Search Results for: consultative selling

Consultative selling and selling consultatively – don’t confuse them!

Consulative selling and selling consultative are not the same. In 2015 and beyond your sales team will need to be able to sell consultatively at a very high level of competency in order meet customer expectations and to differentiate you from the other guys who have gotten the message. Continue reading

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Post Consultative Selling

While some of the fundamentals are the same, this blog introduces a new sales model maintains a customer-centric approach – but the assumptions about the expectations of the customer are different. Continue reading

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Fine-tune consultative selling by starting with what you know

Consultative selling means doesn’t translate simply into asking customers questions. Today’s customers expect sales reps to know about their industry and their business issues – certainly in broad strokes. This means that developing business acumen is more important today than ever. Continue reading

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Selling value – no longer new news!

To excel in major account selling, getting really good at selling value is a must do. But being really good requires more than asking a few questions and uncovering a few problems – you have to be great at doing things the competition hasn’t even thought about doing. Continue reading

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Selling value – the bar has been raised

Company knowledge and product expertise have been and are critical components of any sales rep’s success. Today, however, customers expect sales people to know more about each of those plus be knowledgeable about the customer’s industry, their competition, and how they can bring greater value. They expect the sales people to understand how their products can help deliver a better solution.
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Posted in Marketing-Sales Alignment, Marketing-Sales Chasm, Sales Best Practices, Selling Economic Value, Selling Value | Tagged , , , , , ,

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Selling to hospital information technology departments

IT is continuing to grow at hospitals. This blog post contains three best practices for selling IT to hospitals. Continue reading

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Pharma – new challenge, new sales strategy, new sales training

Times have changed for pharma sales and pharma sales training. Big pharma is moving from formal sales pitches to consultative selling. This post talks about the issues facing big pharma and how they can successfully transition with different types of sales training efforts. Continue reading

Posted in Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Best Practices, Sales Trainers, Uncategorized | Tagged , , , , , , , ,

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Sales training and national sales meetings – an odd couple – An STC Classic

Sales training and national sales meetings both are important. But when done together, they are indeed an odd couple that does not get along so well. This blog discusses the reasons why and alternatives. Continue reading

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Sales training – let’s look to the future and try something different

Sales training needs to change – sales reps need a new set of skills beyond traditional sales call execution, sales strategy, and sales negotiation training. This blog introduces 6 skill sets salespeople will need to develop to achieve future sales success. Continue reading

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Medical device sales success – an urgent need to do something different – An STC Classic

The medical device market space is going through radical change. Given these shifts, there are a number of tactical changes that can and should be considered, but what about a fundamental strategy shift? Are there ideas that are not just about doing a better job doing what you are doing, but are about doing something differently? One strategy with a great track record for the latter is the implementation of a Key Account Manager (KAM) program.
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Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Training, Uncategorized | Tagged , , , ,

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