Tag Archives: networking

Sales and the art of chitchat

In sales situations – from initial sales calls; to social interactions with new customers, existing customers, or prospects; to networking – sales reps must succeed at chitchat. But few of us are – here are 5 techniques to help salespeople improve their sales chitchat. Continue reading

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Networking at conferences – tips on who, what and how

Networking isn’t easy but it is a piece of the puzzle for sales success. It is good to remember there is a big between talking to a whole bunch of people and a planned networking experience. 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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Networking – a critical skill for winning deals – An STC Classic

Networking is simply getting the right message, to the right person at the right time. Fundamentally, networking is about knowing who’s who and having relationships characterized by superior access and credibility. This article provides some best practices for successful sales networking.

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Five best practices for networking in b2b sales – A STC Classic

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. This article contains 5 best practices for networking in b2b sales. Continue reading

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Sales tip – working a conference

Sales reps often find themselves at industry conferences or other large meetings where they should be networking. However, in too many cases sales reps fail to optimize the opportunity because they aren’t sure what to do. So, by default, they end up spending time on activities like waiting in line to share a moment with a keynote speaker – which will be forgotten by the speaker and hence a waste of networking time for the sales person. This blog shares 13 ways a sales rep can lever their time at a conference.
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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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Medical device sales – the networking challenge

A key to successful medical device sales, as in most sales situations, is getting the right message, to the right person, at the right time. Successfully networking in medical device sales requires knowing who’s who and having relationships characterized by superior access and credibility. To execute, medical device sales people must be able to answer three questions: Who will be involved? What is the importance of each role? What are the player’s opinion of your company? Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Best Practices, Sales Call Execution, Sales Strategy, Sales Training, Uncategorized | Tagged , , , , , , , , , , , , , , , , ,

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