Tag Archives: sales best practices

New business from existing business is smart business

6 best practices to grow existing business Continue reading

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Listening – the forgotten twin of sales success

Active listening is key to sales call success – best practices to help salespeople do a better job listening. Continue reading

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Making it all connect: the power of sales enablement

Sales enablement technology helps accelerate the time towards close and gives you the power to leverage faster, better, and stronger sales best practices. Continue reading

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Sales productivity – time to push the more button

3 best practices to help companies improve sales productivity. Continue reading

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Sales culture – put the horse before the cart

4 best practices for creating successful sales cultures: risk is rewarded, helping salespeople learn vs. telling them what to do, encouraging team efforts, and document success. Continue reading

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Best practices for improving sales process

Improve your sales process. It is whatever your salespeople are doing on a given day to improve their navigation of the customer’s buying process. So it makes good sense to gain control. If not you will end up with everyone doing their own thing and having a fair number of sales reps being less effective than they could be if you pursued a systematic approach to improving the sales process. Continue reading

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Navigating the byzantine world of the complex sale

Relying on relationship selling alone for success will not carry the day when you are engaged in a complex sale. You must be business-savvy, possess superior sales skills, know the customer’s business and have the institutional awareness and political acumen to leverage and orchestrate internal company resources. You must be a trusted advisor who can provide insights that make a difference versus a product facilitator who simply has a solution to sell. Continue reading

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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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Sales excellence and the comfort zone freeze

Buyers are changing the expectations they have about the people on the other side of the table today. They want sales reps who are trusted advisors not product facilitators. The sales rep or company that adopts the “let’s just stay the course” approach is likely to continuously erode their competitive advantage. “Tried and true” and cautious attitudes are likely to reemerge as “Sorry and Sad.” Continue reading

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Sales Coaching: Lessons from the Mets’ Psychologist

Sales coaching lessons from the NY Mets – starting with slow down. Continue reading

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