The most trusted site for professional selling skills, motivation and sales management know-how in the B2B environment.
How to Meet the Challenge of Managing a Remote Sales Force
During the coronavirus crisis, almost every sales team has shifted to working remotely. Now, with the crisis still exploding in many states during the summer – most are still remote. Many will not go back to offices soon. As a result, remote sales may be much more common in the post-virus world. Jul...
5 Tips to Help Your Sales Team Sell Smarter and Increase Sales
Traditionally, sales is all about the hustle. Sales professionals learn early in their careers that if they want to make good money, they ne...
How to Use Video to Earn Attention and Accelerate Deals
But what if video wasn’t just reserved for a live call? What if we were using videos throughout the sales process as a way to accelerate...
Seven Rules for Writing Emails that Engage Prospects
Email is a fact of life – especially in today’s digitally dominant work environment. The number of emails we send and receive daily tends to...
Increase Sales with Self-Selected Incentives
Every year over the recent past, U.S. companies have doled out $800 billion on sales force incentives. And what have they gotten in return?...
Resilience: How to Embrace and Learn from Mistakes
Rejection and adversity are commonplace in sales. We get knocked down, and we get up again and again. Most salespeople will hear “no” more t...
How Personality AI Is Changing Sales
For those following the traditional style of cold-calling and emailing prospects, the sheer volume of messages these prospects receive every...
How B2B Sales Teams can Leverage Big Data like B2C
There’s a large misconception that “big data” only applies to consumer brands. If B2B sales teams believe in this myth, they are holding the...
Selling Power magazine — September/October 2020 Issue
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Time — 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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