Category Archives: Uncategorized

Transitioning to sales manager – a rubicon moment

4 best practices to help new sales managers succeed. Continue reading

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Medical sales training – something different vs. more of the same

The healthcare market is undergoing transformational changes in the way they buy, requiring companies to change the way they sell. This means companies must approach how they train their sales teams differently – across a wide variety of dimensions. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Uncategorized | Tagged , , , , , ,

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Happy July 4th!

Happy 4th of Jully! Continue reading

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Sales alert: millennials are here

Sales training for Millennials, to be successful, must consider their experience and expectations – and they differ from their colleagues. Continue reading

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Sales training: it isn’t about – if it ain’t broke don’t fix it

Sales training will never develop a better track record unless we do a better job determining the strategic reason why we are doing the training in the first place. Continue reading

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Sales training myopia of tech start-ups

Tech start ups must consider sales training when launching their new product. Key to success, beyond early adopters, is not only the product itself – but the skill of the sales team to sell the new product. Continue reading

Posted in Medical Device Sales Training, Medical Sales Training, New Product Launch, New Product Launch Training, Sales Training, Uncategorized | Tagged ,

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How to optimize your sales training investment

Stop organizing sale training around topics, like negotiation, sales strategy, account management and focus on client strategic initiatives – for sales training success. Continue reading

Posted in Sales Training, Sales Training Best Practices, Sales Training Design, Uncategorized | Tagged , ,

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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

Posted in Sales Best Practices, Sales Call Execution, Selling Economic Value, Uncategorized | Tagged , ,

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Don’t lose sales you should win – connect the dots

Often a sale is lost even when the solution is a good fit because the sales person fails to make the connection between the solution and the customer needs. he seller gets Step 1 right – they develop a good understanding of the customer’s needs. They also provide a good description of the solution so Step 2 is okay. But they leave it to customer to connect the dots as to how the solution can effectively address the needs.
The remedy? Sales people must take Step 3 by verifying that the customer perceives the connection between what they need and what is being proposed. It is particularly important in major sales where the need structure is multi-layered and the solution has multiple components.
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Posted in Sales Best Practices, Sales Strategy, Sales Training, Uncategorized | Tagged , ,

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Sales Enablement – don’t put the cart before the horse!

A starting point for getting sales enablement right is developing an early warning system about what is going on in the buying environment and your sales team is perhaps the best strategic resource for providing that insight. Continue reading

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