Tag Archives: sales call execution

Internal champions – why one may not be enough

A lot of selling goes on when you’re not there. So, developing internal champions is crucial for sales success. Sometimes, in major accounts, salespeople need to develop more than one internal champion. But in doing so, remember that internal champions must be both “willing” and “able” to provide you help in securing the business. Continue reading

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Salespeople – lesson from entrepreneurs – An STC Classic

Salespeople need to do a better job at managing their pipeline and their time – they must learn to pivot. Continue reading

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Get your elevator speech right – it matters!

Elevator speeches are opportunities to advance the sale. This means that sales reps should plan ahead so they are prepared when opportunities for elevator speeches emerge – leveraging potential opportunities and not letting them pass. Continue reading

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Sales excellence – listening is not a spectator sport

Active listening is critical to sales success. Here are 7 active listening best practices. 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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Ask more questions – meet expectations, win more sales

Becoming skillful at asking questions is more important than ever for achieving sales success and it is not as easy to become skillful. Continue reading

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Business conversations trump product presentations – An STC Classic

Sales conversations are much more engaging than presentations. Information is revealed, but it’s couched in a conversational narrative that conveys a desire for mutual understanding and comprehension. We are invited to hear what is being shared and take it in on a personal level. It feels authentic and real to us. Continue reading

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Achieving sales excellence – a story about sweet spots

Sales conversations – the old discovery conversations are “old news”. Today, salespeople must know the trends and shifting economics of the customer’s industry and have a comprehensive up-to-date picture of the company’s strategic direction and business challenges. This blog highlights three sweet spots for getting it right. Continue reading

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Salespeople must lead through influence – 5 tips

With team selling increasing in complex B2B sales, salespeople are being presented with a new challenge: leading sales teams though influence. Continue reading

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6 tips for delivering bad news to customers

Delivering bad news to customers – not something that makes a salesperson’s day. But it would be unrealistic to think that it is not part of the job. This blog shares 6 tips for handling the bad news delivery challenge. Continue reading

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