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'Graduates of the Consultative Sales Certification (CSC) program contributed to an expert sales panel discussion during The Sales Association’s Annual Conference in Denver Colorado on November 13, 2014. The panel, Stories from Super-Sellers™ highlighted the successes and best practices of top performing sales and service professionals. “We refer to CSC graduates as Super-Sellers™ because they have proven consistency and performance in eight consultative sales competencies.
'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. “This was not just an online meeting, but an actual graduation ceremony with presentations from students, faculty and awarding of diplomas”, said Jeff Arnold, Executive Director of the Sales Association who delivered the commencement address during the event.
'When setting out to write or optimize a strategic account plan (the playbook for managing strategic customers / key accounts) to some, a reasonable first step may be searching the web for a strategic account plan template or for examples of actual account plans used by organizations in your industry or other reputable B2B sales organizations. Microsoft Office Templates is one top-ranked resource in Google results for ‘strategic account plan’ where a standard ‘strategic account business plan tem
'The Austrian School has played only a negligible role in its country of origin but has enjoyed unbroken popularity in the United States since the 1970s with the work of Friedrich August von Hayek, Israel M. Kirzner, Murray Rothbard and especially Ludwig von Mises. The Austrians are central to the philosophy of Pipeliner CRM, because they are the only economic school of thought that assigns entrepreneurship a pivotal role in economic development.
'Sharing best practices in sales and sales management www.salesassociation.org. Tuesday, February 8, 2011. Welcome to The Sales Association. Our members see an intrinsic value in "association" with professional colleagues. Membership Demographics Our members are experienced: 53% - 11+ years in the sales profession 47% - Director, Vice President or CEO 42% - Sr.
'Sharing best practices in sales and sales management www.salesassociation.org. Thursday, February 10, 2011. Your Post Here. Were pleased to announce The Sales Association has launched this blog. Were even more pleased to announce that were not the experts – you are. So, rather than re-invent the wheel, were offering the opportunity for sales bloggers, aspiring or already fabulously successful authors to submit new articles or re-post their existing articles to our blog.
'Sharing best practices in sales and sales management www.salesassociation.org. Monday, February 21, 2011. Insatiably Curious. by Jeff Goldberg Insatiable curiosity is a characteristic that the best salespeople have in common. The most important part of the sales process is the questioning phase, so you either have to be curious or act like you are.
'Sharing best practices in sales and sales management www.salesassociation.org. Tuesday, February 22, 2011. 5 Secrets for Asking for a Referral - Do What Bill Did. By Julie Hansen I bought a new phone last week. I had no intention of buying a new phone. I simply wanted Verizon to please, PLEASE fix my Blackberry so that it would ring every time I received a call.
'Sharing best practices in sales and sales management www.salesassociation.org. Friday, February 25, 2011. 6 Small Town Sensibilities to Boost B2B Social Media Impact. by Kathy Tito What are the methods behind the followers? As more of our B2B colleagues jump into the social media pool, we quickly begin to see who is making a splash, while others tread water or stay on dry land.
'Sharing best practices in sales and sales management www.salesassociation.org. Monday, February 28, 2011. BANT is Bunk! by Bill Barr I keep hearing that some sales organizations expect their marketing department to “qualify” their leads with Budget, Authority, Need and Timeframe ( BANT ). So Marketing sets up a call center, or uses other ways to “qualify” the lead so that sales can close it.
'Sharing best practices in sales and sales management www.salesassociation.org. Tuesday, March 1, 2011. Is Consultative Selling Relevant? by Marcia Gauger Question: Over the years, I have adopted what I consider to be a consultative approach to selling. Lately, I’ve left meetings feeling a little “unfinished.” I spend so much time asking questions that I feel there is inadequate time for presenting solutions.
'Sharing best practices in sales and sales management www.salesassociation.org. Monday, March 7, 2011. Im Calling Because. by Paul Donehue Most people agree that when making outbound prospecting calls we only have a few seconds to make an impression on our prospects. and hopefully it will be a good one! Consider the fact that, when receiving such a call, prospects quickly wonder, "Why are you calling me?
