By Phil Harwood

We’ve all heard that sales is a numbers game. Do you believe that? I don’t. Success in sales is not about working harder and producing more unqualified proposals, hoping that you’ll get lucky. Not at all. 

Success in sales is about working smarter: producing more qualified proposals and winning more work. Less really is more for the trained sales professional. 

The Snowfighters Institute is holding its Forum for Sales event in just a few weeks. Space is limited but it is not too late to sign up. There are a few limited seats still available as of today. 

This is a two-day deep-dive into how to sell snow contracts like you’ve never done before. Attendees will learn:

• How to target the right segments
• How to identify the right opportunities
• How to work through the gatekeepers
• How to qualify and not waste precious time 
• How to ask the right questions the right way
• How to negotiate a win-win outcome
• How to sell more and work less 

Who should attend the Forum for Sales? Anyone involved in selling snow contracts: business developers, account managers, sales executives, owners, etc. 

In addition to Forum for Sales, Snowfighters Institute is holding its Operations Management event September 11-12, in Leesport, PA, held at Storks Plows, and hosted by Western Plows.

Registration for both events is open at snowfightersinstitute.com. 

If you’re unsure about attending or sending your people, let’s talk. Shoot me an email at phil@growthebench.com. I’ll walk you through what the experience is all about and answer your questions. 

Now go forth.