Category Archives: Sales Best Practices

Consultative selling and selling consultatively – don’t confuse them!

Consulative selling and selling consultative are not the same. In 2015 and beyond your sales team will need to be able to sell consultatively at a very high level of competency in order meet customer expectations and to differentiate you from the other guys who have gotten the message. Continue reading

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How to accelerate your sales by avoiding empty sales touches

Sellers and buyers alike want to accelerate the sales and buying processes. This book – Amp Up Your Sales – will help salespeople achieve success. Continue reading

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It’s bad selling to pursue bad business – An STC Classic

Too many salespeople spend too little time selling and too much time doing stuff that either needs not be done or should be done by others. So let’s not make the problem worse by spending the sales time available pursuing bad business. One-way to avoid this problem is to “up” the importance of getting better at lead qualification. Continue reading

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Becoming a top sales performer – in the end it’s up to you

Today having a superior sales team is more important than ever. Good is no longer good enough. Several factors are driving this need for excellence – two stand out: you cannot win by product alone and customer expectations have changed. Continue reading

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Sales success – don’t forget these 6 soft skills

Asking questions. Selling value. Handling objections. Crafting sales strategy. Closing. Analyzing the competition. Check out any sales training program and you’re likely find some of these sales skills being taught. But beyond this, salespeople need to develop these soft skills too: communication, flexibility, positivity, teamwork, time management, and confidence. Continue reading

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Sales success – failure and success seem to be traveling companions

Sales reps that don’t test the limits, don’t try out new ideas to adapt to changes in the buying environment, that simply limit their aspirations to doing a better job doing what they are doing, are likely to leave “money on the table”. They will over time survive but are unlikely to prosper. Continue reading

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Selling value – great is the new black – An STC Classic

Salespeople must, in a compelling way, make the connection between their solution and the outcomes that are important to the customer. ou can’t win by just pitching products; you have to sell value. To differentiate from competitors, you need to know second-level product knowledge and an in-depth awareness and understanding of the customer’s challenges and issues – the focus of this blog post. 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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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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