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June 2009
Note: The June issue of Selling Power has been mailed to all subscribers. The magazine is available on 2,200 newsstands nationwide (check at your local Barnes & Noble store).
You can also order your single copy online now, or get your personal subscription today.
Editorial
Gerhard Gschwandtner
Abstract:
As the recession drags on, I hear more sales leaders complaining about their inability to increase sales by relying on tried-and-true strategies for creating value for their customers. What they overlook is that selling has fundamentally changed, and pursuing the old tried-and-true tactics results in more of the same: higher stress and lower sales.”…read more
Managers’ Forum
Henry Canaday
Abstract:
Sales managers discuss the challenges of reaching out to and effectively connecting with independent reps and decision makers, and sales experts offer advice on making those meaningful connections.
Manage Your Sales Team
Geoffrey James
Abstract:
When meeting your revenue goals depends on a well-functioning channel sales program, you better know how to maintain sound channel partnerships.
In this article, Braham Shnider, the founder and president of Channel Enablers whose clients include AT&T, Cisco, EMC, Hewlett-Packard, IBM, Oracle, Nokia, SAP, Symantec, and Telstra, helps a software company create a profitable partnering strategy.
Selling Essentials
Henry Canaday
Abstract:
At a sales competition organized and hosted by MIT, top students from MBA programs around the world found out that selling is not a game for the theoretical or the faint of heart.
Renee Houston Zemanski
Abstract:
What if some expert told you the secret behind making or losing a sale is the words you choose? Now what if a hard-nosed sales rep who depends on the right words to close the sale told you the same thing? You’d probably listen to at least one of them, so listen up. According to the experts who share their insights in this article, particular words can make a big difference.
Selling Power Editors
Abstract:
Zig Ziglar has been a positive thinker and professional motivator for more than five decades. His electrifying speeches have a reputation for drawing standing ovations and leaving audiences spellbound.
We recently had the privilege of interviewing Zig and his son Tom at Splash Media in Dallas. Here, we share some memorable quotes from the interview that might rejuvenate your ambitious selling spirit.
Dream It, Believe It, Decide It, Do It! Value Proposition Voice of Reason Motivate Your Sales Team Hall of Famer: Madam C.J. Walker The Right Words The Bottom-Line Focus No Reason Not to Succeed Do I Have a Shot at This Sale?
Kim Wright Wiley
Abstract:
Respect. Everyone agrees it’s a good thing. And almost everyone agrees it’s a two-way street. In other words, in order to get respect, you have to give it to others. So what do you do when your manager ignores your contributions? The following tips will help you get the respect you deserve – without conflict or confrontation.
Cover Story
Geoffrey James
Abstract:
They’re the heroes. They’re the cool kids. They’re the indispensables. They’re in medical products sales. These days, the life of a medical products sales rep is all about saving lives and the great feeling that comes from serving others.
Yep, this story’s all about the reps who bring lifesaving devices to those in the most need, sometimes just in the knick of time.
Features
Henry Canaday
Abstract:
Even when things look their worst, there are ways and means of improving the sales picture, keeping your sales team focused, and helping your team navigate through the gloom at every corner. This article gives you some specific ways to help your team thrive even though the recession is not [yet] over.
Kim Wright Wiley
Abstract:
In case you think Marilyn Carlson Nelson inherited wealth and power, think again. The only reason her father finally handed her the reins to the family business was because she had no brother. But under her stewardship, the company expanded, and with steady profits.
When Nelson finally stepped down as CEO of Carlson, she found new purpose in her life and a new promise to inspire the next generation. In this article, she speaks plainly about her former role, how she thinks about leadership, and what balance really means (and what she says will surprise you).
New Solutions For Managers
CRM Incentives Meetings Sales 2.0 Testing Training
Advertising Index
Thoughts To Sell By
Forward this posting to anyone else you think could benefit from boosting their selling power.
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