Tag Archives: sales strategy

It’s bad selling to pursue bad business – An STC Classic

Too many salespeople spend too little time selling and too much time doing stuff that either needs not be done or should be done by others. So let’s not make the problem worse by spending the sales time available pursuing bad business. One-way to avoid this problem is to “up” the importance of getting better at lead qualification. Continue reading

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Internal champions – why champion you?

A lot of the decision-making is going on when you not there. That’s why salespeople need to develop internal champions. This blog shares the 4 characteristics of successful internal champions. Continue reading

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Sales reps – to win a sale, you first have to be considered!

Sales reps cannot win a sale if they don’t understand the buying process, don’t make the initial cut-off and once there – don’t understand the trade-offs customers will make and the rationale for those trade-offs. Continue reading

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Customers no longer only learn about you from your sales reps

Corporate buyers are also increasingly seeking information and insights from online sources. This means that salespeople must handle the sales process differently. 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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Sales – don’t just close a deal win a customer for life

To realize the customer for life concept, salespeople must understand their customers better than the competition and develop more trust and a different type of relationship than they have in years past. In order to get that done they must ensure that every customer interaction brings a small piece of value and strengthens the nature and extent of the relationship.
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Internal champions – remember you are Not there most of the time

Internal champions are a must-have, how one goes about developing one should be a part of the account strategy for every account executive in every major account. In order to make that happen, front-line sales managers need to establish developing and managing internal champions as a sales coaching priority. Developing internal champions is a sales skill like any other sales skill. So coaching is as an important piece of the puzzle for getting it right. Continue reading

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Sales strategy – stop, pause, reassess

Successful salespeople craft a sales strategy and then periodically pause and reassess – modifying as need be. Navigating an account is never a straight line. Continue reading

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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

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