Identify the opportunity first with everyone

  • by Tom Larsen | Jul 15, 2015 |
  • Marketing, Organization, Planning, Sales |

A good buyer is looking for products she can sell, not use personally. That means products that her Customers will want to buy. It’s about the money after all.


Buyer fatigue – How to avoid it in the initial meeting

  • by Tom Larsen | Jul 08, 2015 |
  • Marketing, Sales |

If I am a buyer, I am exclusively thinking about the connection between your presentation and what the consumer will see in the store when they look at the packaged product.


Founder as Presenter-OK: Founder as Salesperson-RISKY

  • by Tom Larsen | Apr 29, 2015 |
  • Planning, Sales |

By selling you ask questions. You want to learn how to serve this Customer, the retailer (not the consumer) to make money in the space.