Category Archives: Sales Best Practices

Product pitches – nothing dies harder than a bad idea

Product pitches in sales is old news. Rather, have a dialogue about the value of your product versus a monologue about the features – engage in a business conversation versus delivering a product pitch. Continue reading

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Sales mastery 2015 – a horse of a different color

According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. If buyers change how they buy – salespeople need to change how they sell. Continue reading

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Sales coaching: enough talk – it’s time to get serious

A superior sales team is more important than ever and it is more difficult to achieve. Yet, how does a company effectively, efficiently, and affordably develop and sustain a high performance sales team? Over the years we have written a lot about one obvious initiative that companies must get right as starters – sales coaching. Continue reading

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Best Small Business Blogs – 2015

If you missed the Best Small Business Blogs of 2015 (as culled by FitSmallBusiness.com) – take a look. You’ll find the Sales Training Connection … along with our 2015 featured post: Sales Reps – How to Bring Value by Saying “No”. Continue reading

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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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