Tag Archives: business acumen

Becoming a top sales performer – in the end it’s up to you

Today having a superior sales team is more important than ever. Good is no longer good enough. Several factors are driving this need for excellence – two stand out: you cannot win by product alone and customer expectations have changed. Continue reading

Posted in Business Acumen, Sales Best Practices, Sales Management Coaching, Sales Training | Tagged , , , ,

2 Comments

Developing new business – 6 best practices

The skill set that reps felt was most challenging was: Developing New Business. As an aside, it was interesting that Establishing Relationships and Uncovering Needs was the area where the reps reported they were having the most success. Continue reading

Posted in Sales Best Practices, Sales Process, Sales Training, Selling Economic Value, Selling Value, Uncategorized | Tagged , , , , , ,

Leave a comment

Four more tips for selling value – from Inc. Magazine

Several blog posts on selling value. This is one of those topics you can never give too much attention, so here are four specific ideas for selling value> Continue reading

Posted in Business Acumen, Sales Best Practices, Sales Call Execution, Sales Strategy, Sales Training, Sales Training Best Practices, Selling Economic Value | Tagged , , , , , , , ,

Leave a comment

Eight tips for storytelling to improve sales effectiveness

The ability to “sell through storytelling” is a consistent characteristic of top sales performers – particularly in new market categories or high-value purchases where the prospect often simply decides to “do nothing”. Prospects clearly prefer working with educators rather than pitchers and with advisors rather than order takers – and they vote with their wallets. Top sales performers appear to understand this instinctively.”
Continue reading

Posted in Business Acumen, Sales Best Practices, Sales Call Execution, Sales Training | Tagged , , , , ,

4 Comments

Selling value is more important than ever

As we sell in these tough economic times, sales people need to think about how they position themselves with accounts. It’s too easy – and often tempting – to focus on price. Many customers will do just that, leaving sales reps to believe that winning business under these economic conditions requires offering price concessions. While price has moved to a more prominent position in all sales, they still remain central primarily in transactional sales. In major sales, while customers may be more price conscious than in the past, value remains the cornerstone to successful selling.

And, to grow the business in major accounts, sales people need to do more than sell product. They cannot create value for the customer and separate themselves from their competition by talking about features. They must have the ability and confidence to carry out technical and business conversations with the customer about the unique benefits they can provide. After all, customers care most about solutions to problems. In this blog post, we want to explore the notion of value itself. The word “value” is so omnipresent in sales training today that we think sometimes the true importance is lost. So, here are three points we think are critical when talking about value.

As we sell in these tough economic times, sales people need to think about how they position themselves with accounts. It’s too easy – and often tempting – to focus on price. Many customers will do just that, leaving sales reps to believe that winning business under these economic conditions requires offering price concessions. While price has moved to a more prominent position in all sales, they still remain central primarily in transactional sales. In major sales, while customers may be more price conscious than in the past, value remains the cornerstone to successful selling. And, to grow the business in major accounts, sales people need to do more than sell product. They cannot create value for the customer and separate themselves from their competition by talking about features. They must have the ability and confidence to carry out technical and business conversations with the customer about the unique benefits they can provide. After all, customers care most about solutions to problems. In this blog post, we want to explore the notion of value itself. The word “value” is so omnipresent in sales training today that we think sometimes the true importance is lost. So, here are three points we think are critical when talking about value.

Continue reading

Posted in Business Acumen, General Posts, Sales Training, Selling Value | Tagged , , , , , ,

10 Comments

Selling to hospitals – new Medicare reimbursements

Understanding new Medicare reimbursement rules is a key component of developing business acumen when selling to hospitals. Continue reading

Posted in Business Acumen, Health Care Sales Training, Medical Device Sales Training, Medical Sales Training | Tagged , , , , , , , , , , , ,

Leave a comment

Today’s sales conversations present new challenges

As sales conversations move from transactional to consultative the skill set of the sales team must change. This means that the way we train sales reps – and especially new hires -must change, too. Continue reading

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

Leave a comment

The business acumen challenge for new sales reps

Many companies offer training programs for new sales reps that focus on products with some competitive information and sales skills added. Often, they are accompanied by various levels of testing – spanning the rigorous scale from minimal to washing new hires out of the program. Continue reading

Posted in Business Acumen, New Hire Sales Training, Sales Training, Sales Training Best Practices, Uncategorized | Tagged , , , , ,

1 Comment

Medical devices sales – creating value propositions

Read about creating value propositions with medical device sales in this blog post. Continue reading

Posted in General Posts, Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Best Practices, Sales Trainers, Selling Economic Value, Selling Value, Uncategorized | Tagged , , , , , , , , , , , , , , , , , ,

Leave a comment

Selling at the senior level – no longer just nice to do

Seven best practices for selling to the senior level. Continue reading

Posted in Sales Best Practices, Sales Call Execution, Sales Strategy, Sales Training | Tagged , , , , , ,

Leave a comment