Tag Archives: sales training articles

Our most popular sales blog posts …

Sales training and sales best practices compiled into the Best of the Best – Sales Training Connection newsletter. 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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4 best practices for mentoring new sales reps – An STC Classic

New sales rep mentoring is used by many companies to “jump start” new sales reps. Sometimes there are formal mentoring programs. In others the mentoring effort is less formal. Regardless, this post contains 4 best practices around sales mentoring to increase its success. Continue reading

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Training sales managers to coach – the good, the bad, and the ugly – An STC Classic

Sales coaching is a topic of widespread interest. Second, most people agree that coaching is a must-do for developing a superior sales team. Given the responses we thought it would be a good to shift the focus of the discussion from “how to coach” to “how do you train sales managers to coach”. Continue reading

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3 considerations for creating a sales training curriculum – An STC Classic

At this time of year most sales training managers are into planning for the year ahead. Given priorities being set and budgets being finalized, this is a good time to not only think about what sales training needs to be accomplished but also to review some of the fundamental “how-to’s.” This blog contains 3 considerations for creating a sales training curriculum. Continue reading

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Sales calls – 7 tips for call planning – An STC Classic

Although sales people may not do it as often as they should, most would rally around the notion that call planning is a good idea. In this discussion a distinction is made between call planning and account planning. Exploring account planning is a topic that deserves its own discussion and will be postponed for another day. What this post does cover is the two components of call planning – pre-call planning and post-call planning.

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Our most popular sales blog posts …

Sales Training Connection’s most popular blog posts – Winter 2014. Continue reading

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Opening sales statements: start right – finish first – An STC Classic

Opening sales statements – don’t forget that opening statements are exercises in limits and need to be clear. Continue reading

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Sales coaching and the high potential sales rep – An STC Classic

High potential individuals are people that have special talents, unique capabilities, high motivation, and a sense of commitment that set them apart. But just as their existence is known so is the fact that some of these high potential sales reps go on to be top performers in their respective fields while others fall by the way side with their potential never being realized. It is always bad news when people do not develop to their potential, but it is criminal when the high potential fail to do so. Continue reading

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Our most popular blog posts …

Sales Training Connection – the best sales training blogs posted in the Sales Training Connection during the Winter 2013. Continue reading

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