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The Benefits of Workshops to Develop Your Sales Training Manual

Workshops help the company bond together as a team. Often, if you ask six people the same question, you will get six different answers. For example, if you ask six people at many companies what’s the most important strength of[...]

by TechnicalSales

Increasing Sales Percent by Resetting the Buyer’s Criteria

Two furniture stores open up in a town on nearly the same day. One is totally tactical and the other is very strategic. If you go in to look at couches in store 1, the salesperson tries to sell you[...]

by TechnicalSales

The Before-After-Bridge: How to Create a Persuasive Sales Presentation?

Start with a vivid description of the pain, present an enviable world where that problem doesn’t exist, then explain how to get there using your tool. Before → Here’s your world…After → Imagine what it would be like if…Bridge →[...]

by TechnicalSales

Steve Jobs. Best Motivational & Success Phases

Design is not just what it looks like and feels like. Design is how it works. Do you want to spend the rest of your life selling sugared water or do you want a chance to change the world? If[...]

by TechnicalSales

Overcome Tough Negotiations. Question Your Target About All

An effective technique in negotiations is to ask a flood of questions about every facet of your target’s position. This should be done from the outset to set a normative baseline and tone. Topics of examination should include every fact[...]

by TechnicalSales

How to Overcome Fear to Become a Sales Engineer?

This article details the most common reasons that Engineers are scared to try the role of Sales Engineer and how to overcome them; by SalesEngineerTraining.com. 1) I’ll lose my technical edge, my Engineering skills will get rusty.This is usually NOT[...]

by TechnicalSales

Ensure you Know as Much About Your Target Customer as Possible

The job of a salesperson is to influence—but in order to have any real influence, you need the right information. You need to know everything you possibly can about the problems the buyer is struggling with. The strategic question is[...]

by TechnicalSales

The Proof of Concept for Improve Consultative Approach

Each vendor has their own approach towards solving business problems and whether you resonate with their approach or not can only be found by engaging with customers preferably face to face or via remote sessions to understand your strengths and[...]

by TechnicalSales

Sales Engineers Must not only Have a Likable Personality

Reaching out to companies or customers, pitching the product, negotiating, and closing a deal is a valuable business experience that builds incredible confidence for a sales professional. Sales engineers often work to strict deadlines as their income relies on their[...]

by TechnicalSales

Generate More Leads Through Existing Accounts

Most salespeople think of prospecting as reaching out to new people they don’t know, to interest them in buying something. In fact, most salespeople can get so caught up in looking for new customers that they totally ignore their existing[...]

by TechnicalSales

Quick Meetings to Sort Qualified and Unqualified Leads

A lead is someone who may fit your target market but is not ready to buy just yet. If the lead is responsive to your offer, there’s a good chance they’ve become a prospect or qualified lead. If you want[...]

by TechnicalSales

Customer-Centric Strategy as a Competitive Advantage

Being a customer-centric company requires carrying out business activities in a way that promotes a great and positive customer experience before and after the conclusion of sales. Research has shown that companies that apply customer-centric strategies are more profitable. Much[...]

by TechnicalSales

Be a B2B-Social-Selling Expert in your Industry

Today’s B2B buyers are socially sophisticated and informed. Social selling for B2B businesses means using social media to generate leads and feed your sales funnel. This doesn’t mean pasting cold email templates into LinkedIn and blasting them out to contacts.[...]

by TechnicalSales

Put Yourself in the Position of the B2B Customer

The first and most important best practice for B2B sales organizations when it comes to the customer experience is actually making it a priority. Adopting a customer’s viewpoint when connecting with a potential customer is crucial. When you think like[...]

by TechnicalSales

Start Doing. The Secret of Getting Ahead is Getting Started

Winning is contagious. Spending time with great sales performers is a great source of motivation.  Observing and learning what makes others great can lead to great clues on how to improve personal performance. Remove and separate from negative influences. Nothing[...]

by TechnicalSales

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