Tag Archives: sales best practices

Shape the customer’s decision journey – create a unique competitive advantage

Effectively navigating customer journeys requires the journeys to be treated like products that need to be actively managed, measured, and nurtured. The goal is to help the customer improve the effectiveness and efficiency of how they buy in a way that also improves your competitive position. Continue reading

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

Leave a comment

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

Posted in Networking, Sales Best Practices, Sales Call Execution | Tagged , , , ,

1 Comment

Getting sales process right

2 pitfalls to avoid when instituting a sales process Continue reading

Posted in Sales Best Practices | Tagged , ,

4 Comments

Becoming a sales detective

The more problematic unknowns are those lurking underneath the surface. The ones that negatively impact your probability of winning the business yet are never discovered or discovered too late. Let’s call these high impact unknowns Consequence Issues. The major challenge related to Consequence Issues is usually not their resolution; it’s surfacing them in the first place. In that regard as our fabled detective would share “it’s elementary” – just follow the clues. Continue reading

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

1 Comment

Product pitches – nothing dies harder than a bad idea

Product pitches in sales is old news. Rather, have a dialogue about the value of your product versus a monologue about the features – engage in a business conversation versus delivering a product pitch. Continue reading

Posted in Sales Best Practices, Sales Call Execution, Sales Management Coaching | Tagged , , , , , , ,

Leave a comment

Sales mastery 2015 – a horse of a different color

According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. If buyers change how they buy – salespeople need to change how they sell. Continue reading

Posted in Sales Best Practices, Sales Management Coaching, Sales Training, Uncategorized | Tagged , , , , , ,

1 Comment

Best Small Business Blogs – 2015

If you missed the Best Small Business Blogs of 2015 (as culled by FitSmallBusiness.com) – take a look. You’ll find the Sales Training Connection … along with our 2015 featured post: Sales Reps – How to Bring Value by Saying “No”. Continue reading

Posted in Sales Best Practices, Selling Economic Value, Selling Value | Tagged , ,

Leave a comment

Sales success trap – confusing busy with productive

Sales reps sometimes confuse being “busy” with being “productive”. They’re not the same – being busy in and of itself doesn’t lead to sales success. Continue reading

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

2 Comments

Sales reps – don’t forget to follow-up!

Salespeople can create customer value by how they sell, as well as, what they sell. Following up is key. It creates customer value – and sets the stage to increase the likelihood of future sales success. Continue reading

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

Leave a comment