INDUSTRY INSIGHTS YOUR PEERS ARE READING
Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. And, they are able to translate all that expertise in to powerful customer interactions because they also posses a high level of selling skills. MORE
Selling Skills (528). Blog Closing a Sale Cold-Calling Consultative Selling Networking pricing price sales process selling video video sales tip MORE >> 44 Tweets SALES AND MANAGEMENT BLOG | MONDAY, AUGUST 12, 2013 Do You Have a Killer Communication Strategy? MORE
On May 16th, 2014, 19 members of the Sandvik Coromant sales departments from eight countries and nine different time zones were awarded Consultative Sales Certification™ (CSC) in a virtual graduation ceremony. Graduates have not only demonstrated capability in eight core consultative sales competencies, but have also committed to excellence in each. CSC graduates subscribe to consultative selling and see themselves as advisors, seeking first to understand. MORE
For example, perhaps I sell advertising technology that’s highly complementary to other technologies in the space. Sales therefore cedes some of its selling territory to marketing. Consultative selling is king. MORE
Earlier this week, I published a post over on The Sales Thought Leader’s Blog – “5 Generations of Selling – Are You Still Stuck in the Past?” I call this period “Commodity Selling” I know that many of you are recognising similarities to the way you sell today? Although content selling raised the likelihood of increased sales with some customers, it did not maximize success with all customers. MORE
Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.” A strong desire to do paperwork to keep the office and your boss happy as a way to cover up for not spending more time selling. MORE
Doing this exercise helps salespeople in that it forces them to think about their territory, identify high potential targets, and effectively go after the business. This is really about consultative selling and positioning the product in a way that resonates with the potential customer. MORE
We’re not selling in a vacuum. Practice objection-handling or consultative selling skills. EDGE Selling. Gap Selling. Interactive Selling. Sell Better. Selling. Selling to Executives. Social Selling. Territory Alignment. MORE
What’s different about what a KAE does vs. a traditional territory sales rep? Consultative selling skills. Assist the KAEs to adjust and adapt their existing core selling skills to the new buying environment that is experiencing an ongoing transformation shift. MORE
It’s the price, it’s a bad territory, the product isn’t right, our service is poor, I need more support, our website is no good and I never get any leads. Quite simply great Coaching enables Sales People to sell more. MORE
Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. And, they are able to translate all that expertise in to powerful customer interactions because they also posses a high level of selling skills. MORE
The Sales Hunter
MARCH 7, 2014
Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.” A strong desire to do paperwork to keep the office and your boss happy as a way to cover up for not spending more time selling.
Jeff Davis
OCTOBER 11, 2017
Doing this exercise helps salespeople in that it forces them to think about their territory, identify high potential targets, and effectively go after the business. This is really about consultative selling and positioning the product in a way that resonates with the potential customer.
Sales Training Connection
OCTOBER 16, 2013
Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. And, they are able to translate all that expertise in to powerful customer interactions because they also posses a high level of selling skills.
Sales Training Connection
AUGUST 27, 2014
Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. And, they are able to translate all that expertise in to powerful customer interactions because they also posses a high level of selling skills.
Sales Hacker
OCTOBER 19, 2018
For example, perhaps I sell advertising technology that’s highly complementary to other technologies in the space. Sales therefore cedes some of its selling territory to marketing. Consultative selling is king.
The Pipeline
APRIL 27, 2011
We’re not selling in a vacuum. Practice objection-handling or consultative selling skills. EDGE Selling. Gap Selling. Interactive Selling. Sell Better. Selling. Selling to Executives. Social Selling. Territory Alignment.
Delicious Sales
MAY 2, 2012
Selling Skills (528). Blog Closing a Sale Cold-Calling Consultative Selling Networking pricing price sales process selling video video sales tip MORE >> 44 Tweets SALES AND MANAGEMENT BLOG | MONDAY, AUGUST 12, 2013 Do You Have a Killer Communication Strategy?
Jonathan Farrington
MARCH 21, 2014
Earlier this week, I published a post over on The Sales Thought Leader’s Blog – “5 Generations of Selling – Are You Still Stuck in the Past?” I call this period “Commodity Selling” I know that many of you are recognising similarities to the way you sell today? Although content selling raised the likelihood of increased sales with some customers, it did not maximize success with all customers.
Klozers
JUNE 10, 2014
It’s the price, it’s a bad territory, the product isn’t right, our service is poor, I need more support, our website is no good and I never get any leads. Quite simply great Coaching enables Sales People to sell more.
The Sales Association
JUNE 9, 2014
On May 16th, 2014, 19 members of the Sandvik Coromant sales departments from eight countries and nine different time zones were awarded Consultative Sales Certification™ (CSC) in a virtual graduation ceremony. Graduates have not only demonstrated capability in eight core consultative sales competencies, but have also committed to excellence in each. CSC graduates subscribe to consultative selling and see themselves as advisors, seeking first to understand.
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