Category Archives: Sales Best Practices

Salespeople must add business collaboration to their skill set

As B2B sales become increasingly complex with more people involved in the sales cycle, salespeople find themselves in team selling situations more often – requiring adding collaboration to their skill sets. Continue reading

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Tips for selling to the c-suite – Video

Salespeople increasingly are calling on the C-Suite – and it’s a different sale. This video presents tips to successfully call on the C-level. Continue reading

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Sales teams – lessons from the US Open doubles partners

The team sale is becoming increasingly important. In some the sales rep must function as an Account Executive who must marshal and manage alliance partners in order to sale and service the account- the latter is a big deal and tough to get right. 8 tips for improving team selling. Continue reading

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Successful sales managers – question success more than failure

Learning how to replicate sales success surely must be as important as learning how to correct sales failure – plus the former may reduce the need for the latter. Continue reading

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Sales – don’t just close a deal win a customer for life

To realize the customer for life concept, salespeople must understand their customers better than the competition and develop more trust and a different type of relationship than they have in years past. In order to get that done they must ensure that every customer interaction brings a small piece of value and strengthens the nature and extent of the relationship.
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Sales productivity – the era of the absence of change is over

In times of continuous change it is unlikely that a B2B sales force can continue to prosper by simply doing a better job doing what they are doing. Instead there must be an ongoing effort to examine and analyze and then adjust and adapt every aspect of your sales effort – from the go-to-market strategy to the organization structure to what your sales team is doing and how they are doing it. Continue reading

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Internal champions – remember you are Not there most of the time

Internal champions are a must-have, how one goes about developing one should be a part of the account strategy for every account executive in every major account. In order to make that happen, front-line sales managers need to establish developing and managing internal champions as a sales coaching priority. Developing internal champions is a sales skill like any other sales skill. So coaching is as an important piece of the puzzle for getting it right. Continue reading

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Sales fundamentals – remember fundamental and simple are not synonymous

Sales fundamentals because they are more important than ever; they must be applied in more challenging situations and they are pervasive. You need them on every sales call regardless of where you are in the sales process. Continue reading

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Call planning – keep it simple, yet effective

Salespeople may not do it as often as they should, but most would rally around the notion that call planning is a good idea. But a pre-call plan doesn’t have to be more than one page or take more than 15 minutes. Take a look at this Sales Mastery Minutes video for some pre-call planning tips. Continue reading

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Business development challenge in professional services – role of team selling

Team selling, alone does not guarantee sales success. As a matter of fact, teams are frequently misused and ineffective. On the other hand, some organizations have cracked the code and consistently leverage the power of team selling. Continue reading

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