Tag Archives: sales training articles

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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Sales paradox – sales reps don’t use stuff that works – An STC Classic

This blog explores why sales reps might not adopt a new sales methodology and than examine some ideas that could help improve the adoption numbers. Continue reading

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Understanding the impact of pricing on profit – An STC Classic

It’s worthwhile to have an accurate assessment of the impact of price increases and price concessions on profit. For example, have you unknowingly sanctioned the dramatic decrease in profits by driving revenue gains by permitting your sales team to negotiate price reductions? Continue reading

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Medical device sales – tips to leverage the power of storytelling – An STC Classic

Sales and storytelling – a powerful combination! We’ve written extensively about the power of storytelling noting that success comes more quickly to sales reps who are able to share engaging stories that resonate with the listener. It is one thing to list why a customer should do business with you; it is another to be able to relate past success stories that brings that list to life. The latter is memorable and repeatable – the former is just another list of features. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Sales Best Practices, Sales Strategy, Sales Training | Tagged , , , , , , , , , , , , , , ,

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Sales training stickiness – doubling back – An STC Classic

Sales training reinforcement discussion is all about what to do “after” sales training to increase stickiness. But what can be done when it comes to designing sales training to increase the probability of that sales skills will be retained? Continue reading

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