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by Marguerite Zimmerman

Essential Tools to have in your Sales Toolbox

Here are a few tips to help you get started in adding examples or stories to your toolbox or playbook:

  1. Reflect on situations with your customers when you helped them solve a problem or leverage an opportunity.
  1. List these customer situations. Aim to get a minimum of 8 to 10 on your list.
  1. If you are new or having a challenge identifying 8 to 10 examples, ask your fellow sales representatives to share some of the problems they solved they are most proud of.
  1. Identify for each situation, in a short paragraph, what was the situation the customer was facing?
  1. Then list, a minimum of 2 or 3 things that complicated the situation for the customer. For instance, they may have had limited resources, they were under pressure for a deadline, their lines would have gone down, the cost was too high, they needed an alternate way to achieve their goal, they were facing competitive pressure, etc.
  1. Next, write how you or your fellow team members solved the problem, how it worked out, and the tangible and intangible impact it had on the customer.
  1. Name the story something catchy, so you simply plan before a call which examples might be helpful to be ready to share. All you need to do is write down – be ready to share the “Lifesaver” story, to create or uncover need.
  1. Most importantly, practice it, own it. So, you can use it in a nanosecond, anytime, anywhere!



Unlike other programs, the Momentium Sales Training Academy ensures that your sales team learns, practices, and masters the B2B sales techniques that translate into sales ROI for your organization.

By combining traditional teaching techniques, an interactive sales simulator, and video conference coaching, we are able to deliver a revolutionary training experience that creates a lasting impact on your sales team’s performance.

About Marguerite
Marguerite Zimmerman is CEO of E=mz2 Inc. & Founder of Momentium. Her career has been dedicated to helping sales forces maximize their performance.
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Essential Tools to have in your Sales Toolbox