Issue link: https://www.e-digitaleditions.com/i/873536
September/October 2017 3 September/October www.feda.com September/October Features Catching up with AQ 14 Senior Writer Rick Graf tackles some of the most common questions funneled through the pipeline. Analyzing Your Value 22 The key to a successful negotiation is knowing yours, particularly when the conversation turns to price. Boosting Online Sales 34 If you're relying on your "Contact Us" page to improve clicks, it's time to rethink your website content. Driving New Revenue 36 Adding new customers and penetrating existing accounts is a one-two punch for unhealthy margins. Quotables 41 For millennials, growing up in the Information Age is a reality, not a threat. Departments 4 President's Message By Joe Schmitt 6 Industry Insights By Morgan Tucker 8 Association Highlights By Tracy Mulqueen 18 Foster Frable When Odor Becomes a Problem 28 Money Matters By Dr. Albert D. Bates 39 Best Practices By Tom Reilly On The Cover 10 Surfi ng vs. Searching There's a big difference between surfi ng the Web and searching the Web, says sales intelligence expert Sam Richter. The latter can effec- tively help your sales team turn up key information in minutes; the other is prone to yield minimal results or lead to a complete waste of time. It's all about learning a number of Google shortcuts—and doing your homework. Both are necessary in the era of buyer's intelligence. The Future of Sales Success Much has been written about selling in the Information Age. Customers know more—about you, your products and your services—and distributors that fail to adapt must often resort to competing on price. From columnist Morgan Tucker's call for a commitment to endless education to knowing and harnessing your value, training the DSR of the future takes center stage.