Category Archives: Business Acumen

Becoming a top sales performer – in the end it’s up to you

Today having a superior sales team is more important than ever. Good is no longer good enough. Several factors are driving this need for excellence – two stand out: you cannot win by product alone and customer expectations have changed. Continue reading

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5 tips to start listening before a sales call begins

In successful sales calls, active listening in sales calls starts before the sales call begins. Continue reading

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You can’t sell if you don’t know how they buy

It is one of the most fundamental and important propositions in major account selling – you can’t sell if you don’t know how people buy. new insight about how customers buy. In a recent article the folks at McKinsey asked a fundamental question – Is the buying cycle linear? Their short answer was – no. According to a McKinsey & Co study, the traditional linear sales process – customers take in information; narrow down their choices; kick the tires, and submit the purchase order – is not really how customers buy. Rather, they talk about the Customer Decision Journey that is anything but linear. Continue reading

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Four more tips for selling value – from Inc. Magazine

Several blog posts on selling value. This is one of those topics you can never give too much attention, so here are four specific ideas for selling value> Continue reading

Posted in Business Acumen, Sales Best Practices, Sales Call Execution, Sales Strategy, Sales Training, Sales Training Best Practices, Selling Economic Value | Tagged , , , , , , , ,

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Eight tips for storytelling to improve sales effectiveness

The ability to “sell through storytelling” is a consistent characteristic of top sales performers – particularly in new market categories or high-value purchases where the prospect often simply decides to “do nothing”. Prospects clearly prefer working with educators rather than pitchers and with advisors rather than order takers – and they vote with their wallets. Top sales performers appear to understand this instinctively.”
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Selling value is more important than ever

As we sell in these tough economic times, sales people need to think about how they position themselves with accounts. It’s too easy – and often tempting – to focus on price. Many customers will do just that, leaving sales reps to believe that winning business under these economic conditions requires offering price concessions. While price has moved to a more prominent position in all sales, they still remain central primarily in transactional sales. In major sales, while customers may be more price conscious than in the past, value remains the cornerstone to successful selling.

And, to grow the business in major accounts, sales people need to do more than sell product. They cannot create value for the customer and separate themselves from their competition by talking about features. They must have the ability and confidence to carry out technical and business conversations with the customer about the unique benefits they can provide. After all, customers care most about solutions to problems. In this blog post, we want to explore the notion of value itself. The word “value” is so omnipresent in sales training today that we think sometimes the true importance is lost. So, here are three points we think are critical when talking about value.

As we sell in these tough economic times, sales people need to think about how they position themselves with accounts. It’s too easy – and often tempting – to focus on price. Many customers will do just that, leaving sales reps to believe that winning business under these economic conditions requires offering price concessions. While price has moved to a more prominent position in all sales, they still remain central primarily in transactional sales. In major sales, while customers may be more price conscious than in the past, value remains the cornerstone to successful selling. And, to grow the business in major accounts, sales people need to do more than sell product. They cannot create value for the customer and separate themselves from their competition by talking about features. They must have the ability and confidence to carry out technical and business conversations with the customer about the unique benefits they can provide. After all, customers care most about solutions to problems. In this blog post, we want to explore the notion of value itself. The word “value” is so omnipresent in sales training today that we think sometimes the true importance is lost. So, here are three points we think are critical when talking about value.

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Posted in Business Acumen, General Posts, Sales Training, Selling Value | Tagged , , , , , ,

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Selling to hospitals – new Medicare reimbursements

Understanding new Medicare reimbursement rules is a key component of developing business acumen when selling to hospitals. Continue reading

Posted in Business Acumen, Health Care Sales Training, Medical Device Sales Training, Medical Sales Training | Tagged , , , , , , , , , , , ,

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Developing internal champions in major accounts – part two

A lot of selling goes on when you’re not there, which is why top performers are good at developing internal champions. Internal champions are crucial to winning key business because sales reps need someone to “tell their story” when they are not there – and they are not there most of the time. This post shares techniques to develop internal champions.
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Posted in Business Acumen, Sales Strategy, Sales Training, Sales Training Best Practices, Uncategorized | Tagged , , , , , , ,

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Today’s sales conversations present new challenges

As sales conversations move from transactional to consultative the skill set of the sales team must change. This means that the way we train sales reps – and especially new hires -must change, too. Continue reading

Posted in Business Acumen, New Hire Sales Training, Sales Best Practices, Sales Call Execution, Sales Training, Sales Training Best Practices | Tagged , , , , , , ,

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The business acumen challenge for new sales reps

Many companies offer training programs for new sales reps that focus on products with some competitive information and sales skills added. Often, they are accompanied by various levels of testing – spanning the rigorous scale from minimal to washing new hires out of the program. Continue reading

Posted in Business Acumen, New Hire Sales Training, Sales Training, Sales Training Best Practices, Uncategorized | Tagged , , , , ,

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