Category Archives: Uncategorized

12 tips for storytelling during sales calls

Salespeople who are able to share engaging stories that resonate with the listener make a connection. It’s one thing to list why a customer should do business with you; it’s another to be able to relate a past success story … Continue reading

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Handling 5 mistakes to get sales back on track

Salespeople dread dealing with mistakes. At best they get you off track … at worst they lose you the sale. Mistakes run the gamut from corporate issues, like defective products or billing issues, to mistakes generated by the salesperson themselves, … Continue reading

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Acknowledge selling mistakes … don’t panic!

No one likes to make mistakes. What’s to like? At best, they get you off track … at worst, they lose you the sale. Mistakes run the gamut, from corporate issues, like defective products or billing issues, to mistakes generated … Continue reading

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Great sales coaching starts with receptivity

Sales coaching can make a difference, and it should be a priority. In fact, pros agree that sales coaching is a critical piece of the puzzle in developing a world-class sales team. Yet, when it comes to giving coaching feedback, … Continue reading

Posted in Sales Leaders, Sales Management Coaching, Uncategorized |

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More people in the game equals more sales

Technical and service people can play a key role in identifying sales opportunities in major accounts Continue reading

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How can new sales reps build their credibility?

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

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

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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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Sales performance – average is over

What customers buy, how they buy, and what they are willing to pay for it is changing. This means that how companies train salespeople, how sales managers coach their sales teams, and the role that self-motivation plays in developing salespeople is more important than ever. Continue reading

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Artificial Intelligence – a last best hope for sales management coaching

When sales managers spend more time with their sales teams, good things happen. Yet, sales managers often run out of time to coach their sales team. Sales managers in best-in-class companies actively coach their sales teams – and – they leverage trends, like AI, to ensure that their sales managers have the time to coach. Continue reading

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Sales memo – winning starts with thinking strategically

In B2B sales one-size-does-not-fit-all is a cornerstone proposition. There are no generic customers; hence there are no winning generic strategies – each customer is unique and every winning account strategy must take that uniqueness into consideration.
When thinking about what it takes to formulate a winning sales strategy, a good starting point is remembering you are dealing with a complex buying environment. Many decision-makers and influencers are involved, the needs and issues are multi-layered and often conflicting, and the solution configuration and implementation management is likely to be complex and sophisticated.

What must salespeope do? Know their customer and think innovatively. Continue reading

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