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It's All About StrategyBy the end of 2009, social-media networks such as Facebook, Twitter, and LinkedIn had revolutionized the sales industry and the way it conducts business. The allure of social media has enormous implications for the future of sales. It allows salespeople to both monitor and respond to customer needs quicker and in greater depth.This means a relevant conversation can build mutual trust. And mutual trust can lead to a sale......… » Read this issue now
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15 Things Salespeople And Sales Managers Should Put On Their "Not-To-Do" List Is Selling an Art or a Science? Ten Success factors for Sales Lead Management Is Sales Enablement just Lipstick on a Knowledge Management Pig? How To Manage What We Don't Know That We Don't Know The Economy Went Bust - Business Lost Trust - Why are we Nonplussed? Greedy Wireless Providers pocket 5,000% profits on International Data services Zig Ziglar's New Message: Embrace The Struggle How Do We Keep Things in "Perspective"? Are your sales reps on track to meet their quota in 2009? Compare how others are doing. Are you going to a gunfight with a kitchen knife? Wow your customers with Twitter in real time. The Sales 2.0 Movement Accelerated in Chicago - Part II Many Salespeople Feel Powerless. What Can They Learn (right now) from Tony Robbins? Check out Selling Power's blog The Inner Game of Winning 10 Fresh Ideas for Selling More in This Tough Economy The Sales 2.0 Movement Expanded in Chicago Last Week A 35,000 Feet View Doesn't Show the Recession Ending - How Can We Succeed? What's your Social Media IQ? Plus 10 Rules for Twitter Sales Effectiveness It's the Conversation Economy, Stupid! It’s Wednesday - Is This the Best Day for Calling on Leads? NO! When Sales Leaders Don't Change, CEOs Change Management The Sales Manager's 7 Biggest Blind Spots Are you Practicing Self-Leadership? What is a better strategy - lower price or lower the risk? How Well Are You Served by Those You Decided to Follow on Twitter? Read Selling Power's latest blog What Can Failure Possibly Teach Us? Stuck in the Delay Economy? What Sales Processes are Dead Today? SHRINKONOMICS - How should we adjust to the incredibly shrinking economy? How To Create A Leading Brand With A Common Product Do You See Mountains as Obstacles, or a Stage Set for Excellence? 111 Successful Plays that Led Salesforce.com from an Idea to $1 Billion in Ten Years CEO of the Year Award - check our eyewitness report Five Ways to Deal with Worried Prospects 10 Best Practice Ideas for Creating a Proud and Winning Sales Team Think Rationally, Act Confidently, and Sell Provocatively Dreamforce 2009 - A Video Report How to Sell Like Jay Leno and Serve a Dumber Generation Secrets to Sales Innovation Four Must-Read Books for Sales Managers How Will Sales Training Change in 2010? How Do You Create Transformative Ideas that Lead to Greater Sales? Selling All Night Long - An Inspiring and True Story Is Selling Really Harder and Tougher Than Ever? Why Building Trust Should be a Top Priority Sales Lessons from Legends: Thomas Watson Jr. on setting quotas for salespeople Three Ways to Get Better Results on Every Sales Call Lessons from a Most Memorable Meal: a Recipe for Success In Tough Times, Salesforce.com Should Get Back to Basics The Magic of the Power Presenter Dramatic Reversal: Marc Benioff Agrees to Selling Power Interview It's Amazing What Happens When You Tell an Inconvenient Truth Now You Can Create Your Own 3-D Video Commercial - FREE Do You Have the Mindset of a Winner? 10 Tough Challenges Salespeople Face Today and What to Do About It What Attitude Do You Need to Succeed? Where Selling Is Headed in 2010: Action Steps to Winning, Part II It's Friday - Has Rationality Prevailed In Your Mind All Week? Why Creigh Deeds Failed to Close the Biggest Sale of His Life in Virginia Let’s Measure the Quality of Your Relationship with Your Sales Manager Let’s Try this One More Time: Stress Management The More You Know, the More You Sell Where Selling Is Headed in 2010: Action Steps to Winning, Part I What’s on the Minds of Sales Leaders? (Part One) The 12 Qualities of a Successful Sales Leader How Much Energy Does It Take to Make a Million Dollars? Success Is the Choice between the Power of Positive and Negative Thinking The Ten Causes of Sales and Marketing Misalignment How Long Would It Take to Read Everything Google Shows about "Success"? Never Let Anxiety Stand in Your Way of a Sale Hit The "Pause" Button and Daydream Your Way to Greater Achievement The 10 Best Books to Read in 2010 – Part I The 10 Best Books to Read in 2010 – Part II
http://sellingpower.typepad.com/gg/2010/01/the-10-best-books-to-read-in-2010-part-ii.html Welcome to the Ephemeral Economy Faster, Better, Sleeker Way of Sending eCards in the Clouds Harness the Power of Ideas What Type of Sales Animal Are You? The Lamborghini Sales Lesson What Are the True Costs of a Sales Forecasting Error? Faster, Better, Sleeker Way of Sending eCards in the Clouds How I Got Robbed in San Francisco Last Week? What Should Be Your Survival Mind-Set in a Robbery? What Keeps Sales Leaders Up at Night? And What You Can Do About It Can Salespeople Get Addicted to Closing Like Tiger Woods Is Addicted to Sex? – Part I Can Salespeople Get Addicted to Relationships the Way Tiger Woods Is Addicted to Sex? Part II Could Sales 2.0 Turn Your Company Into a Victim of Change? There Is No Success without Suffering How David Sandler Created His “Magnificent Obsession,” And The “Killer Instinct” for Selling How David Sandler Created His “Magnificent Obsession,” and the “Killer Instinct” for Selling - Part II Will Your Company Miss the Transition into a Technologically Advanced Business?
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The ABCs of Selling Higher Up
In certain sales situations, a rep can only close a sale by meeting with the top decision maker. In the post-2008 economic climate, many companies require approval from the top of the decision-making chain. Thus, it’s not unusual these days for sales reps to find themselves in front of C-level customers, where long-lasting relationships can begin to develop. Here’s how to make contact at the top and close the deal all the way down the chain.…Read More
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