Category Archives: Sales Best Practices

10 questions to help sales managers assess their performance and adapt! – An STC Classic

Sales managers should assess their performance last year and consider what worked, what didn’t and what they will do differently this year. This can be done anytime, but it is especially pertinent at the beginning of a new year. Yet, under the banner of getting off to a quick start, action often takes precedents over a few moments of self-assessment. Continue reading

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Selling mistakes: don’t panic – acknowledge

The bottom line for handling sales mistakes is when something goes wrong – take responsibility for it – and do it quickly. By owning up, you’re telling the customer you “acknowledge” the mistake. You must also simultaneously convey that you are going to do something about making things right. While the customer still faces the problem, they now have an acknowledged partner working with them to solve it. Continue reading

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Sales management: competition- a double-edge sword

4 tips to creating healthy competition inside your sales team Continue reading

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Sales excellence – listening is not a spectator sport

Active listening is critical to sales success. Here are 7 active listening best practices. 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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Beat your competition – focus on the customer

Focus on the customer and manage the competition by showing the customer that you’re the better choice. This blog shares how to do that. Continue reading

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Sales managers – it’s time to assess your performance and adapt!

12 questions sales managers should ask themselves to “tune up” their performance for the new year. Continue reading

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Sales success – just how important is grit?

Grit is perseverance and passion for long-term goals – and may be the missing link for sales success. Continue reading

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Sales management – the power of culture

Sales teams would be even more successful if greater emphasis were directed towards putting in place a culture that supports individual excellence. Continue reading

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Sales managers – are you ready for 2015?

The traditional role of the sales rep identifying needs and communicating product features is waning, and the ranks of quota-carrying reps without relevant expertise in an industry, function or offering will disappear.” Companies want sales reps that can function as trusted advisors who can provide fresh insights and new ideas for solving business problems. There is a decreasing need for sales reps that function strictly as product facilitators. This blog talks about how. Continue reading

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