resource during both good and difficult times. Love this episode? Then subscribe to this podcast on Apple or Spotify.
Creating an advantage in your business requires you to make some decisions, invest in resources and training, and commit to something new. Can it be scary? Yes! Is it worth it? Yes! So are you ready for Inside Sales Advantage? Yes! In this week's episode, I share with you what Inside Sales Advantage is and all that is included in this comprehensive training program. You don't have to do this by yourself or reinvent the wheel. I am here to guide you in your inside sales journey. I am inviting you to enroll in Inside Sales Advantage by August 24th, so you can access the training on August 28th. You can enroll in Inside Sales Advantage at www.brokenvesselsales.com/advantage to access this inside sales training program specifically created for the Gift & Home Industry.
Did you miss a lot of your retailers at the trade shows? Do you have a lot of customers placing smaller orders, and are your sales reps having a hard time getting appointments with customers right now? Have these questions left you thinking, where in the world are your customers? In this week's episode we talk about where your customers are at right now and how you can be there for them. I am personally inviting you to join my FREE masterclass Unlocking Success: 4 Game-Changing Inside Sales Decisions Every Sales Manager Must Make. You can register for the masterclass at www.brokenvesselsales.com/masterclass.If you want to make good business decisions regarding inside sales, this masterclass is essential to unlocking success.
Hiring is not easy, and hiring for a position you don't know much about is even more difficult. What experience and skills should you look for? Inside sales is a position every business needs but who would want to do it. In this week's episode, we are talking about what kind of person you should hire for inside sales and I am sharing an example of why hiring one now is so important for your business. Along with this quick episode, I am personally inviting you to join my FREE masterclass Unlocking Success: 4 Game-Changing Inside Sales Decisions Every Sales Manager Must Make. You can register for the masterclass at www.brokenvesselsales.com/masterclass. If you want to hire and train someone for inside sales, this masterclass is essential to unlocking success.
Does one brick make a solid foundation, does two bricks? Do you agree that 5 bricks would make a foundation more solid that one or two bricks? Then would five sales channels create a strong foundation for your business especially when one or two channels are not performing as expected. And what is the one channel that can support all other channels? In this week's episode we are talking about the five sales channels I recommend vendors have in their business and using inside sales to support all the other channels. And if you want to add inside sales and are looking to hire someone to do it, I am also sharing with you my NEW and free checklist "Who to Hire for Inside Sales." This checklist will be helpful for you when deciding who to hire for inside sales. Get your checklist at www.brokenvesselsales.com/checklist and then subscribe to this podcast on Apple or Spotify.
Are you scratching your head as you think about how one territory in the country can be bringing in tons of sales while another area is not getting any action? Does this frustrate you? My first question to you is are you taking a one size fits all approach to your sales model? Do you think every territory in the country should have the exact same sales model applied to without any modifications? Well that may be part of the problem. In this week's episode we dive into underperforming territories and how one size fits all approach doesn't work right now. I am also sharing with you my NEW and free Inside Sales Hiring Checklist. This checklist will be helpful for you when deciding who to hire for inside sales. Get your checklist at www.brokenvesselsales.com/checklist and then subscribe to this podcast on Apple or Spotify.
Have you ever had a problem that you thought, oh that's not that big of a deal? Until it turns out it is a really big deal. It's kind of like a slow leak that ends up sinking a boat, or a slow leak that floods your basement. It seems like a small problem but can turn really bad, really quick. Open territories with no active sales people is like that slow leak. You may not even realize the damage it can do if left alone. So in this week's episode, I am sharing 3 steps to build momentum again in territories that are open with no sales rep. This is ongoing problem and you need a solution that fills in the holes, no matter where the open territory is. Love this episode? Then subscribe to this podcast on Apple or Spotify.
When things get complicated and you don't know what to do next, what happens to you? Do you stop taking another step? Do you stop trying to achieve your goals? This is very common and it can happen to all of us. So when I saw this happening to a lot of sales professionals I had to do something about it. In this week's episode, I share with you how the Sales Focus Calendar helps my sales team and how it can be used by all businesses in the Gift & Home Industry. You can get your free Sales Focus Calendar at www.brokenvesselsales.com/free-solutions. Don't let another week pass by without a sales focus to keep you motivated to achieving your goals.