'Sharing best practices in sales and sales management www.salesassociation.org. Wednesday, March 9, 2011. Industry Trade Shows: Pot of Gold or Money Pit? by Michael F. Bourke Are you stuck in the tradeshow rut, spending most of your time chatting to your neighboring exhibitor, catching up on your voicemails and wondering if there are potential leads wandering past your booth?
'Sharing best practices in sales and sales management www.salesassociation.org. Thursday, March 10, 2011. Quick Ideas For Sales Meetings. by Marcia Gauger Conducting concise skill-building activities at sales meetings (whether online or face-to-face) is a terrific way to enhance abilities and share best practices. Consider assigning responsibility to a different salesperson for each meeting.
'Sharing best practices in sales and sales management www.salesassociation.org. Tuesday, March 15, 2011. Sell the “Product of Your Product” to Differentiate Yourself From a Commodity. by Marcia Gauger Question: I hear talk about stressing value to differentiate products and services, but how does that apply to commodities? From the customer’s perspective, the products we sell are absolutely no different than anyone else who distributes this product.
'Sharing best practices in sales and sales management www.salesassociation.org. Thursday, March 17, 2011. Pull Out The Stops – To Gain Commitments! by Marcia Gauger Question: I finished presenting a proposal & pricing for a fairly large project that I am about to undertake. I have a verbal commitment from my customer, now what should I do in terms of the next step?
'Sharing best practices in sales and sales management www.salesassociation.org. Friday, April 1, 2011. Help! I Need To Develop New Business – Now What? by Marcia Gauger Question: Over the years, I have been fortunate to have enough new business development in my current customer base. However, I am to the point that I have reached my potential within that base and need to develop brand new business relationships.
'Sharing best practices in sales and sales management www.salesassociation.org. Sunday, May 22, 2011. Why Telemarketing Remains the Unsung Hero of Lead Generation. By Kathy Tito Denise Clancey is a true luminary in the field of telesales and telemarketing. She is the former Vice President of Telesales & Customer Service at Lotus Development, a subsidiary of IBM.
'Sharing best practices in sales and sales management www.salesassociation.org. Tuesday, June 14, 2011. Just Making More Calls Doesn’t Guarantee Sales Success. by Susan A. Enns Do you find that there are just not enough hours in a day? Are you working long hours, making call after call, but you still don’t sell enough to even come close to reaching quota?
'Sharing best practices in sales and sales management www.salesassociation.org. Tuesday, July 5, 2011. Define it or Deny It – What’s the Problem With the Word “Sales”? How you feel about the word “sales” largely depends on the culture of your organization. Companies that are driven by sales vision and leadership tend to embrace and reward the sales role.
'Sharing best practices in sales and sales management www.salesassociation.org. Monday, July 18, 2011. Are You Prepared to Undo Doubt? Question: Lately, new potential customers have requested references from me early in the sales process. When and how is the best way to approach this? It’s important to understand why your customers are asking for references.
'Sharing best practices in sales and sales management www.salesassociation.org. Wednesday, November 9, 2011. Cold Calling Lives. If you are anything like me, you are sick and tired of hearing reports that cold calling is dead, especially when as part of your role you are required to cold call. I know, I know, management provides you with these snazzy Web leads and purchased lists and calls it "warm calling"—whatever that means.
'Sharing best practices in sales and sales management www.salesassociation.org. Wednesday, November 23, 2011. Ode to The Salespeople Customers Can’t Wait To Meet… Salespeople – Help me think differently, help me be better at what I do. Do that and you will be adding value to my role – anything else and you are like everyone else.
'Sharing best practices in sales and sales management www.salesassociation.org. Monday, December 12, 2011. Make a This Years Resolution. Im as guilty as any of the tendency to write off December as much of a high achievement month, instead focusing on my goals starting the new year. But Im trying something different this year. Right now, instead of making New Years Resolutions, Im making "This Years Resolutions.
'Sharing best practices in sales and sales management www.salesassociation.org. Thursday, July 25, 2013. Sales Association Members Earn Distinguished Consultative Sales Certification (CSC) ™ Normal. 0. false. false. false. false. EN-US. X-NONE. X-NONE. Comcast Media Group, Zygo Corporation and JJ Keller have invested in their sales team to ensure sales and services offered are enhanced with consultative selling skills.
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