Darrell Sterling

A Sales Plan for the New Year

Find low-hanging fruit in current accounts, bring value to customers

April 1, 2022

Great salespeople have analytical minds and can analyze their accounts to determine which have the highest potential for growth.

Tracking in Sales Is Everything for HVAC Distributors

It isn’t a volume game — if you monitor the right things and target customers who get it

Darrell Sterling

September 14, 2021

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It doesn’t matter what you sell — HVAC equipment, parts and supplies, or women’s shoes — tracking is a key component for any successful salesperson.

Personal Interaction with Customers is Still Important for HVAC Distributors

Your Customers Need You To Show Up For Them

Darrell Sterling

May 19, 2021

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Customers want to see that you are grinding away like they are, and they appreciate you going the extra mile to make sure they are being taken care of.

Setting Out For New Sales Frontiers

Be honest with yourself when the growth mentality has faded

Darrell Sterling

January 13, 2021

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How excited are you about the products and the market that you are selling into?

Creating A Successful Sales Team

A few reliable steps can develop great hires and get the most from the team

Darrell Sterling

October 29, 2020

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Let’s look at the key pillars that will help you to develop that competitive, driven, goal-oriented, sales team.

Innovation is The Key to Success in Distribution

Pare down your questions, and give yourself time to think

Darrell Sterling

May 14, 2020

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My sales process is constantly being redefined; it has to, because the world around me is rapidly changing.

Remembering the Little Things Will Improves HVAC Sales

Discipline and Healthy Routines Are the Key to Success

Darrell Sterling

June 17, 2019

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If you show up late and unprepared for an appointment, you will usually lose the sale. The key to bigger sales is to focus on the little things.

Trusted HVAC Customers Are Apt to Sell Your Products to Their Customers

Let Your Customers Do Your Selling

Darrell Sterling

November 19, 2018

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The very best salespeople know the most powerful sales presenters are not themselves but their customers.

A Wholesaler’s View: How Contractors Can Differentiate Themselves from Competitors

Define your winning value proposition

Darrell Sterling

July 10, 2017

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If you want to close the sale, get the job, and have consumers choose your company, you must offer a compelling story or have an undeniable reason why you are the obvious choice.

How to Effectively Manage Salespeople

Your goal is to increase sales, not calls or leads

Darrell Sterling

September 19, 2016

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Your sales team can quickly lose its creativity if you turn them into little robots who only track the numbers these CRM programs are looking for. If your real goal is to increase sales, there are better ways to manage your sales team.