When you have a passion for the Gift & Home Industry + a group of inspiring young professionals that = the creation of a problem solving association. That is exactly what the Specialty Wholesale Talent Association (SWTA) is. They are looking at some of the major issues in the Gift & Home industry and doing something about. In this week's episode you will hear from Delaney and Dillon Womack and get all the details about the creation of the SWTA and details of the upcoming meetings in Atlanta on Wednesday, July 12 at 7:30 am in Building 1, Floor 10, Room #1003 and in Las Vegas on Monday, July 31st at 8 am in Building C, Floor 10, Room #1064. You can also contact Delaney and Dillon via email at specialtywholesaletalent@gmail.com and join their Linked In Group by searching SWTA Specialty Wholesale Talent Association. And if you love this show, then subscribe to this podcast on Apple or Spotify.
Do you ever wonder what it takes to get to the next level in your job or your business? Do you see people that inspire you and wonder, how they got there? This week's episode features Tara Dikos who is the Executive Vice President of 5 brands in the Gift & Home Industry, including Transpac. Tara shares how learning and gaining experience in every position, being a good leader, and building strong relationships can prepare you for the next step in your career. Tara is an inspiration because she values people, leads by example, and faces her insecurities with integrity and grace. My hope is you walk away from this episode being motivated to keep learning, value people and don't let fear stop you from your next step. Love this episode? Then subscribe to this podcast on Apple or Spotify.
You work so hard on your business! Every little thing you do adds up to creating a business you and your customers love. So when you work so hard especially at a trade show, why wouldn't you follow up with every lead? Not every customer that attends a trade show is ready to place an order at the show, but at some point they will be to order. The vendors that show the customers value and follow-up will win the order. This week's episode is a good reminder to follow-up with show leads. Customers want the follow-up and vendors need to do it. And if you need help following up with your customers, schedule a call with me by clicking here. Be sure to subscribe to this show on Apple or Spotify.
Being an entrepreneur is a thrilling journey filled with all kinds of highs and lows. When you embark on the journey, you have a dream, and a business plan, but very rarely does it all work out the way you planned or thought. This week's episode features a very candid and encouraging conversation with Monica Freeborn who is a retailer with 2 Midwest brick and mortar locations as well as a thriving website with consumers all over the country purchasing products from her. You will be inspired by Monica as she shares some of her highs and lows, and how she creatively embraces the challenges to help her keep moving forward. This is a must listen to episode! Find Monica at www.amethysthome.com or on Instagram at @amethyst.home. Be sure to subscribe to this show on Apple or Spotify.
Does an inside sales model really work in the Gift & Home industry when a brand has a wholesale website and sales reps covering the entire country? Top vendors in our industry know that it does work and DM Merchandising is no exception. This week's episode features Michael Sheck who is the Head of Sales at DM Merchandising. Michael has several years of experience in and outside the Gift & Home industry that he uses to manage several channels in DM Merchandising's sales model. Each of those channels sells thousands of products to thousands of customers. Michael shares his perspective on inside sales and how all channels work together for the good of the customer. Be sure to subscribe to this show on Apple or Spotify.
Tired of the negativity regarding online platforms like Faire? I hear you! Have you ever thought about how online platforms have created a positive impact for our industry? And how Faire is a positive platform for retailers, vendors, and even sales reps? Well, in this week's episode I share some of the positives things to think about regarding online platforms. Be sure to subscribe to this show on Apple or Spotify.
Gone are the days of phone books and the yellow pages. When you want to find out information about a business, you search the internet and look for their website. So what makes your business website stand out and become a great website? And why is a website necessary for a retailer and a wholesale vendor? In this week's episode I share 3 criteria that make a website great when you work all 3 together. Be sure to subscribe to this show on Apple or Spotify.
Ready for a journaling exercise to really understand how to make the most of social media in your business? Whether you love social media or hate it, understanding what platforms to use, how much time to invest in it, and what you want to share will help guide you in how you use social media in your business. This episode will ask you 3 main questions and supporting questions to get you thinking. One expert resource I mention at the end of the episode for retail social media is Crystal Media. Be sure to subscribe to this show on Apple or Spotify.
Bored? Tired of the same ol' thing? Ready to jump start your enthusiasm? Well, the best way to do that is to learn something new and then put it into action. Learning something new can change your perspective and help you get out of the slump of the same old thing. Whether you want to learn something new for your personal or professional life, you will want to tune into this episode for some encouragement. Be sure to subscribe to this show on Apple or Spotify.
Is the fear of rejection holding you back from asking a question or putting yourself out there in the world to do what you are called to do? Even though rejection can hurt, you can use it to propel you to the next step. But how can you do that? In this week's episode you will learn how even famous and successful people were rejected at one time or another, and how you can deal with rejection and even use rejection to fuel your motivation. This will be an episode you listen to over and over. Be sure to subscribe to this show on Apple or Spotify.
