Category Archives: Sales Best Practices

7 call planning tips – An STC Classic

Although sales people may not do it as often as they should, most would rally around the notion that call planning is a good idea. In this discussion a distinction is made between call planning and account planning. Exploring account planning is a topic that deserves its own discussion and will be postponed for another day. What this post does cover is the two components of call planning – pre-call planning and post-call planning.

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Sales management – the power of culture

Sales teams would be even more successful if greater emphasis were directed towards putting in place a culture that supports individual excellence. Continue reading

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Sales managers – are you ready for 2015?

The traditional role of the sales rep identifying needs and communicating product features is waning, and the ranks of quota-carrying reps without relevant expertise in an industry, function or offering will disappear.” Companies want sales reps that can function as trusted advisors who can provide fresh insights and new ideas for solving business problems. There is a decreasing need for sales reps that function strictly as product facilitators. This blog talks about how. Continue reading

Posted in New Hire Sales Training, New Product Launch, New Product Launch Training, Sales Best Practices | Tagged , , ,

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Sales management – coaching for the Lombardi trophy

In the big leagues, great sales coaching is more about helping people to learn – then telling them what to do. Continue reading

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4 tips to raise sales networking up a notch in 2015

Networking isn’t easy – not everyone likes those situations. Nonetheless, networking is critical in Sales. Whether formal conferences, informal association meetings, or other networking opportunities, salespeople must network – it’s the ideal way to generate leads. Smart networking makes the time worthwhile. Continue reading

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Sales management – balancing micromanaging and abandoning

Sales managers must find the right balance between micromanaging and abandoning their sales teams. This blog contains 4 best practices. Continue reading

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Consultative selling and selling consultatively – don’t confuse them!

Consulative selling and selling consultative are not the same. In 2015 and beyond your sales team will need to be able to sell consultatively at a very high level of competency in order meet customer expectations and to differentiate you from the other guys who have gotten the message. Continue reading

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How to accelerate your sales by avoiding empty sales touches

Sellers and buyers alike want to accelerate the sales and buying processes. This book – Amp Up Your Sales – will help salespeople achieve success. Continue reading

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It’s bad selling to pursue bad business – An STC Classic

Too many salespeople spend too little time selling and too much time doing stuff that either needs not be done or should be done by others. So let’s not make the problem worse by spending the sales time available pursuing bad business. One-way to avoid this problem is to “up” the importance of getting better at lead qualification. Continue reading

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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

Posted in Business Acumen, Sales Best Practices, Sales Management Coaching, Sales Training | Tagged , , , ,

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