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Colletti-Fiss, LLC is a consulting firm that helps management make decisions about programs that increase sales results. We focus on three areas of sales effectiveness: sales jobs design, sales performance management, and sales compensation planning.SalesProCentral
Search Results for: consultative selling
Consultative selling and selling consultatively – don’t confuse them!
Consulative selling and selling consultative are not the same. In 2015 and beyond your sales team will need to be able to sell consultatively at a very high level of competency in order meet customer expectations and to differentiate you from the other guys who have gotten the message. Continue reading
Post Consultative Selling
While some of the fundamentals are the same, this blog introduces a new sales model maintains a customer-centric approach – but the assumptions about the expectations of the customer are different. Continue reading
Fine-tune consultative selling by starting with what you know
Consultative selling means doesn’t translate simply into asking customers questions. Today’s customers expect sales reps to know about their industry and their business issues – certainly in broad strokes. This means that developing business acumen is more important today than ever. Continue reading
Selling value – no longer new news!
To excel in major account selling, getting really good at selling value is a must do. But being really good requires more than asking a few questions and uncovering a few problems – you have to be great at doing things the competition hasn’t even thought about doing. Continue reading
Selling value – the bar has been raised
Company knowledge and product expertise have been and are critical components of any sales rep’s success. Today, however, customers expect sales people to know more about each of those plus be knowledgeable about the customer’s industry, their competition, and how they can bring greater value. They expect the sales people to understand how their products can help deliver a better solution.
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Selling to hospital information technology departments
IT is continuing to grow at hospitals. This blog post contains three best practices for selling IT to hospitals. Continue reading
Posted in Health Care Sales Training, Medical Sales Training
Tagged health care sales training, health care sales training blogs, healthcare sales training, medical sales training, medical sales training blogs, sales best practices, sales training, selling IT to hospitals, selling to hospitals
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Pharma – new challenge, new sales strategy, new sales training
Times have changed for pharma sales and pharma sales training. Big pharma is moving from formal sales pitches to consultative selling. This post talks about the issues facing big pharma and how they can successfully transition with different types of sales training efforts. Continue reading
Posted in Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Best Practices, Sales Trainers, Uncategorized
Tagged drug rep sales training, pharma sales, pharma sales training, pharmaceutical sales, pharmaceutical sales training, sales best practices, sales training, sales training articles, sales training blogs
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Sales training and national sales meetings – an odd couple – An STC Classic
Sales training and national sales meetings both are important. But when done together, they are indeed an odd couple that does not get along so well. This blog discusses the reasons why and alternatives. Continue reading
Sales training – let’s look to the future and try something different
Sales training needs to change – sales reps need a new set of skills beyond traditional sales call execution, sales strategy, and sales negotiation training. This blog introduces 6 skill sets salespeople will need to develop to achieve future sales success. Continue reading
Medical device sales success – an urgent need to do something different – An STC Classic
The medical device market space is going through radical change. Given these shifts, there are a number of tactical changes that can and should be considered, but what about a fundamental strategy shift? Are there ideas that are not just about doing a better job doing what you are doing, but are about doing something differently? One strategy with a great track record for the latter is the implementation of a Key Account Manager (KAM) program.
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Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Training, Uncategorized
Tagged health care sales training articles, medical device sales training, medical device sales training articles, medical sales training articles, sales training
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