Tag Archives: sales strategy

Sales negotiation – 4 table stakes

In today’s B2B buying environment, negotiation is likely to be part of any sales cycle.  It is also true that the buying process is no longer a simple linear step-by-step interaction between the customer and the seller; hence negotiation may … Continue reading

Posted in Sales Negotiation | Tagged , ,

Leave a comment

Do you understand the impact of pricing reductions on profit?

Salespeople but have an accurate assessment of the impact of price concessions on profit. It is important that this knowledge is understood not only by sales management but also by the sales team. Equally important is whether you have unknowingly sanctioned a dramatic decrease in profits by pushing for revenue gains by permitting your sales team to negotiate price reductions? Continue reading

Posted in Marketing-Sales Chasm, Sales Strategy, Selling Value, Uncategorized | Tagged , , ,

Leave a comment

4 tips to raise sales networking up a notch in 2015

Networking isn’t easy – not everyone likes those situations. Nonetheless, networking is critical in Sales. Whether formal conferences, informal association meetings, or other networking opportunities, salespeople must network – it’s the ideal way to generate leads. Smart networking makes the time worthwhile. Continue reading

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

Leave a comment

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

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

5 Comments

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

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

Leave a comment

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

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

Leave a comment

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

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

Leave a comment

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.

Continue reading

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

2 Comments

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.
Continue reading

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

1 Comment