The most trusted site for professional selling skills, motivation and sales management know-how in the B2B environment.
A Unique Way to Create Value and Success with Partner Enablement
Sales enablement is a vital part of any sales organization, but partner enablement is an emerging trend with many technology organizations. At my former organization, Gemalto, I was brought in to help the organization build a channel enablement program. I worked in the enterprise and cybersecurit...
Why Transparent Sales Are the Best
Changes in buyer behavior – not selling tools – drive major shifts in selling. You may think of things like artificial intelligence (AI)...
How Much of Your Sales Team's Time is Wasted?
A big payoff awaits sales leaders who take the time to gain a clear understanding of what's going on with the sales team at the ground level...
Unlock Your Natural Ability to Sell
Great selling requires doing the right thing with the right person at the right time. There’s no pat formula for how to do this. You need to...
Three Ways Inside Sales Teams Inadvertently Sabotage Sales
For many business-to-business (B2B) companies, inside sales reps (ISRs) and sales development reps (SDRs) are the first point of contact for...
How to Use Failure to Grow Stronger
When you enter the sales profession, negative feedback is a fairly regular part of the daily routine. Prospects don’t always respond positiv...
Five Tactics for Recruiting Great Sales Talent
Revenue and recruitment often go hand in hand: you can't drive sales without having the right people in place. Posting a job online and hopi...
Selling Power magazine — May 2019 Issue
Resources
Conferences
Sales 3.0 Conference, Chicago
June 18-19, 2019Frictionless Selling: Accelerate Sales and Customer Success
The Sales 3.0 Conference provides sales, sales operations, and sales enablement leaders with strategic insight and best practices that drive improved sales performance and revenue growth. Speakers at each event are a mix of sales VPs and CEOs from industry-leading companies, technology influencers, analysts, and management and leadership experts.
Learn more about this conference. Register by May 24 with discount code SELLINGPOWER and save an additional 30%.Learn More
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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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