current issue

Editorial

The Three Elements of an Effective Social-Business Strategy

Paul Greenberg defines social business as “the company’s response to the customer’s ownership of the conversation.” After taking the audience’s pulse at the Sales & Marketing 2.0 Conference, I realize…Read full article >

Features

5 (better) Ways to Lead a Sales Team
How to guide your sales team in a positive new direction

Change is the new reality for sales organizations, but for sales management, it’s a balancing act. When is the right time to step in and lead your team in a…Read full article >

Race to the Top
What sales-friendly companies in the SP Top 50 do right by reps

In this exclusive Selling Power look at what makes a great company from a sales rep’s point of view, we let reps and sales managers tell it like it is. Read full article >

The 50 Best Companies to Sell For
Selling Power's Research Team identifies companies with the most to offer salespeople

For the seventh year, the corporate research team at Selling Power has identified and ranked the best companies to sell for among the largest sales forces in the U.S.…Read full article >

Test Your Limits
How to sell as if your life depended on it – and it probably does

If life is an adventure, selling in the B2B world is a race to the finish. No one knows that better than these extreme adventurers, who sell for a living…Read full article >

Selling Essentials

Power Play
How one star athlete transferred playing-field success to sales success

For football fans, legendary Dallas Cowboys receiver Drew Pearson will always be remembered for catching the first ever Hail Mary pass in the waning seconds of a 1975 playoff game…Read full article >

Empathy Is the Best Opener
How to Turn Fear into Trust

Fear of change is the reason some prospects may not buy your product or service. For the professional salesperson, fear can be a positive or negative motivator. Although your prospects…Read full article >

When to Zip Your Lip
Successful salespeople know when to speak up and when to pipe down.

Successful salespeople know when to speak up and when to pipe down. Some reps talk themselves out of almost as many sales as they make. As a salesperson, you are…Read full article >

Virtually Presented
How to make online presentations pitch perfect

The virtual presentation is taking the place of face-to-face meetings more and more. If a good inside rep can present virtually to five times as many prospects as an outside…Read full article >

Growing Sales During a Downturn
How to shake failing strategies and foster new success

Is your sales team hanging on to any old habits that used to get great results? Here’s a list, presented by Oracle's Justin Shriber, of what should go out the…Read full article >

A Social Conversation
Use technology to gain the sales advantage

Selling Power founder and publisher Gerhard Gschwandtner and Dave DiStefano, president and chief executive officer of Richardson, a leading sales performance improvement company, discuss the role of technology in professional…Read full article >

New Solutions for Managers

Higher Expectations
With sales training on the upswing, companies plan for an increase in sales activity

In 2011, North American firms have already spent upwards of a whopping $1.9 billon on sales training, according to estimates by Doug Harward, chief executive officer of Training Industry Inc.…Read full article >

The 2011 Top 10 Sales Training Companies

Selling Power magazine editors have assembled a list of 10 firms that excel in helping sales managers improve the performance of their sales teams. Read full article >