The most trusted site for professional selling skills, motivation and sales management know-how in the B2B environment.
A Solution Adoption Situation: Your Guide to a Smooth Sales Rollout
Rollouts can be smooth or they can be rough. Whatever the issues, though, managers must be involved at every step or the sales team will falter – and sales will suffer. Here’s one experience with a complex rollout that hit a snag and then recovered. Problem Low seller adoption of sales enablemen...
Sustaining Momentum: How to Overcome Plateaus Post Product Launch
A business unveils a new product or service that is unlike anything else on the market. The offering is innovative. It’s game-changing. It’s...
How Your Pipeline Can Fix Sales and Marketing Misalignment
Let us define alignment by pointing to a metric of misalignment. In our survey of 1,000 sales and marketing professionals, we asked them thi...
You'll Win More with a Strong Leadership Mindset
Sales is leadership. It is about leading people toward a solution. You are setting the emotional tone, building trust and rapport, and speak...
Powerful Ways New Sales Managers Can Win Big
Being promoted from a sales rep to a new sales leader is a heady experience. You have a new title, new prestige, and a new career opportunit...
Weigh Your Options: How to Prioritize New Marketing Technology
Most marketers receive a deluge of offers to improve ROI and productivity. The problem is selecting the right ones. As technologies advan...
10 Tips to Boost Your Sales Conversations and Presentations
As a salesperson, the words you use with prospects and customers can make or break your relationships and your career. Here are 10 tips to i...
Selling Power magazine — March 2019 Issue
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Goals — Selling without targeting is like sailing without a compass. Generating leads is probably one of your highest priorities – as it should be – but beware the low-quality leads. These are the folks who are shopping without any real intent to buy (or worse, with the intent to buy from someone else). If someone is not likely to become a profitable customer, think before you invest more time in pursuing the lead.
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