Struggling to get motivated? Defeated by comparison? Wishing you could do better? In this week's episode, I want to share with you a little sales pep talk, and give you some questions to think about. Here are the questions you want to ask yourself:
Are you doing the activities needed to connect with customers and generate sales?
Are you focused on your sales number more than the customers?
Are there improvements you can make to your sales process?
Are you building relationships with your customers?
Are you connecting with all your customers and asking for a sale?
Are you creating solutions for your customers and adding value to them?
Be sure to subscribe to this show on Apple or Spotify.
What should you be selling right now? Should you focus on new, seasonal, or best-selling items? It can feel a little overwhelming and a lot of work to keep coming up with what to sell if you are a retailer, sales rep, and a wholesale vendor. So let's talk about it on this week’s episode, and get your free Sales Focus Calendar mentioned in this episode at www.brokenvesselsales.com. Be sure to subscribe to this show on Apple or Spotify.
Managing hundreds or thousands of customers at one time is bound to get overwhelming and leave you with too much to do and not even time to do it. But when you use a CRM, managing your customers' relationships is a lot easier. But where do you start and what do you look for in a CRM? In this week's episode, I am sharing 5 things you should look for when considering a CRM including the key features you need for your business, integration with your current systems, complexity, team based focus, and the price. Get ready to geek out on CRMs with me. Be sure to subscribe to this show on Apple or Spotify.
When you love what you do, it no longer becomes work! That's how I feel about inside sales. You may be thinking, you really love inside sales? Yes, I do, and in this episode I will tell you why I fell in love with inside sales and why I think it can transform businesses. Plus, I share three ways you can use inside sales in your business to be able to connect with more customers, because that is what they want. When you discover your passion, and you know you can help people with it, then that's the best place to be. Be sure to subscribe to this show on Apple or Spotify.
Is your business losing customers like a leaky boat? And customers keep slipping through the cracks, even though you want to take care of every single customer like they were your only customer? I know you do, but it takes time, you probably don't have. It takes extra effort, you may not have the resources for. But what if you did have the time and extra resources, do you know where to start getting your customers back? In this week's episode, you can learn 3 suggestions to help get your customers back. They ordered from you at some point for some reason, so get them back.Be sure to subscribe to this show on Apple or Spotify.
Are you ready to meet someone who is filled with experience, knowledge and value, and pours it out to people around her just so she can watch others grow? This is Valerie Underwood, and she has combined her passion and career in home furnishings to benefit this industry by helping so many people create businesses and lives they love. Valerie invests in people, their stories and their success. In this episode, Valerie shares why she values relationships, the benefits of networking and why she loves helping others. Be sure to subscribe to this show on Apple or Spotify.
Are you aware you are making an impact on people every single day? But is your impact positive or negative? Have you thought about the work you do and how it impacts the people you serve, your co-workers and everyone around you? A lot of us try to do good deeds and spread kindness, but we are also making an impact when we don't even know it. In this week's episode, I share the impact two sales reps made on me when I was a buyer. Be sure to subscribe to this show on Apple or Spotify.
What is it like to go from being a successful retailer to a top-notch sales rep? Well, Ruth Grigson has some answers for you! Ruth owned a retail business for 12 years. In Ruth's final year of business she achieved her goal of hitting million dollars in retail sales. Then she sold her business and became a sales rep, where again she has achieved great success because she values her customers, she is relatable to her customers and is always willing to help. In this episode, Ruth shares her story, her love for her retail and her customers, and what qualities are essential as a great sales rep. Two books Ruth shares about in this podcast are Atomic Habits by James Clear and Shoe Dog by Phil Knight. Be sure to subscribe to this show on Apple or Spotify.
Can you do it all? Really, can you do it all, all by yourself? I know I can't, so outsourcing is an important part of my business, and this is how many hands make light work. So, what are the tasks and projects on your to do list that never seem to get done. Why not outsource them to qualified professionals? In this episode, I share the types of projects you can outsource and what kinds of factors do you consider when considering outsourcing? One of the resources I mention in this episode is www.authenticpx.com. John Heywood is the first person that penned the phrase "many hands make light work." Be sure to subscribe to this Inside Gift & Home on Apple or Spotify.
Are you tired of time slipping through your fingers and not getting tasks done? Are you frustrated because you get distracted by your email inbox, and before you know it, your work day is over and you have not completed your to-do list? So where do you begin? It's all about time management! In this episode, I share how I use time block scheduling to complete my to-do list and take away the overwhelm in my week because I know every task on my list has a time block assigned to it. This gives me more freedom in my mind and in my week. Be sure to subscribe to this show on Apple or Spotify.
