Category Archives: Sales Strategy

Who to sell to is changing – what are you doing about that?

When who is buying changes so does what they buy, how they buy and what they are willing to pay for it. When buyers change how they buy – sellers need to change how they sell. Some will and some won’t – and some will win and some will lose. Continue reading

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50 sales tips curated by Docurated

50 sales tips from sales experts Continue reading

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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

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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

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The #1 sales challenge: developing new business – 6 best practices

Developing new business is one of the areas where top performers clearly differentiate themselves – they know it is hard to do and they learn how to do it. It is also an area where creating best practice profiles based on what your top performers do makes extraordinary sense. Likewise it should be a priority for those determining training and coaching priorities. Continue reading

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Winning more business – the power of thinking ahead and reasoning back

When selling in major accounts salespeople must think and act strategically. Working hard but only planning one call at a time with no strategy to provide guidance is a great way to consistently come in second. Continue reading

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Sales rep’s nightmare – winning the solution and losing the sale

When you are selling a major solution you need to conduct two sales: the first involves persuading the prospect that they cannot afford not to address the issue. The second sale involves persuading them that your solution offers the most effective approach to solving the problem. If you win the “second sale” without addressing the first, the most likely outcome is that you will get selected, but you won’t get bought.” Continue reading

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Do you understand the impact of pricing reductions on profit?

Salespeople but have an accurate assessment of the impact of price concessions on profit. It is important that this knowledge is understood not only by sales management but also by the sales team. Equally important is whether you have unknowingly sanctioned a dramatic decrease in profits by pushing for revenue gains by permitting your sales team to negotiate price reductions? Continue reading

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Beat your competition – focus on the customer

Focus on the customer and manage the competition by showing the customer that you’re the better choice. This blog shares how to do that. Continue reading

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