Category Archives: Sales Best Practices

Sales memo – winning starts with thinking strategically

In B2B sales one-size-does-not-fit-all is a cornerstone proposition. There are no generic customers; hence there are no winning generic strategies – each customer is unique and every winning account strategy must take that uniqueness into consideration.
When thinking about what it takes to formulate a winning sales strategy, a good starting point is remembering you are dealing with a complex buying environment. Many decision-makers and influencers are involved, the needs and issues are multi-layered and often conflicting, and the solution configuration and implementation management is likely to be complex and sophisticated.

What must salespeope do? Know their customer and think innovatively. Continue reading

Posted in Sales Best Practices, Sales Strategy, Uncategorized | Tagged ,

2 Comments

Selling at C-level and the too late-too little puzzle

When selling to the c-suite, leave needs discovery home. Time spent vs. the value received does not work out very well for the senior executive. Too much of the time in the meeting is spent on educating the salesperson about a problem the senior executive already understands. Instead – have a business conversation! Continue reading

Posted in Sales Best Practices, Sales Call Execution, Uncategorized | Tagged , ,

1 Comment

Virtual reality – a new day for medical product launch presentations

Sales presentations – using virtual reality in sales presentations and even sales training – to improve effectiveness. Continue reading

Posted in Sales Best Practices, Sales Presentations, Sales Training Design | Tagged , ,

Leave a comment

Sales productivity – time to push the more button

3 best practices to help companies improve sales productivity. Continue reading

Posted in Sales Best Practices, Sales Leaders, Sales Management Coaching | Tagged , , ,

2 Comments

Sales culture – put the horse before the cart

4 best practices for creating successful sales cultures: risk is rewarded, helping salespeople learn vs. telling them what to do, encouraging team efforts, and document success. Continue reading

Posted in Sales Best Practices, Sales Leaders, Sales Management Coaching | Tagged , ,

2 Comments

Best practices for improving sales process

Improve your sales process. It is whatever your salespeople are doing on a given day to improve their navigation of the customer’s buying process. So it makes good sense to gain control. If not you will end up with everyone doing their own thing and having a fair number of sales reps being less effective than they could be if you pursued a systematic approach to improving the sales process. Continue reading

Posted in Sales Best Practices | Tagged ,

Leave a comment

Building sales management excellence: 12 questions for getting it right

Front-line sales managers are the pivotal job for building an effective sales team. This blog contains 12 questions to help sales managers build sales management excellence. Continue reading

Posted in Sales Best Practices, Sales Leaders, Sales Management Coaching, Uncategorized | Tagged , , , ,

Leave a comment

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

Posted in Sales Best Practices, Sales Strategy | Tagged ,

Leave a comment

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

Posted in Sales Best Practices, Sales Training, Uncategorized | Tagged , ,

Leave a comment

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

Posted in Sales Best Practices, Sales Call Execution, Selling Economic Value, Uncategorized | Tagged , ,

1 Comment