What is the sales model for Sam’s Club?
Can you share some of the challenges involved with selling in this way?
How about advantages to this selling model?
Is differentiating from other discount stores a priority?
What were your priorities for your first year with Sam’s Club?
Sam’s Club also built an entirely new sales team. Tell us how.
Whose responsibility is it to ensure renewals keep rolling in?
What’s your take on the whole idea of salespeople as trusted advisors?
Do you have a favorite sales book?
Similar to a walk-up song, do you have a closing song?
“Selling is all about trust. If you go in and you're only about selling something, there's no trust.”