Tag Archives: sales strategy

Networking at conferences – tips on who, what and how

Networking isn’t easy but it is a piece of the puzzle for sales success. It is good to remember there is a big between talking to a whole bunch of people and a planned networking experience. Continue reading

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Sales reps – don’t forget to follow-up!

Salespeople can create customer value by how they sell, as well as, what they sell. Following up is key. It creates customer value – and sets the stage to increase the likelihood of future sales success. Continue reading

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Internal champions – why one may not be enough

A lot of selling goes on when you’re not there. So, developing internal champions is crucial for sales success. Sometimes, in major accounts, salespeople need to develop more than one internal champion. But in doing so, remember that internal champions must be both “willing” and “able” to provide you help in securing the business. Continue reading

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Who to sell to is changing – what are you doing about that?

When who is buying changes so does what they buy, how they buy and what they are willing to pay for it. When buyers change how they buy – sellers need to change how they sell. Some will and some won’t – and some will win and some will lose. Continue reading

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50 sales tips curated by Docurated

50 sales tips from sales experts Continue reading

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Salespeople – lesson from entrepreneurs – An STC Classic

Salespeople need to do a better job at managing their pipeline and their time – they must learn to pivot. Continue reading

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Sales reps – how to bring value by saying “no”

Salespeople find saying “no” difficult. But, sometimes “saying no” is exactly what a salesperson should say to a customer. This blog contains 4 tips to help sales reps say “no” to customers skillfully. Continue reading

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Winning more business – the power of thinking ahead and reasoning back

When selling in major accounts salespeople must think and act strategically. Working hard but only planning one call at a time with no strategy to provide guidance is a great way to consistently come in second. Continue reading

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Sales rep’s nightmare – winning the solution and losing the sale

When you are selling a major solution you need to conduct two sales: the first involves persuading the prospect that they cannot afford not to address the issue. The second sale involves persuading them that your solution offers the most effective approach to solving the problem. If you win the “second sale” without addressing the first, the most likely outcome is that you will get selected, but you won’t get bought.” Continue reading

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