Proof to Product

370 | Building Strong Sales Rep Relationships with Kelly Bristol, Just Got 2 Have It

Nov 19, 2024

Kelly Bristol, Vice President of Business Development at Just Got 2 Have It, brings 25 years of insight from the gift and home industry. She discusses the evolving retail landscape, emphasizing the need for strategic planning and local market knowledge. The conversation dives into the impact of online platforms like Faire, the importance of community over competition, and the shift from proactive to reactive purchasing behaviors. Kelly also outlines how empowering sales reps can drive brand success and enhance sales effectiveness.

45:19

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Episode guests

Kelly Bristol

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Episode notes

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Quick takeaways

Sales representatives leverage their local market knowledge to effectively connect brands with suitable retail partners, enhancing sales potential.

The retail landscape is evolving with platforms like Faire, necessitating brands to adapt their strategies for effective communication and collaboration with sales reps.

Deep dives

The Role of Sales Representatives in the B2B Market

Sales representatives are crucial for brands looking to navigate the complexities of the retail landscape. They act as market experts, leveraging their local knowledge to connect brands with suitable retail partners. With a diverse product lineup to sell, these reps work diligently to identify opportunities that match specific clientele needs, ensuring that what they offer aligns with the store's target demographic. Additionally, maintaining active and open communication between brands and their sales reps is essential to maximize sales potential and efficiency, with reps providing invaluable feedback based on their field experiences.

Intro

3min

Building Community in the Gift Industry

10min

Collaborative Challenges in Sales

7min

Retail Dynamics in the Age of Reactivity

5min

Empowering Sales Reps for Success

19min

Preparing for Successful Sales Engagements

2min

Today on the podcast, I have the pleasure of talking about sales reps with Kelly Bristol from Just Got 2 Have It. I can't believe it's taken me this long to have Kelly on the show because we have known each other for a very long time, and she has a wide range of knowledge that I'm excited for you to hear.

She is the Vice President of Business Development at Just Got 2 Have It, a B2B sales rep agency with 5 divisions serving 36 states. Kelly is an accomplished senior leader with nearly 25 years of experience in the gift and home industry. She has experience working at the National Stationery Show, Dallas Market Center, Brandwise, and Market Time, as well as Purchasing Power Plus, a hospital gift-buying group.

She's a board member for Gift for Life, the gift and home industry's longest-running volunteer-led national charitable organization. She is a founding partner of the new industry movement called Reps Are Local Too.

During this episode, we talk about the ever-evolving retail landscape, the importance of strategic planning, shifts in buying patterns, and the continued need for community over competition within the industry.

We also discuss emerging trends and challenges posed by platforms like Faire, as well as the importance of sales reps' local market knowledge and how that can benefit brands. Also, we talk about how brands can successfully navigate the competitive space and utilize sales reps for more sales.

Today’s episode is sponsored by our Unlock Buyer Secrets Interview series. To make a strong first impression with wholesale buyers, we need to do a few things really well:

We need to make it easy for stores to purchase from us
We need to have clear pricing and terms & conditions
We need to clearly communicate and add value at each touchpoint
We need to focus on building strong relationships with our customers.

And all of this becomes infinitely easier when we actively listen to our customers. This on-demand interview series will give you a competitive edge by providing an exclusive window into what buyers want and need from you. And, the best part, it's only $27 bucks.

Get Access to the Unlock Buyer Secrets Interview Series

You can view full show notes and more at http://prooftoproduct.com/370

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