Category Archives: General Posts

Happy Labor Day!

Happy Labor Day to Sales Training Connection readers. 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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Goldilocks and the sales process

Goldilocks and the Three Bears was penned by British author and poet Robert Southey. When first published in 1837 the lesson of the cautionary tale was one of respecting the property of others and the consequences of “just trying things out” that don’t belong to you.

Today the tale’s moral has been reframed to illustrate the lesson – you have to keep trying until you find what is “just right.” This modern interpretation provides a lesson about the use and misuse of sales process.

Whether talking about porridge temperature, chair size, bed softness, or the amount of structure for a sales process, “just right” seems to be somewhere in the middle.

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Posted in General Posts, Sales Best Practices, Sales Call Execution, Sales Process, Sales Strategy, Sales Training | Tagged , , , , , ,

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Can you achieve differentiation at the C-level?

Can you achieve differentiation at the C-level? The short answer is “yes” – but not by doing the same thing as everyone else. Spending time asking discovery questions provides little to no value to Senior Executives. Rather, successful sales people do their homework first. Substantial time and resources are spent analyzing that information to bring a point of view to the meeting about an unknown problem that matters. Continue reading

Posted in General Posts, Sales Best Practices, Sales Call Execution, Sales Strategy, Selling to the C-Leve | Tagged , , , , , ,

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Seven personality traits of top sales people?

There’s always been a lot of discussion, and differing opinions, about personality traits and sales rep success. Here are 7 traits reported in a USC study. Continue reading

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Engineering-driven companies and their sales challenge

Two lessons can be drawn for engineering driven companies. First, while historically a differentiator, a superior product alone no longer is sufficient, nor is being first to market. Some companies with engineering prowess, have trouble operating in fast-evolving industries with changing target audiences and growing competition. Second, when it’s acknowledged that gaining market share takes more than products alone – then marketing is usually embraced, albeit sometimes begrudgingly. However, marketing troubles aren’t unusual for companies which operate an institutional environment driven by engineers not used to dealing with ambiguity, like fuzzy customer preferences. The additional weak link – building a superior sales force – too often is ignored, and there is a price to pay. However, investing in the marketing message and training the sales force is critical for every company’s success – and even more so for engineering-driven ones, where marketing and sales are “outside their wheelhouse”.

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Posted in Engineering sales training, General Posts, IT sales training, Sales Best Practices, Sales Training Best Practices, Sales Training Design, Talent management | Tagged , , , , , ,

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Who are the new sales reps?

Companies traditionally look to hire sales reps from multiple sources. Some look to college new hires to fill a series of lower level inside sales and sales support positions prior to becoming “full fledged” account execs. Others seek out competitive hires providing them with totally different territories and/or tasks until non-compete agreements have matured. Increasingly, in major accounts selling, companies are looking to consultants who bring problem solving skills to the sales process – believing that it’s easier to provide that audience with sales training.
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Medical devices sales – planning the commitment

Closing the call is all about obtaining a commitment from the customer that moves the sales cycle forward. Top performers plan the commitment they want from the customer – setting it as their call objective. They assess and adjust the level of that commitment as the call unfolds. This post introduces potential commitments for early, middle, and late in the sales cycle.

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Posted in General Posts, Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Best Practices, Sales Call Execution, Sales Strategy, Sales Training, Sales Training Best Practices | Tagged , , , , , , , , ,

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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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Medical devices sales – creating value propositions

Read about creating value propositions with medical device sales in this blog post. Continue reading

Posted in General Posts, Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Best Practices, Sales Trainers, Selling Economic Value, Selling Value, Uncategorized | Tagged , , , , , , , , , , , , , , , , , ,

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