Sales Training Connection

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Beating the competition in an undifferentiated market

Sales Training Connection

You are selling in a market where the competition either has products that are just as good as yours or they have products that are perceived by the customers to be “good enough” compared to yours. How do you adapt your selling strategy to these market scenarios? So let’s take the worse possible case. Managing the competition.

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4 sources for identifying leads in complex B2B sales

Sales Training Connection

Beyond marketing, there are four major sources for identifying leads: Customer contacts. For these types of projects, mining every possible asset for identifying and qualifying leads has significant revenue and profit payoff. This is a case where ever stone must be turned over. Industry partners.

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Extraordinary products deserve extraordinary product launches

Sales Training Connection

Companies in the B2B market develop a dazzling array of new products. And some are extraordinary new products that are designed to be significant revenue producers or game changers or in some cases “bet the company” entries into the market. The ideas originate from our launch projects with clients in the B2B marketplace.

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4 megatrends for sales organizations from McKinsey

Sales Training Connection

McKinsey’s Yugo Sarrazin and Lareina Yee shared 4 megatrends sales organizations in the McKinsey on Marketing & Sales newsletter. Megatrends for Sales Organizations – Sarrazin and Yee, McKinsey on Marketing. Some 74% of B2B decision makers, for example, use LinkedIn for business reasons, while 42% use Twitter.

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Personal credibility – a key to sales success

Sales Training Connection

Over the years we’ve surveyed hundreds of potential buyers across industries in the B2B market space. It’s clear that in B2B sales, corporate credibility is important, but so is personal credibility. The medical device market isn’t alone. Personal credibility and sales success.

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Product launches – tales of preventable misfortunes

Sales Training Connection

Every year B2B companies market develop a dazzling array of new products. Others are designed to be significant revenue producers or game changers and a few are “bet the company” entries into the market. In others, the product concept was backed by poorly developed market research. Sales Coaching .

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Lead identification – exploring where success beings

Sales Training Connection

Lead Identification in B2B Sales. In B2B sales the reputation of the company and the work of Marketing can be a big help, but in the end, a substantial part of lead identification rests with the sales team. As to best practices, the specific market and type of sale matter. A final note.