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Best of the Sales Training Connection

 

Fall 2011
Greetings! 
If you are a subscriber who might have missed a popular post, or if you haven't had a chance to visit the Sales Training Connection, we thought we would bring to you the Best of the Sales Training Connection.
  
In this issue you will find our most popular blogs - about selling and sales training - posted during the Fall 2011.
  
We hope you find them interesting - feel free to share them with your colleagues.
  
Janet Spirer and Richard Ruff
Sales Training Connection

In this issue
Active listening - a forgotten key to sales success
Five best practices for networking in b2b sales
Lessons from IBM - change is the "new normal" in sales
Sales calls - 8 tips for call planning
Three interesting articles you might have missed
Sales Training  
Active listening - a forgotten key to sales success

  

When talking about sales skills, the first thing that comes to mind for many is asking questions. Rightly so. Asking questions, however, is not one-way ...

often the best questions are ones that build on prior statements - resulting in a sales call that resembles a business conversation with a smooth flow between those participating.  Continue reading → 

 

  
Five best practices for networking in b2b sales

 

Everyone knows it - some because of a leap of faith and some because of experience. A centerpiece for success in major B2B sales is getting the right message to the right person at the right time. Easy to say, not so easy to do when selling into a major account where the buying process is complex and ever-changing. Continue reading 

 

 
Lessons from IBM - change is the "new normal" in sales

 

IBM conducted a Global Making Change Work Study to examine how organizations manage change. The study explored differences in how change was implemented by over 1,500 practitioners worldwide. Let's examine what they found and relate it to the world of sales. Continue reading →  

 

Sales Coaching 
Sales calls - 8 tips for call planning

 

Although sales people may not do it as often as they should, most would rally around the notion that call planning is a good idea. In this discussion a distinction is made between call planning and account planning. Exploring account planning is a topic that deserves it own discussion and well be postponed for another day. What this post does cover is the two components of call planning - pre-call planning and post-call planning.  Continue reading →

 

   
Three interesting articles you might have missed

 

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