Tag Archives: sales strategy

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

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 , , , , , , ,

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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.
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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

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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 , , , ,

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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

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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

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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

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