Category Archives: Sales Best Practices

Sales excellence and the comfort zone freeze

Buyers are changing the expectations they have about the people on the other side of the table today. They want sales reps who are trusted advisors not product facilitators. The sales rep or company that adopts the “let’s just stay the course” approach is likely to continuously erode their competitive advantage. “Tried and true” and cautious attitudes are likely to reemerge as “Sorry and Sad.” Continue reading

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Sales management coaching – the power of the positive

Sales managers focus on positive feedback – sitting down with a salesperson who has closed a winning deal should analyze why they won and then leverage the win. Continue reading

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Beating the competition in an undifferentiated market

To beat your competitors in an undifferentiated market you must distinguish yourself by how you sell, not just by want you sell. You have to be the competitive advantage.
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Sales Coaching: Lessons from the Mets’ Psychologist

Sales coaching lessons from the NY Mets – starting with slow down. Continue reading

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Shape the customer’s decision journey – create a unique competitive advantage

Effectively navigating customer journeys requires the journeys to be treated like products that need to be actively managed, measured, and nurtured. The goal is to help the customer improve the effectiveness and efficiency of how they buy in a way that also improves your competitive position. Continue reading

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Sales and the art of chitchat

In sales situations – from initial sales calls; to social interactions with new customers, existing customers, or prospects; to networking – sales reps must succeed at chitchat. But few of us are – here are 5 techniques to help salespeople improve their sales chitchat. Continue reading

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Getting sales process right

2 pitfalls to avoid when instituting a sales process Continue reading

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Becoming a sales detective

The more problematic unknowns are those lurking underneath the surface. The ones that negatively impact your probability of winning the business yet are never discovered or discovered too late. Let’s call these high impact unknowns Consequence Issues. The major challenge related to Consequence Issues is usually not their resolution; it’s surfacing them in the first place. In that regard as our fabled detective would share “it’s elementary” – just follow the clues. Continue reading

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Sales excellence 2015 requires trust 2.0 – 7 tips to build trust

Sales reps – developing trust has taken on a new urgency due to a shift in customer expectations. Continue reading

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