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Insights and advice to help grow sales in your business

Sales strategy

Consultative selling vs value based selling

The team at SalesStar 26 Sep 2017

Is it time for value based selling to bow its head to consultative? For the third round of our sales strategy showdown we’re examining the merits of value based selling and how it compares to the consultative approach.

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Sales strategy

Consultative selling vs solution selling

The team at SalesStar 20 Sep 2017

Many salespeople seem to believe that consultative selling and solution selling are the same thing. They’re right––to a point. But there’s a lot more to it than that. Here’s why.

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Sales strategy

Consultative selling vs The Challenger method: which is better?

The team at SalesStar 14 Sep 2017

In 2011, a new piece of sales research took the sales industry by storm: The Challenger Sale. With it came a new sales method touted as the best way to sell in the modern age, but how good is it really? It’s time to take a look at how well it stacks up next to it’s very close cousin, consultative selling.

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Sales strategy

Why a lack of a consultative sales approach can hurt your company

The team at SalesStar 06 Sep 2017

Research from the Objective Management Group involving over 1.1 million salespeople tells us that the lowest performing 10 per cent of salespeople, have less than 42 per cent of the consultative sell skills need to succeed.

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Sales strategy

What is consultative selling—and why is it good for business?

The team at SalesStar 29 Aug 2017

In a world where new marketing strategies enter the market every other week, often touted as the next and best, consultative selling still continues to outperform all other B2B sales strategies. The catch? You’ve got to do it right.

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Sales training

6 sure signs you need a better sales coaching solution

Steve Bambury 28 Aug 2017

Sales grow when people grow. In order to produce a high performing sales team, sales managers need to spend at least 50 per cent of their time coaching their reps. What’s more alarming is that an assessment of over 100,000 sales managers shows they have just 44 per cent of the skills necessary to coach their team.

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Sales training

A customer service training programme is essential for sales growth

The team at SalesStar 08 Aug 2017

Lead generation, cold calling, prospecting, networking – these are all essential things for a salesperson to do in order to meet targets and bring in revenue, right? Not always. 

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Sales recruitment

Why sales recruitment is a science, not a challenge

The team at SalesStar 01 Aug 2017

In 2014, Hot Springs Spas blew their annual sales records out of the water. Until then, the highest number of units sold in a year had been 109. In 2014, three of the company’s new recruits sold 153, 126 and 103 units respectively, with very little tenure in the business.

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Sales leadership Sales training

Why sales leadership training is a must for 93 per cent of sales leaders

The team at SalesStar 25 Jul 2017

Once the strategic foundations of your sales plan have been laid, the next vital step is to ensure your sales leaders are capable of executing the strategy. Unfortunately, most sales managers simply don’t have the skills necessary to lead their team to success. 

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Sales process

Want the best sales process? Start with a solid strategic foundation

The team at SalesStar 18 Jul 2017

A sales department is the engine of your business. As a sum of interlocking and connected parts, if something goes amiss it stops operating at full strength (or just ceases altogether). That's why it needs a solid system to run off – your sales process.

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