MaryLiz Curtin is passionate about independent retail. Her knowledge of all aspects of the gift, craft and home industries gives her a unique point of view, encompassing the needs of retailers, vendors and sales representatives. She is also a heck of a retail shopper and loves to crawl malls, discover downtowns and walk through the Web to find ideas and inspirations for her presentations. In this episode, MaryLiz shares her wisdom for vendors, sales representatives and retailers to have a successful business today and where her passion for the Gift & Home industry comes from. You don't want to miss this episode! Be sure to subscribe to this show on Apple or Spotify.
Do you take the time to research your customers before you contact them? Or does the thought of research make you roll your eyes because it takes you back to your days of writing research papers? Researching your customers is a topic that gets a lot of attention because it is really helpful in sales especially these days, but there is not much explanation to what research actually looks like in everyday life. So in this episode, I break down the questions of who, what, where, when, why and how of researching your customers, so you know how easy and attainable it really is. Be sure to subscribe to this show on Apple or Spotify.
Would you grow your business if you engaged more with a lower number of people or engaged less with a higher number of people? This is an interesting question, but it makes you think. We are in a period of time when we are all trying to be more efficient so we can do more. We move from one thing to the next so quickly, that we miss opportunities to engage with people. Or even worse we purposely don't engage with people because it will take too much time, and we have so much to do. In this week's episode I share a story from the Dallas market about engaging with someone and how it really caused me to think about and implement some changes in my life to engage more with people. Be sure to subscribe to this show on Apple or Spotify.
Does the thought of all the follow-up after each market overwhelm you? Does your heart start to beat a little faster at just the thought of all the catch up work you have to do plus all the leads you have to follow-up from your pile of business cards, photos on your phone, and notes in your notebook? Not to mention you are trying to recall the details of important conversations in your head. So let's take a step back, take a deep breath and in this week's episode I share my 3 step process for following up with leads after market to help take away the overwhelm, get all the information out of our heads and into a system that helps manage it all. Be sure to subscribe to this show on Apple or Spotify.
Have you met someone and immediately thought, this is one of my people? This person gets me, I get them and you can talk for hours about business, life, and everything. Shannon Wright is one of those people for me. We hit it off in the first phone call almost 15 years ago, and have gone through a lot in the Gift & Home Industry together. Shannon is passionate about helping retailers, wholesale vendors, and sales reps in this industry and she is an energy giver, take a listen and you will know what I mean. In this episode we talk about industry relationships and how important they are to this industry. Be sure to subscribe to this show on Apple or Spotify.
Have you ever thought about setting goals and tracking your activities that help you generate sales or tracking your customers, so they don't fall through the cracks? This may be one of the last things you want to do during a busy market season, but tracking your sales along with your activities and customers is the only way to know what is working and what is not working. Creating a plan with goals for sales, activities and customers is for retailers, wholesale vendors and sales reps. Doing this now will help you set your year up for success and create an easy way to get back on track if life gets in the way. Plus, the open to buy calculation I reference in this episode for retailers is Open to Buy (OTB) = Your Planned Sales for the month + Your Planned Markdowns + Your Planned End of Month Inventory - Your Beginning of Month Inventory. Be sure to subscribe to this show on Apple or Spotify.
Are you curious about why and how this podcast started? This episode will answer your questions. And to kick off the first episode, I am sharing some ways to help you get motivated to take on a new year, especially when it starts with a chaotic month like January. January holds 3 major trade shows and several regional shows, which means most of the us in this the Gift & Home industry are not home much during this month. So how can you cope in a hectic month and not feel completely zapped by the end of January. Take a listen to find what I learned last January that we can apply this January. Be sure to subscribe to this show on Apple or Spotify to never miss an episode.
If you want to get connected with Dawn Grooters and her team, visit our website.
Welcome to the new podcast Inside the Sale for gift and home. The Gift & Home industry is built on relationships and it is one of the most valued resources by its professionals. After having a great conversation with another industry professional at a trade show, the idea of creating a podcast that benefits you through similar types of conversations was born. Inside the Sale connects you with others on topics relevant to retailers, wholesale companies and sales reps. Join me Dawn Grooters for a weekly episode and get ready to dig deep Inside the Sale.
Subscribe today on Apple podcasts and Spotify to make sure you never miss an episode.
If you want to get connected with Dawn Grooters and her team, visit our website.