Category Archives: Uncategorized

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

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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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Happy New Year!

Wishing you a successful sales year.  Keep an eye on the Sales Training Connection for new ideas that may help you improve your sales performance. To a smashing 2017, Janet and Richard

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Making it all connect: the power of sales enablement

Sales enablement technology helps accelerate the time towards close and gives you the power to leverage faster, better, and stronger sales best practices. 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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Happy Thanksgiving

Wishing everyone a Happy Thanksgiving … and for many a long weekend filled with fun, football, and perhaps some shopping.

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