Category Archives: Sales Call Execution

How can new sales reps build their credibility?

New salespeople are challenged to build to build credibility – here are two best practices. Continue reading

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The lost art of call planning

Pre-call planning is key to sales success. Underpinning this is planning not only the questions to be asked and thinking about the objections that might be raised. Salespeople also need to think about the advances – what are the possible outcomes of the call if it goes better than planned, okay, and not particularly well – so you have an opportunity to move the sales cycle forward. Continue reading

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Account friend or internal champion – it matters

Internal champions – the right ones are critical to sales success. This blog contains best practices for developing internal champions. Continue reading

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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

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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

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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

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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

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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

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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

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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

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