Selling Power | Sales Leadership Blog
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The Selling Power Sales Leadership Blog showcases insights, ideas, advice about issues related to B2B sales and marketing. Posts are written by top-level sales and marketing leaders across all industries.
Selling Power | Sales Leadership Blog
3y ago
By Jeff Kalter Here’s a statistic you’ve probably heard before: “57% of the purchase decision is complete before a customer even calls a supplier,” (CEB). One Statistic Should Not Drive Your Sales Model Marketing automation platforms, content marketers, and more cite this stat from CEB because it offers a strong rationale for using their marketing ..read more
Selling Power | Sales Leadership Blog
3y ago
By Ed Shineman Sometimes, hard-and-fast rules for inside sales teams can get in the way of doing what’s best for customers and sales results. Here are some traditional inside sales dogmas that are worth challenging based on real case examples from my personal experience. Rule #1: Inside sales reps must not visit customers. Winnie was ..read more
Selling Power | Sales Leadership Blog
3y ago
By Jamie Crosbie As they say, looks can be deceiving. As it turns out, actions may be a little suspect, too – at least when it comes to buying and selling. Let’s pretend, for a moment, that you bought a doughnut on your way to work this morning. Why did you choose that particular doughnut shop ..read more
Selling Power | Sales Leadership Blog
3y ago
By Ben Taylor Many businesses collect lots of data. The problem is that these volumes of information rarely add up to anything meaningful or useful. In fact, 75 percent of CFOs and CIOs say they have trouble using the data to make decisions. Sales professionals have an opportunity (and an obligation) to leverage the value of ..read more
Selling Power | Sales Leadership Blog
3y ago
By Melissa Di Donato Last month, International Women’s Day struck a chord around the globe and inspired countless conversations about women and their career paths. Millions of women worldwide participated in rallies and protests, including female workers in Spain who organized the country’s first national women’s strike, in support of equality in the workplace. Take a ..read more
Selling Power | Sales Leadership Blog
3y ago
By Herman Dixon Sales managers can’t “push” success onto people. Rather, the best sales managers understand how to “pull” forth the hidden traits or abilities that lie deep within their salespeople. Here are five action-oriented management tips you can use to foster success among your sales team. #1: Take every opportunity to motivate through celebration. Many ..read more
Selling Power | Sales Leadership Blog
3y ago
By Sharon Gillenwater From the time we’re quite young, we’re assured by the adults in our lives that there are no stupid questions. That may be true when we’re kids – when we need to develop the confidence to ask about what we don’t know; however, the same does not apply to adults working in ..read more
Selling Power | Sales Leadership Blog
3y ago
By Todd Gracon Sales, like any form of persuasion, is an art. A smooth sales cycle is like a beautiful painting, where individual elements are brought together with masterful finesse. If even one element is out of place or poorly executed – if the lighting is off or the perspective is sloppy – the entire ..read more
Selling Power | Sales Leadership Blog
3y ago
By Jim Cathcart After years of your sales team seeing prospects as “fresh meat,” how do you cultivate a service-oriented mindset? Well, it’s not as complex as it might seem. It is not like getting lions to become vegetarians. Instead, it’s about showing the value (e.g., payoffs) of doing things in new ways. Setting the ..read more
Selling Power | Sales Leadership Blog
3y ago
By Karyn Mullins You’re constantly outsourcing your energy. Every customer and salesperson who needs compassion, you’re always there for them. But filling up their tanks is draining and that can quickly attack your team’s sales numbers. Believe it or not, this feeling has a name. “Compassion fatigue” is defined as fatigue, emotional distress, or apathy ..read more