Category Archives: Sales Best Practices

Networking at conferences – tips on who, what and how

Networking isn’t easy but it is a piece of the puzzle for sales success. It is good to remember there is a big between talking to a whole bunch of people and a planned networking experience. Continue reading

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Getting sales coaching right – don’t do too little, too late

A company cannot sustain a competitive advantage today by product and service alone; a superior sales team is required and the notion that a superior sales team can be maintained year after year without great sales managers doing a great job sales coaching is not a viable proposition. Continue reading

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Sales success trap – confusing busy with productive

Sales reps sometimes confuse being “busy” with being “productive”. They’re not the same – being busy in and of itself doesn’t lead to sales success. Continue reading

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Sales reps – don’t forget to follow-up!

Salespeople can create customer value by how they sell, as well as, what they sell. Following up is key. It creates customer value – and sets the stage to increase the likelihood of future sales success. Continue reading

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Internal champions – why one may not be enough

A lot of selling goes on when you’re not there. So, developing internal champions is crucial for sales success. Sometimes, in major accounts, salespeople need to develop more than one internal champion. But in doing so, remember that internal champions must be both “willing” and “able” to provide you help in securing the business. Continue reading

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Sales call planning – keep it simple, yet effective

Sales call planning is key to sales success – tips on pre-call planning and post-call planning. Continue reading

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Sales success in an age of disruptive change

Whether you are a VP of Sales responsible for providing direction to an entire sales team, a sales manager, or a sales rep trying to figure out their next career move, a future characterized by disruptive change provides both challenges and opportunities. There will be new winners and losers. Being among the former will require more than simply extrapolating from past successes. Continue reading

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An age of disruption – salespeople need to change now and change fast

Buyers are changing how they buy – so salespeople need to change how they sell. As a foundational point, it is important emphasize that it is not just the sales team that needs to adjust and adapt. In B2B markets success is achieved when everyone comes to the party. So if the sales team needs to change so do all the other players such as marketing and technical support. Continue reading

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Sales success – a different take on winners and losers

Sales success requires building confidence – and according to Rosabeth Moss Kanter, resilience is the key. Continue reading

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50 sales tips curated by Docurated

50 sales tips from sales experts Continue reading

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