Tag Archives: internal champion

Internal champions – remember you are Not there most of the time

Internal champions are a must-have, how one goes about developing one should be a part of the account strategy for every account executive in every major account. In order to make that happen, front-line sales managers need to establish developing and managing internal champions as a sales coaching priority. Developing internal champions is a sales skill like any other sales skill. So coaching is as an important piece of the puzzle for getting it right. Continue reading

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

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Five best practices for networking in b2b sales

Everyone knows it – some because of a leap of faith and some because of experience. A centerpiece for success in major B2B sales is getting the right message, to the right person, at the right time. Easy to say, not so easy to do when selling into a major account where the buying process is complex and ever-changing.

If the right message is to be delivered to the right person at the right time, then sales people have to have superior networking skills. They have to be able to determine who’s who, know how to build and maintain relationships, and recognize that each of the key players has a differing view of what constitutes value.

Managing a superior network in a large B2B account requires time, dedication, and skill. There aren’t many shortcuts – five skills are key.

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Posted in Internal Champions, Sales Best Practices, Sales Call Execution, Sales Strategy, Sales Training, Team Selling | Tagged , , , , , ,

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