Sales Training Connection

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4 sources for identifying leads in complex B2B sales

Sales Training Connection

Often clients have knowledge of only those capabilities that relate to the present scope of work. Nurturing these professional relationships have many benefits from generating leads to introducing you to key decision makers. Final Note. Companies that are engaged in large complex projects have extensive capabilities.

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Pipeline management – not all business is good business

Sales Training Connection

In major B2B sales it is critical early on to distinguish between an account that represents good and bad business. There are two scenarios in major account B2B selling where pursuing bad business is particularly telling. Sales reps are always looking for that next big opportunity and justifiably so. Reasons – time and money.

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

Sales Training Connection

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. Those tips work with all B2B sales. Relate details. Set the stage for the story with details that a physician can relate to. Probe why a physician would make a change.

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Medical device sales – tips to leverage the power of storytelling

Sales Training Connection

It is one thing to list why a customer should do business with you; it is another to be able to relate a past success stories that brings that list to life. Those tips work with all B2B sales. Relate details. Set the stage for the story with details that a physician can relate to.

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Sales training and learning styles – another popular myth

Sales Training Connection

Recently Brainshark conducted an interesting survey with 162 B2B sales training professionals as to the state of sales training. The bad news is we still have a long way to go. Only 32% described their own organization’s training as effective. We wondered what the number might have been if the survey had asked salespeople the same question.

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Understanding the competitive threat – taking a broader view

Sales Training Connection

In major B2B sales, the competition is always lurking about. First, let’s review a major pitfall that should be avoided and then explore three strategic considerations related to understanding the competition. Other related blog posts you might find interesting are: Eight ways for sales reps to differentiate from the competition.

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Consultative selling and selling consultatively – don’t confuse them!

Sales Training Connection

One relates to the just noted language distinction; the other to an important trend in the world of buying. The second point relates to an important trend in the world of B2B buying and it is the strategic reason for making a big to-do about selling consultatively. We would suggest there are at least two. Buying trends.