The most trusted site for professional selling skills, motivation and sales management know-how in the B2B environment.
Building Competitive Advantage in the Era of "Magic Bullet" Selling
To win at selling, how good do you need to be? The answer, of course, is, “Better than the competition.” That’s true whether the competition is another company, another use of the customer’s budget, or simply the status quo. Beating the competition is extremely difficult, however, and it’s an arm...
How to Write Email Campaigns That Win Big
Two years ago, I would never have thought emails sell. I was a skeptic. I never bought stuff when companies sent me emails, so why would...
Successfully Navigating a Sales Pivot
Recently, I found my company in uncharted waters when our new product required us to completely redefine our sales model and go-to-market st...
How Companies Leverage AI to Drive Sales Revenue
Is artificial intelligence (AI) much smarter than either of us? Yes. But it isn’t a human kind of smart. When you give an AI-powered plat...
How to Build Up Your "B" Players
In sales, "A" players typically attract a disproportionate percentage of management attention, incentives, resources, and pats on the back....
9 Buying Concerns That May Derail Your Sale
Good salespeople from good companies offering good products or services, often fail to close the deal. While something needs fixing, you can...
How to Kick-Start the Hesitant Buyer
You've done everything according to the rule book: qualified the prospect, probed and asked questions to uncover needs, made an exemplary pr...
Selling Power magazine — November 2019 Issue
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SubscribePreviewDaily Boost of Positivity
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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