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Tag Archives: sales strategy
Sales strategy and the NBA playoffs – lessons from the court
Sales strategy and the NBA? Are there lessons to be learned for sales strategy? Well in both cases one is talking about very skilled people, doing a very difficult task, while competing against others who are also skilled. This post shares some lessons. Continue reading
Sales tip – create a personal value proposition
Today it’s becoming increasingly difficult to sustain a competitive advantage by product alone. So creating a personal value proposition is more important than ever. This post contains 7 sales tips for creating a personal value proposition. Continue reading
Pre-call planning – propose an advance or lose
Sales calls and pre-call planning – most reps have heard the message. Some are good at it. Others do it but are no better then anyone else. And some don’t believe they need to so they don’t.
One pre-call planning area where you can get a jump on the other person is doing a superior job at planning and rehearsing an advance – an action that moves the sales cycle forward.
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Developing internal champions – it’s important and it isn’t easy
Selling goes on when you’re not there. That’s why top sales performers leverage internal champions to“tell their story” when they’re not there – because they’re not there most of the time.
Logical? Yes. So why doesn’t everyone leverage internal champions? First, it takes a lot of time to develop internal champions and not every sales rep concludes the investment is warranted. Second, some sales reps have had negative experiences with internal champions because the sales rep fell into the classic trap of spending time with people who are “willing” but are “not able” to tell their story. Continue reading
Has your sales team been trained to be futurists?
What if you trained your sales team to not only uncover and develop existing needs but to also discuss where the customer wants to be in the future, how they want to get there, and how you might help? First of all – that type of sales training is feasible. Second, if you did do it, you might not have to worry about predicting the future because you could invent it. Continue reading
Sales success: getting the comfort–risk mix right
In today’s competitive markets staying in one’s comfort zone may avoid failure – unfortunately it may also prevent success. While it is true that too much of anything is probably not prudent. It is also true that achieving top performance involves some risk taking. So the challenge may be developing the where-with-all to take “smart risks.” Let’s take a look within a sales context at some of the considerations that might go into achieving that goal. Continue reading
Selling mistakes – five corrections for getting back on track
Sales reps dread dealing with mistakes. At best they get you off track …at worse they lose you the sale. Regardless of how clever the sales strategy or how much value the sales rep brings to the customer, all that is easily forgotten when mistakes emerge. Furthermore, if not handled properly it’s not uncommon for sales reps or their company to be “branded” as risky to work with or non-responsive, or unpredictable. There is no way to avoid mistakes completely so learning how to handle them is a worthwhile undertaking. Continue reading
Team selling – adding an 11th law
Team selling is more prevalent and more important then every. While it might have been a luxury to be good at it; today it’s a necessity. Why? Companies are demanding suppliers have a comprehensive understanding of their industry as well as a background of the issues facing the company – from the get go. A sales person, even a good one, cannot have the breath and depth of understanding required – they need help and team selling is one answer. Continue reading
Five best practices for networking in b2b sales – A STC Classic
centerpiece for success in major B2B sales is getting the right message, to the right person, at the right time. Easy to say, not so easy to do when selling into a major account where the buying process is complex and ever-changing. This article contains 5 best practices for networking in b2b sales. Continue reading
Selling – beware of big bright shiny objects
Successful sales reps make a distinction between “bright, shiny objects” that represent good business and those that are bad business. The distinction is important because time is one of the most valuable commodities a sales rep has and investing it in bad business can have significant short and long-term negative consequences. Continue reading
