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Best of the Sales Training Connection

 

Winter 2014
 
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 Winter 2014.
  
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
Selling to the c-suite - best practices for gaining access and what to do next
Sales managers - underestimating the power of words
3 pitfalls when developing an account strategy
Sales managers - and the smartest person in the room dilemma
Two studies you might have missed - improving sales effectiveness and the business case for sales training

Sales Training
Selling to the c-suite - best practices for gaining access and what to do next

  

In the B2B market the probability of capturing the business is significantly reduced if you cannot successfully sell at the senior level.  So, an important component of any winning account strategy is gaining access to senior executives and selling successfully once you are there. Continue ...

 

 
Sales managers - underestimating the power of words

  

Beware the trap - not realizing the power of your words.

What's interesting about this trap is regardless of tenure, we've seen sales managers fall prey.  Sales managers are busy and all too often make off-the-cuff comments. Continue ... 

 

Sales Coaching 
3 pitfalls when developing an account strategy

 

In major accounts, one-size-does-not-fit-all is a cornerstone proposition for formulating a winning account strategy. There are no generic customers in major accounts. So there are no winning generic account strategies. Each customer is unique and each major account strategy must take that uniqueness into consideration. Here are three pitfalls that will make a successful account strategy less likely..  Continue ... 

 

 
Sales managers - and the smartest person in the room dilemma

 

Sales managers are the pivotal job for creating a superior sales team. Yet, sales managers fall into a lot of traps that impede their success. One is believing they are the smartest person in the room.  Continue ...

 

   
Two studies you might have missed

 

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Email:  jspirer@salesmomentum.com

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