Tag Archives: sales effectiveness

Sales alert: millennials are here

Sales training for Millennials, to be successful, must consider their experience and expectations – and they differ from their colleagues. Continue reading

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

Leave a comment

Sales success in an age of disruptive change

Whether you are a VP of Sales responsible for providing direction to an entire sales team, a sales manager, or a sales rep trying to figure out their next career move, a future characterized by disruptive change provides both challenges and opportunities. There will be new winners and losers. Being among the former will require more than simply extrapolating from past successes. Continue reading

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

1 Comment

Sales success – reducing risk is as important as selling value

Major account sales occur in a dynamic business environment with multiple players, long buying processes, and complex solutions.  In this market everybody gets it.  You can’t win by just pitching products; you have to sell value. Selling value is about … Continue reading

Posted in Selling Economic Value, Selling Value, Uncategorized | Tagged , , ,

Leave a comment

An age of disruption – salespeople need to change now and change fast

Buyers are changing how they buy – so salespeople need to change how they sell. As a foundational point, it is important emphasize that it is not just the sales team that needs to adjust and adapt. In B2B markets success is achieved when everyone comes to the party. So if the sales team needs to change so do all the other players such as marketing and technical support. Continue reading

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

1 Comment

Sales success – a different take on winners and losers

Sales success requires building confidence – and according to Rosabeth Moss Kanter, resilience is the key. Continue reading

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

3 Comments

50 sales tips curated by Docurated

50 sales tips from sales experts Continue reading

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

Leave a comment

Selling new products – a clarion call for marketing and sales integration

New product launches – for sales success … train your sales force then launch the product rather than launch the product then train your sales force. Continue reading

Posted in New Product Launch, New Product Launch Training | Tagged , ,

Leave a comment

Consultative selling and selling consultatively – don’t confuse them!

Consulative selling and selling consultative are not the same. In 2015 and beyond your sales team will need to be able to sell consultatively at a very high level of competency in order meet customer expectations and to differentiate you from the other guys who have gotten the message. Continue reading

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

1 Comment

How to accelerate your sales by avoiding empty sales touches

Sellers and buyers alike want to accelerate the sales and buying processes. This book – Amp Up Your Sales – will help salespeople achieve success. Continue reading

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

Leave a comment