Tag Archives: sales strategy

Getting MedTech Sales Strategy Right – A FREE Sales Momentum White Paper

FREE Sales Momentum white paper – Getting MedTech Sales Strategy Right – providing best practices to help MedTech salespeople formulate and execute sales strategy. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Strategy, Sales Training | Tagged , , , , , , ,

Leave a comment

Build great partnerships – create a competitive advantage

Whether you’re an entrepreneur or a sales manager in a conglomerate or perhaps a salesperson: Having the best partners is vital to achieving success. But always follow the first rule of coalition building: Partners and allies must be valued, honored, appreciated, applauded, and above all, they must get something in return that warrants their continued engagement in the partnership.
Continue reading

Posted in Internal Champions, Sales Best Practices, Sales Strategy, Sales Training | Tagged , , ,

Leave a comment

Redefine the competitive landscape – win the day

To differentiate in the market place, salespeople must understand the customer’s decision criteria, have a shared meaning of that decision criteria along with a relative priority on the importance scale – and then … how the customer believes you stack up against that criteria. Continue reading

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

2 Comments

Drive sales innovation by bottom up entrepreneurialism

One way to drive sales creativity and innovation is from the top down. An equally viable idea, and one that receives less attention, is driving innovation from the bottom up. Think about it! Every day major corporations have hundreds of salespeople on the street engaging with customers. They are busy understanding the customers business and the challenges they face. What a resource for innovation. The lesson is your sales team cannot only sell value; they can be used to inform you how to create value. Continue reading

Posted in Health Care Sales Training, Medical Sales Training, Sales Best Practices, Sales Strategy, Sales Training, Selling Value, Uncategorized | Tagged , , , ,

Leave a comment

It’s okay for salespeople to say no and to disagree

As a salesperson develops a relationship with the customer and becomes engaged in larger and more complex opportunities, always agreeing and continuously saying yes poses a challenge. It’s difficult to continue to add value simply by agreeing with everything the customer says. It’s okay for salespeople to say no and disagree – otherwise they can’t provide value. Continue reading

Posted in Sales Best Practices, Sales Call Execution, Sales Strategy, Sales Training, Selling Value | Tagged , , , ,

5 Comments

10 tips for B2B salespeople to win the sales call execution challenge

Successful B2B salespeople implement these 10 sales tips when executing their sales strategy – described in this blog post. Continue reading

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

4 Comments

4 sources for identifying leads in complex B2B sales

In many industries, like management consulting, professional services, financial services, and information technology, companies are involved in complex projects that engage large on-site staff over an extended period of time. These companies have extended capabilities to engage in a wide variety of work.

For information technology companies, management consulting firms, and financial services firms, like all other professonal services firms, mining every possible asset for identifying and qualifying leads has significant revenue and profit payoff. Continue reading

Posted in Sales Call Execution, Sales Strategy, Sales Training | Tagged , , , , ,

2 Comments

Avoid silver bullets and 4 other costly major account selling mistakes

Five mistakes that account for the majority of poor decisions. We thought that these five mistakes were equally important for those who are engaged in major account selling. Each mistake is described in this post. Continue reading

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

1 Comment

Sales paradox – sales reps don’t use stuff that works – An STC Classic

This blog explores why sales reps might not adopt a new sales methodology and than examine some ideas that could help improve the adoption numbers. Continue reading

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

1 Comment

Sell as a team – plan as a team

Before sales teams make a call there are three important things to do: Pre-Call Plan, Rehearse, and Determine Who is Doing What. This blog looks more closely at each. Continue reading

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

1 Comment