Search Results for: ask, listen, then talk

Sales managers – and the smartest person in the room dilemma – An STC Classic

Although salespeople may not do it as often as they should, most would rally around the notion that call planning is a good idea. In this discussion a distinction is made between call planning and account planning. Exploring account planning is a topic that deserves its own discussion and will be postponed for another day. What this post does cover is the two components of call planning – pre-call planning and post-call planning.

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Sales management coaching – the power of questions

11 questions that could be used when coaching after a sales call Continue reading

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4 tips to raise sales networking up a notch in 2015

Networking isn’t easy – not everyone likes those situations. Nonetheless, networking is critical in Sales. Whether formal conferences, informal association meetings, or other networking opportunities, salespeople must network – it’s the ideal way to generate leads. Smart networking makes the time worthwhile. Continue reading

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Sales training – let’s look to the future and try something different

Sales training needs to change – sales reps need a new set of skills beyond traditional sales call execution, sales strategy, and sales negotiation training. This blog introduces 6 skill sets salespeople will need to develop to achieve future sales success. Continue reading

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New hire sales training – an investment worth making

A short quiz for sales leaders – How much has the buying process changed in your market in the last five years?  Question two – Have you taken a serious look at updating your new hire sales training to keep … Continue reading

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Salespeople must lead through influence – 5 tips

With team selling increasing in complex B2B sales, salespeople are being presented with a new challenge: leading sales teams though influence. Continue reading

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Team selling and the four deadly sins

Team selling can be extremely effective it can also be tough to pull off even with great pre-calling planning. However, this blog shares four traps that occur frequently during a team sales call. Continue reading

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Improve sales training – flip it

Sales training today should only include those things that can uniquely be done in a classroom. Any type of sales skills training has two components – a knowledge transfer component and an application component involving practice and feedback. The knowledge component needs not be done in the classroom. Leaving the classroom time to be devoted to practice and feedback. In practical terms this means most two-day sales skills programs can be reduced to one classroom day. Continue reading

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Sales managers – and the smartest person in the room dilemma

Sales managers are the pivotal job for creating a superior sales team. Yet, sales managers fall into a lot of traps that impede their success. One is believing they are the smartest person in the room. This post discusses this point in depth. Continue reading

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Sales negotiations – 4 strategies for handling conflict

No matter how skillful you are at sales negotiating, conflicts will a rise. Therefore, if you are going to close the sale and build the relationship, you must successfully resolve conflicts. Even if the sale could be closed without resolving the conflicts, best practices suggest this approach often leads to major problems in the future. So, do not leave conflicts bubbling beneath the surface. This blog contains 4 strategies for handling sales negotiations. Continue reading

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