Sales Training Connection

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Statements inform – questions persuade – A sales tip

Sales Training Connection

So if you are an engineer and your want another engineer to understand the characteristics of a product, then “informing” is what you want to do. Even today some salespeople spend endless hours memorizing product features and rehearsing their product pitch.

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Extraordinary products deserve extraordinary product launches

Sales Training Connection

Can you fine-tune these narratives based on whether you are talking with a customer who is an engineer versus the CIO? Can you delineate the research that demonstrates your solution does what you say it does? Sales Training. First, the sales training must be customized specifically for the new product.

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Professional service sales – leveraging the power of the team

Sales Training Connection

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. This can be a particularly important competitive advantage in the professional service sale.

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Product innovation – sales needs to join the game

Sales Training Connection

Regarding innovation the authors suggest: “More focused collaboration among multiple functional groups notably marketing and sales , operations, engineering, R&D, and procurement.” McKinsey explored this question and suggested the answer is not just about doing a better job doing what they are doing.

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Team selling … why more can be less – a sales tip

Sales Training Connection

Over 100 years ago while French agricultural engineer Maximillien Ringelmann was experimenting with rope pulling, he discovered what is known today as the Ringlemann Effect : people’s efforts quickly diminish as team sizes increase. We have written several blogs about team sales calls like these.

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Selling value – great is the new black – An STC Classic

Sales Training Connection

And can you fine-tune these narratives based on whether you are talking with a Marketing Manager or Engineer or Chief Information Officer? Can you relate a customer story or describe the research that demonstrates your product does what you say it does? What about customer knowledge ?

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College graduates – should you consider a sales job?

Sales Training Connection

There are no more born sales reps than there are born doctors or engineers. If you are a business major wanting to specialize in Marketing or a mechanical engineer desiring to do engineering design, then a better understanding of what customers want and need is a great first step. . Develops a transferable skill set.

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