Category Archives: Sales Best Practices

Sales leaders – 5 tips for achieving your best from McKinsey & Co

More than ever sales productivity is about creating a superior sales team – moving from good to great starts with excellence at the top. This blog contains 5 tips for helping first line sales managers to succeed. Continue reading

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A sales leadership red flag – sales turnover matters

Sales turnover matters! High sales turnover can have a devastating impact on bottom line revenue generation. The good news is – there are established interventions for addressing the problem. More attention to sales training and development is a great first step. Continue reading

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Sales managers – 6 tips when transitioning to a new sales team

As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. And, perhaps the most critical time for any sales manager is when first taking over a new sales team. Getting the right start means long-term success will likely arrive quicker and easier. This blog contains 6 best practices to help sales managers transition to a new sales team Continue reading

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Team selling – more prevalent, more important and as difficult as ever

Team selling is more than just two people who happen to be in the same room at the same time. This blog presents 8 team selling best practices and a team selling infographic. Continue reading

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Sales coaching above and beyond the sales comfort zone

Few markets where top sales performance can be achieved simply by selling to the same people, in the same way, with the same message as yesteryear. How we help people skillfully move beyond their comfort zone problem is a must-do for sales managers. Continue reading

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Sales calls – 7 tips for call planning – An STC Classic

Although sales people may not do it as often as they should, most would rally around the notion that call planning is a good idea. In this discussion a distinction is made between call planning and account planning. Exploring account planning is a topic that deserves its own discussion and will be postponed for another day. What this post does cover is the two components of call planning – pre-call planning and post-call planning.

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6 traps successful women avoid in b2b sales

Successful female salespeople acknowledge the power of their selling styles and how they differ from their male counterparts. This blog shares 6 traps successful women avoid when selling into B2B accounts. Continue reading

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Build great partnerships – create a competitive advantage

Whether you’re an entrepreneur or a sales manager in a conglomerate or perhaps a salesperson: Having the best partners is vital to achieving success. But always follow the first rule of coalition building: Partners and allies must be valued, honored, appreciated, applauded, and above all, they must get something in return that warrants their continued engagement in the partnership.
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Sales managers and the “mini-me” syndrome

New sales managers face several challenges, including avoiding the trap of coaching their sales teams to sell in their image. Continue reading

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Sales management across generations – similarities not differences

What’s the difference between salespeople who are Baby Boomers, from Gen X, or Gen Y? Research findings should that all generations have similar expectations and needs. Best suggestion – transcend surface level differences and focus on improving performance and motivation by aligning your developmental efforts with the common values of your sales team. Continue reading

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