Sales Training Connection

article thumbnail

One size does not fit all in major account selling

Sales Training Connection

Join me as Andy Paul and I discuss the fundamentals of major account selling in today’s market. Click here to listen to the blog on Accelerate!

Account 50
article thumbnail

Handling 5 mistakes to get sales back on track

Sales Training Connection

Salespeople dread dealing with mistakes. At best they get you off track … at worst they lose you the sale. Mistakes run the gamut from corporate issues, like defective products or billing issues, to mistakes generated by the salesperson themselves, like sharing faulty information or missing a key player involved in making the buying decision. Some mistakes are just annoying, some are financially costly, and some have even more dire consequences.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Trials and tribulations of new sales managers

Sales Training Connection

Sales Manager. New sales managers often are promoted for their sales success – not sales management expertise. So what happens after the sales manager assumes the role and responsibilities of their new position? Too often “paperwork” like CRM systems, HR concerns, and other administrative requirements take precedence. Additionally many new sales managers are inundated by their sales team with fires to put out.

article thumbnail

Listening – the forgotten twin of sales success

Sales Training Connection

Listening in sales calls. While most salespeople have come to agree that asking questions is a key skill, many still underestimate the contribution of good listening to achieving top 
performance. It is the forgotten twin in the proposition – ask, listen and then talk. For them, the first step is awareness. The second step is actually becoming more skilled.

article thumbnail

Sales performance – average is over

Sales Training Connection

Sales performance. Constant change has always characterized the business world. Looking in the rear view mirror has never been a recommended strategy for determining future direction. However, from time to time the nature of the change takes on a different look. The scale and speed of the changes during these periods can truly be labeled disruptive.

Scale 50
article thumbnail

Sales memo – winning starts with thinking strategically

Sales Training Connection

Crafting sales strategy. In B2B sales, one-size-does-not-fit-all is a cornerstone proposition. There are no generic customers; hence there are no winning generic strategies – each customer is unique and every winning account strategy must take that uniqueness into consideration. When thinking about what it takes to formulate a winning sales strategy , a good starting point is remembering you are dealing with a complex buying environment.

article thumbnail

Selling at C-level and the too late-too little puzzle

Sales Training Connection

Selling to C-Suite Puzzle. In major accounts sales success at the C-level is a “do or die” proposition. What makes it particularly challenging is “one strike and you’re out.” There’s no second chance to get it right. Successfully selling to senior executives is a book with many chapters. However, three footnotes are particularly important: When do you sell to senior executives?