Category Archives: Sales Best Practices

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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Sales managers – a new pathway to leadership

Sales managers must learn to pivot – doing something different rather than just the same thing better. Continue reading

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Sales reps – how to bring value by saying “no”

Salespeople find saying “no” difficult. But, sometimes “saying no” is exactly what a salesperson should say to a customer. This blog contains 4 tips to help sales reps say “no” to customers skillfully. Continue reading

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Managing your time – a key to sales success

Sales reps spend too little time selling and the time they do spend is not well managed. This blog contains 6 tips to help salespeople better manage their time. Continue reading

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Sales management coaching – don’t forget those in their 40s and 50s

Sales coaching is one-size-does-not-fit-all. Experienced salespeople in their 40s and 50s also need and want coaching. How one coaches needs to be fine-tuned to a number of different parameters including age. Most importantly, every salesperson needs sales coaching. Continue reading

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Get your elevator speech right – it matters!

Elevator speeches are opportunities to advance the sale. This means that sales reps should plan ahead so they are prepared when opportunities for elevator speeches emerge – leveraging potential opportunities and not letting them pass. Continue reading

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