Tag Archives: sales skills

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

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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

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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 success – don’t forget these 6 soft skills

Asking questions. Selling value. Handling objections. Crafting sales strategy. Closing. Analyzing the competition. Check out any sales training program and you’re likely find some of these sales skills being taught. But beyond this, salespeople need to develop these soft skills too: communication, flexibility, positivity, teamwork, time management, and confidence. Continue reading

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Salespeople must add business collaboration to their skill set

As B2B sales become increasingly complex with more people involved in the sales cycle, salespeople find themselves in team selling situations more often – requiring adding collaboration to their skill sets. Continue reading

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Sales productivity – the era of the absence of change is over

In times of continuous change it is unlikely that a B2B sales force can continue to prosper by simply doing a better job doing what they are doing. Instead there must be an ongoing effort to examine and analyze and then adjust and adapt every aspect of your sales effort – from the go-to-market strategy to the organization structure to what your sales team is doing and how they are doing it. Continue reading

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Create major sales impact by learning how others do it

Create sales impact by thinking big, being there first, leveraging others, creating continuous value, and seeking out gems to leverage. Continue reading

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Sales simulations and vacuum cleaners – two stories of innovation

When it comes to selecting sales training, the individuals doing the selection often turn to a program they have used in the past. “When I was at Acme we use the XYZ program, I’m familiar with it and suspect it is as good as any.”

But is that the right answer for today? Customers for most large corporations have changed significantly in the last two to three years. What they buy, how they buy, and what they are willing to pay for it have changed. So, is yesterday’s sales training the best bet? Perhaps, but perhaps not. New sales training designs are needed – including sales simulations.
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Improve your selling – apply best practices from gift-wrapping

Customer gift-wrapping expectations remind us that a solution is more than just the product or solution we sell. It includes everything that has a direct impact on the customer’s perception of value. This can range, for example, from the quality of customer service and on-site support to returns policies, and even terms and conditions. Continue reading

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Medical device sales – 8 questioning traps hindering sales success

Medical device sales people are often coached to “talk a little bit less and get better at asking questions.” In most cases this is a solid piece of coaching advice. Most sales people talk too much, listen too little and don’t ask enough questions.

The problem is “doing a better job at asking questions”, is easy to say, but not so easy to do. There are many traps on the road to getting better – this article shares eight of them.
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Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Best Practices, Sales Call Execution, Sales Training | Tagged , , , , , , , , , ,

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