Point of View from a Field Sales Team Member

Point of View from a Field Sales Team Member

by | Aug 12, 2020 | Views

<Blink> and we are on the eve of the sixth month of COVID-19. I know I’m not alone as I continue to process this absolute shift of life – of health and safety, mental well-being, managing family and friendships beyond 6 feet, navigating a pandemic lockdown and...
Death of the Rep Group

Death of the Rep Group

by | Jan 23, 2020 | Views

Is the traditional Rep Group model dead?  I’ll be the first to admit that my Rep Group experience is narrow as the American Rep Group model doesn’t really exist in the UK and Europe. I’ve only worked for one (i.e. Highlands) and my knowledge of other Rep Groups is...
Field Sales for the Future

Field Sales for the Future

by | Mar 10, 2017 | Views

25 years ago Reseller: “Hey Bob, what do you have for me today?” Manufacturer: “A fantastic new product. Check it out!” This process worked great when there were hundreds (if not thousands) of resellers, each possessing strong relationships with local office products...
OPI article – Outsourcing Sales Xtra: The whole package

OPI article – Outsourcing Sales Xtra: The whole package

by | Mar 6, 2017 | Views

Heike Dieckmann from OPI speaks to sales and marketing agency Highlands CEO Bob O’Gara and Gordon Christiansen, Partner of Highlands, about the challenges that exist and how the company is addressing them.  In line with the evolving nature of the business supplies...