Category Archives: Sales Best Practices

Internal champions – why champion you?

A lot of the decision-making is going on when you not there. That’s why salespeople need to develop internal champions. This blog shares the 4 characteristics of successful internal champions. Continue reading

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Sales reps – to win a sale, you first have to be considered!

Sales reps cannot win a sale if they don’t understand the buying process, don’t make the initial cut-off and once there – don’t understand the trade-offs customers will make and the rationale for those trade-offs. Continue reading

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Customers no longer only learn about you from your sales reps

Corporate buyers are also increasingly seeking information and insights from online sources. This means that salespeople must handle the sales process differently. Continue reading

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Win customers for life – Interview with Dr. Richard Ruff

Sales reps – win customers for life! SmartBusinessTalent.com podcast interviewing Dr. Richard Ruff containing tips and best practices. Continue reading

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Sales and storytelling – 16 tips and 3 shout-outs for help

Sales reps that are able to share engaging stories that resonate with customers can make a more compelling connection between their solution and the customer’s needs. This blog contains 16 tips to help sales rep be more effective when storytelling. Continue reading

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Networking – a critical skill for winning deals – An STC Classic

Networking is simply getting the right message, to the right person at the right time. Fundamentally, networking is about knowing who’s who and having relationships characterized by superior access and credibility. This article provides some best practices for successful sales networking.

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Motivating sales reps – the power of autonomy and recognition

For sales reps, selling is an up and down business. When engaged in major sales, the “Motivation Hit” that occurs from closing deals comes a lot less frequently then in transactional sales. So what can you do in the interim to help keep up the motivation level – provide sales reps the autonomy they appreciate and the personalize rewards and recognition for the small successes they achieve every day. Continue reading

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Why do millennials make great salespeople?

Why do mlllennials make great salespeople? The criteria for hiring salespeople have changed dramatically over the past decade. Customers don’t look for salespeople that want to control the conversation anymore; they look for sales reps that are data-driven, solution-oriented, and empathetic. Continue reading

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Create sales success – do what you say you will do

Salespeople can create customer value by how they sell, as well as, what they sell. Keeping promises in an excellent case in point. It creates customer value – and sets the stage to increase the likelihood of future sales success.
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