Category: Strategic Selling

Category Management Foundations First; Collaboration Second

Collaboration is one of the buzzwords of 2014.  If your organization has “collaboration” as one of its key focus areas this year, you should ensure your category management foundations are right first.  In this blog, I’ve put together eight “essentials” required for more strategic category management.  These category management essentials will help create a platform from which collaboration will be much more achievable between retailers and suppliers.
1.  Know the Retailer’s Strategies:
The Retailer Strategy is an umbrella that drives all the different components of …

Category Management Training: Turning Your Presentations from “Drab” to “Fab”

by Sue Nicholls, President, Category Management Knowledge Group

Category Management TrainingThis week’s blog is an extension of some of my other blogs over the past few months that have focused on Fact-Based Selling and Presentation Skills.  At Category Management Knowledge Group, we run many live category management training sessions with clients and students.  We also run optional, added-value live webinars with all of our students that are participating in one of our training programs (including a …

5 Requirements for Compelling, Fact-Based Presentations

“Knowing how to deliver a good presentation is an important skill for everyone, whether they’re still students or the leaders of an organization. The knowledge that an individual possesses doesn’t make a difference if they don’t know how to convey those thoughts concisely.”  (The Globe & Mail (July 2013))

“Every presenter has the potential to be great; every presentation is high stakes; and every audience deserves the absolute best.” (Nancy Duarte, Slideology)

I couldn’t agree more with both of the statements above – developing and delivering compelling presentations are a necessary skill for everyone in business, and represents an opportunity in …

Category Management Presentations: Merging Art & Science

I ran a live webinar last week on fact-based selling, based on our accredited eLearning course (you can view the recorded version of the webinar here).  It prompted me to write this week’s blog (and a few after this!), which is one of the areas where the science and art of category management meet:  the presentation.  The tendency in category management is to spend most of the time completing the analytics (after all, we are unbiased, objective and impartial, right?) and little …

Collaborative Selling Goes Beyond Category Management Foundations

Traditional SalesThis is part 3 in the sales-focused portion of my category management blog – which talks about moving to the top-end tier of selling – or “Collaborative Selling”.  If you haven’t noticed, the traditional approach isn’t working anymore.  The world of business has been evolving and changing over the last 50 years, and continues to change dramatically and rapidly. Competition has increased and become more aggressive. Supplier products are more difficult to sell than in the past. It has become a challenge …

Category Management: 3 Things You Should Know About a Retailer’s Income Statement

Retail MathMath is used at every level of retailing. From the basic functions of counting money and making change, to computing the total amount of a sales transaction involving calculating percentages to determine discounts, sales tax and shipping charges. More complex retail tasks require more advanced retail math skills.  Many retailers have sophisticated computer programs that perform these retail math calculations, but it’s important for category managers to understand and explain these formulas and how they impact the retailer’s income statement. For suppliers, they should understand how a retailer’s …

Strategic Selling Starts With Understanding Data and Analytics

Selling Using Category ManagementThis week, I will give suggestions on ways to help move your sales team from a “Fact-Based Selling Approach”, to a more “Strategic Selling Approach” (last week’s blog talked about moving to a Fact-Based Selling approach through the category management foundations).  Successful sales teams need to move to a more strategic and fact-based approach to their business, both to uncover development opportunities as well as to become more strategic in joint business planning …

Fact-Based Selling: The Starting Point for Joint Business Planning

Posted in category: Strategic Selling

Joint Business PlanningIn last week’s blog, I talked about the need for successful sales teams to move to a more strategic and fact-based approach to their business, both to uncover development opportunities as well as combat potential weaknesses through joint business planning (JBP).  I also provided a link to our downloadable “Collaborative Relationship Continuum” model, which helps sales organizations to define their current situation with key retailers, including the tier at which they are …

Prepare your sales teams for fall joint business planning (JBP)

Posted in category: Strategic Selling

There is an abundance of data and insights that retailers now hold.  Along with this pronounced growth of knowledge the demand is constantly expanding for a successful sales team to be capable of providing insightful and fact-based analysis to their retailers, both to uncover development opportunities as well as combat potential weaknesses through joint business planning (JBP). This approach gives the sales team better strategies to manage their business, creates a more collaborative business relationship with their retail partners, and ultimately results in joint business planning outcomes that are right for the retailer, the shopper, and for the …