Category Archives: Sales Call Execution

Sales call planning – keep it simple, yet effective

Sales call planning is key to sales success – tips on pre-call planning and post-call planning. Continue reading

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

1 Comment

An age of disruption – salespeople need to change now and change fast

Buyers are changing how they buy – so salespeople need to change how they sell. As a foundational point, it is important emphasize that it is not just the sales team that needs to adjust and adapt. In B2B markets success is achieved when everyone comes to the party. So if the sales team needs to change so do all the other players such as marketing and technical support. Continue reading

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

1 Comment

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

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

Leave a comment

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

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

Leave a comment

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

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

Leave a comment

Selling value – no longer new news!

To excel in major account selling, getting really good at selling value is a must do. But being really good requires more than asking a few questions and uncovering a few problems – you have to be great at doing things the competition hasn’t even thought about doing. Continue reading

Posted in Sales Call Execution, Selling Economic Value, Selling Value | Tagged , ,

Leave a comment

Selling mistakes: don’t panic – acknowledge

The bottom line for handling sales mistakes is when something goes wrong – take responsibility for it – and do it quickly. By owning up, you’re telling the customer you “acknowledge” the mistake. You must also simultaneously convey that you are going to do something about making things right. While the customer still faces the problem, they now have an acknowledged partner working with them to solve it. Continue reading

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

2 Comments

Sales excellence – listening is not a spectator sport

Active listening is critical to sales success. Here are 7 active listening best practices. Continue reading

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

Leave a comment

Sales manager trust – everyday, all the time, everywhere

Successful sales managers know that trust underpins their relationship with their sales teams. This blog shares 6 tips to help sales managers develop trust. Continue reading

Posted in Sales Call Execution, Sales Leaders, Sales Management Coaching, Uncategorized | Tagged , , , ,

Leave a comment

Sales success – don’t forget these 6 soft skills

Asking questions. Selling value. Handling objections. Crafting sales strategy. Closing. Analyzing the competition. Check out any sales training program and you’re likely find some of these sales skills being taught. But beyond this, salespeople need to develop these soft skills too: communication, flexibility, positivity, teamwork, time management, and confidence. Continue reading

Posted in Sales Best Practices, Sales Call Execution, Sales Training, Team Selling, Uncategorized | Tagged , , ,

Leave a comment