Category Archives: Sales Best Practices

Sales productivity – the era of the absence of change is over

In times of continuous change it is unlikely that a B2B sales force can continue to prosper by simply doing a better job doing what they are doing. Instead there must be an ongoing effort to examine and analyze and then adjust and adapt every aspect of your sales effort – from the go-to-market strategy to the organization structure to what your sales team is doing and how they are doing it. Continue reading

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Internal champions – remember you are Not there most of the time

Internal champions are a must-have, how one goes about developing one should be a part of the account strategy for every account executive in every major account. In order to make that happen, front-line sales managers need to establish developing and managing internal champions as a sales coaching priority. Developing internal champions is a sales skill like any other sales skill. So coaching is as an important piece of the puzzle for getting it right. Continue reading

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Sales fundamentals – remember fundamental and simple are not synonymous

Sales fundamentals because they are more important than ever; they must be applied in more challenging situations and they are pervasive. You need them on every sales call regardless of where you are in the sales process. Continue reading

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Call planning – keep it simple, yet effective

Salespeople may not do it as often as they should, but most would rally around the notion that call planning is a good idea. But a pre-call plan doesn’t have to be more than one page or take more than 15 minutes. Take a look at this Sales Mastery Minutes video for some pre-call planning tips. Continue reading

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Business development challenge in professional services – role of team selling

Team selling, alone does not guarantee sales success. As a matter of fact, teams are frequently misused and ineffective. On the other hand, some organizations have cracked the code and consistently leverage the power of team selling. Continue reading

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Coaching sales strategy – 4 tips for sales managers

Ask sales managers and salespeople what makes them successful. The answer we hear most often is: The best salespeople sell strategically and the best coaches help them learn how to do it.  Sales managers can’t help salespeople become more talented, … Continue reading

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Achieving sales excellence – a story about sweet spots

Sales conversations – the old discovery conversations are “old news”. Today, salespeople must know the trends and shifting economics of the customer’s industry and have a comprehensive up-to-date picture of the company’s strategic direction and business challenges. This blog highlights three sweet spots for getting it right. Continue reading

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Motivating salespeople – lessons from West Point

Motivating salespeople – there are many lessons to learn from West Point cadets. Continue reading

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Our most popular sales blog posts …

Sales training and sales best practices compiled into the Best of the Best – Sales Training Connection newsletter. Continue reading

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Sales managers – leverage 10 behaviors of successful entrepreneurs

Sales managers – leverage 10 behaviors of successful entrepreneurs that lead to success – as identified by Gallup. Continue reading

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