Category Archives: Internal Champions

Internal champions – why champion you?

A lot of the decision-making is going on when you not there. That’s why salespeople need to develop internal champions. This blog shares the 4 characteristics of successful internal champions. Continue reading

Posted in Internal Champions, Sales Best Practices, Sales Strategy, Sales Training, Uncategorized | Tagged , , ,

Leave a comment

Build great partnerships – create a competitive advantage

Whether you’re an entrepreneur or a sales manager in a conglomerate or perhaps a salesperson: Having the best partners is vital to achieving success. But always follow the first rule of coalition building: Partners and allies must be valued, honored, appreciated, applauded, and above all, they must get something in return that warrants their continued engagement in the partnership.
Continue reading

Posted in Internal Champions, Sales Best Practices, Sales Strategy, Sales Training | Tagged , , ,

Leave a comment

Improve sales training – flip it

Sales training today should only include those things that can uniquely be done in a classroom. Any type of sales skills training has two components – a knowledge transfer component and an application component involving practice and feedback. The knowledge component needs not be done in the classroom. Leaving the classroom time to be devoted to practice and feedback. In practical terms this means most two-day sales skills programs can be reduced to one classroom day. Continue reading

Posted in Internal Champions, Sales Training | Tagged

4 Comments

Sales – the importance of internal champions

Internal champions are critical for sales success. There are 5 types of internal champions – but only one will help leverage sales success. Continue reading

Posted in Internal Champions, Sales Best Practices, Sales Call Execution, Sales Strategy, Sales Training | Tagged , , , , , ,

Leave a comment

Five best practices for networking in b2b sales

Everyone knows it – some because of a leap of faith and some because of experience. A centerpiece for success in major B2B sales is getting the right message, to the right person, at the right time. Easy to say, not so easy to do when selling into a major account where the buying process is complex and ever-changing.

If the right message is to be delivered to the right person at the right time, then sales people have to have superior networking skills. They have to be able to determine who’s who, know how to build and maintain relationships, and recognize that each of the key players has a differing view of what constitutes value.

Managing a superior network in a large B2B account requires time, dedication, and skill. There aren’t many shortcuts – five skills are key.

Continue reading

Posted in Internal Champions, Sales Best Practices, Sales Call Execution, Sales Strategy, Sales Training, Team Selling | Tagged , , , , , ,

Leave a comment