Category Archives: Sales Call Execution

Listening – the forgotten twin of sales success

Active listening is key to sales call success – best practices to help salespeople do a better job listening. Continue reading

Posted in Sales Best Practices, Sales Call Execution | Tagged , , , ,

1 Comment

Selling at C-level and the too late-too little puzzle

When selling to the c-suite, leave needs discovery home. Time spent vs. the value received does not work out very well for the senior executive. Too much of the time in the meeting is spent on educating the salesperson about a problem the senior executive already understands. Instead – have a business conversation! Continue reading

Posted in Sales Best Practices, Sales Call Execution, Uncategorized | Tagged , ,

1 Comment

Diagnosing a common sales pitfall – ask then pitch

Questions can and should be used through out the sales call to continuously engage the customer in a business conversation adapted to their needs and interests. Continue reading

Posted in Sales Best Practices, Sales Call Execution, Selling Economic Value, Uncategorized | Tagged , ,

2 Comments

Tell a story versus pitch a product

Storytelling allows you to translate your sales message from solely a feature pitch to a positive customer experience with business outcomes. Continue reading

Posted in Sales Best Practices, Sales Call Execution | Tagged , ,

1 Comment

The best elevator speech is not a speech

Elevator speeches and speeches are not the same! The best elevator speeches are not speeches at all. They are short statements that enable you to engage the customer in a conversation. Continue reading

Posted in Sales Call Execution, Sales Strategy, Uncategorized | Tagged

1 Comment

Sales and the art of chitchat

In sales situations – from initial sales calls; to social interactions with new customers, existing customers, or prospects; to networking – sales reps must succeed at chitchat. But few of us are – here are 5 techniques to help salespeople improve their sales chitchat. Continue reading

Posted in Networking, Sales Best Practices, Sales Call Execution | Tagged , , , ,

1 Comment

Becoming a sales detective

The more problematic unknowns are those lurking underneath the surface. The ones that negatively impact your probability of winning the business yet are never discovered or discovered too late. Let’s call these high impact unknowns Consequence Issues. The major challenge related to Consequence Issues is usually not their resolution; it’s surfacing them in the first place. In that regard as our fabled detective would share “it’s elementary” – just follow the clues. Continue reading

Posted in Sales Best Practices, Sales Call Execution | Tagged , , ,

1 Comment

Sales excellence requires trust – 7 tips to build trust

Sales reps – developing trust has taken on a new urgency due to a shift in customer expectations. Continue reading

Posted in Sales Best Practices, Sales Call Execution, Sales Strategy, Uncategorized | Tagged , , , ,

Leave a comment

Product pitches – nothing dies harder than a bad idea

Product pitches in sales is old news. Rather, have a dialogue about the value of your product versus a monologue about the features – engage in a business conversation versus delivering a product pitch. Continue reading

Posted in Sales Best Practices, Sales Call Execution, Sales Management Coaching | Tagged , , , , , , ,

Leave a comment

Sales reps – don’t forget to follow-up!

Salespeople can create customer value by how they sell, as well as, what they sell. Following up is key. It creates customer value – and sets the stage to increase the likelihood of future sales success. Continue reading

Posted in Sales Best Practices, Sales Call Execution, Sales Strategy | Tagged , ,

Leave a comment