Tag Archives: sales training blogs

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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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Why sales people talk too much … and what to do about it – An STC Classic

by talking the sales rep isn’t listening. As Peter Bregman shared, listening is a much more productive way to achieve your objective than speaking. He shares his experiences while nursing a sore throat and found he was able to help others and build relationships as effectively as he did when speaking – and with much less collateral damage. Continue reading

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New hire sales reps – some tips for getting out of the gate

Sales tips that make the it easier for new sales reps to more effectively manage their first year. 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

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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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Pre-call planning – propose an advance or lose

Sales calls and pre-call planning – most reps have heard the message. Some are good at it. Others do it but are no better then anyone else. And some don’t believe they need to so they don’t.
One pre-call planning area where you can get a jump on the other person is doing a superior job at planning and rehearsing an advance – an action that moves the sales cycle forward.
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Sales simulations – they’re better than ever!

Sales simulations are more versatile, more effective, and more affordable than ever. So companies are increasingly embracing them. What are some innovative companies doing? Read some examples. Continue reading

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Professional service sales – leveraging the power of the team

Team selling does not guarantee success. As a matter of fact, teams are frequently misused and ineffective. On the other hand, some organizations have cracked the code and consistently leverage the power of team selling.
This can be a particularly important competitive advantage in the professional service sale. For many companies, selling as a sales team simply means two people going on a call. In professional services, there are field-based engineering and technical support staff, or implementation managers that are on site and have unique perspectives about the customer.
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