Category Archives: Sales Best Practices

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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Sales success in an age of disruptive change

Whether you are a VP of Sales responsible for providing direction to an entire sales team, a sales manager, or a sales rep trying to figure out their next career move, a future characterized by disruptive change provides both challenges and opportunities. There will be new winners and losers. Being among the former will require more than simply extrapolating from past successes. Continue reading

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An age of disruption – salespeople need to change now and change fast

Buyers are changing how they buy – so salespeople need to change how they sell. As a foundational point, it is important emphasize that it is not just the sales team that needs to adjust and adapt. In B2B markets success is achieved when everyone comes to the party. So if the sales team needs to change so do all the other players such as marketing and technical support. Continue reading

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Sales success – a different take on winners and losers

Sales success requires building confidence – and according to Rosabeth Moss Kanter, resilience is the key. Continue reading

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50 sales tips curated by Docurated

50 sales tips from sales experts Continue reading

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Sales managers and the story of the “super salesperson syndrome”

Sales managers are the pivotal job for developing a superior sales force. Sales managers must provide their sales teams the sales coaching and leadership required for success – and avoid the “super salesperson syndrome” trap. Continue reading

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Sales management coaching – start with receptivity

When it comes to sales coaching – most sales managers don’t do it enough, many times it is water off a duck’s back, and sometimes it makes matters worse. This post describes techniques to provide more effective sales coaching feedback. Continue reading

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Sales managers – are you passing the leadership development test?

In today’s complex B2B sales environment waiting to develop leadership skills until one becomes a sales manager probably is a case of – too little, too late. You should begin in the beginning when you are in a sales rep position – leading sales teams, working with customer buying groups, leveraging training opportunities and seeking out mentors. Continue reading

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Salespeople – lesson from entrepreneurs – An STC Classic

Salespeople need to do a better job at managing their pipeline and their time – they must learn to pivot. Continue reading

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