Category Archives: Sales Best Practices

Navigating the byzantine world of the complex sale

Relying on relationship selling alone for success will not carry the day when you are engaged in a complex sale. You must be business-savvy, possess superior sales skills, know the customer’s business and have the institutional awareness and political acumen to leverage and orchestrate internal company resources. You must be a trusted advisor who can provide insights that make a difference versus a product facilitator who simply has a solution to sell. Continue reading

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Sales alert: millennials are here

Sales training for Millennials, to be successful, must consider their experience and expectations – and they differ from their colleagues. Continue reading

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Diagnosing a common sales pitfall – ask then pitch

Questions can and should be used through out the sales call to continuously engage the customer in a business conversation adapted to their needs and interests. Continue reading

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Don’t lose sales you should win – connect the dots

Often a sale is lost even when the solution is a good fit because the sales person fails to make the connection between the solution and the customer needs. he seller gets Step 1 right – they develop a good understanding of the customer’s needs. They also provide a good description of the solution so Step 2 is okay. But they leave it to customer to connect the dots as to how the solution can effectively address the needs.
The remedy? Sales people must take Step 3 by verifying that the customer perceives the connection between what they need and what is being proposed. It is particularly important in major sales where the need structure is multi-layered and the solution has multiple components.
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Evolution of sales strategy

The need for sales managers to conduct strategy review sessions with their sales reps has moved to center stage. It is not a nice-to-do. Executing a winning sales strategy in major B2B sales is a very skilled undertaking. Most salespeople need help and sales managers need to provide that help. Continue reading

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Sales Enablement – don’t put the cart before the horse!

A starting point for getting sales enablement right is developing an early warning system about what is going on in the buying environment and your sales team is perhaps the best strategic resource for providing that insight. Continue reading

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Trends in the world of sales – podcast

Sales trends – podcast Continue reading

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Tell a story versus pitch a product

Storytelling allows you to translate your sales message from solely a feature pitch to a positive customer experience with business outcomes. Continue reading

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The Etch a Sketch Sales Force

As sales teams reinvent themselves, sales training needs to move to center stage. Continue reading

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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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