The most trusted site for professional selling skills, motivation and sales management know-how in the B2B environment.
How to Adjust and Improve Sales in Difficult Times
The pandemic caused by COVID-19 has led to dramatic travel and meeting restrictions and had a sobering effect on selling. The hallmark of the sales profession is personal connection, and that has been turned on its head – for now, at least. But now is not the time to disappear for a few months an...
How to Keep Selling in Times of Fear and Crisis
At the Sales 3.0 Conference in Orlando this week, we held an impromptu panel discussion about the responses to COVID-19, which has now been...
How to Become a Sense Maker to Your Prospects and Buyers
If you’re in sales and you feel like it’s getting harder to win deals, it’s not just you. The world of buying and selling has gotten much mo...
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...
What Happens When Sales Leaders Get Super Stressed?
It was the end of my quarter as the Cisco sales leader for our New York financial services business – a cutthroat, fast-paced, competitive $...
The AI for Sales Explosion
It used to be every decade or so a new technology appeared on the horizon. You could see its faint outlines, but it had to go through years...
New Ways to Make Sales Training More Engaging and Effective
These days sales teams face a barrage of new information and technologies. Anyone in sales enablement, or who has worked with sales enableme...
Selling Power magazine — March 2020 Issue
Resources
Webinars
- Thursday, April 9, 2020 • 2:00 PM ET
The Future is Now - How Sales Leaders are Using AI to Improve Performance
- Thursday, April 23, 2020 • 2:00 PM ET
How to Harness the Power of Data to Build a Stronger Sales Team
- Tuesday, May 5, 2020 • 2:00 PM ET
Growing Business in a Challenging Market
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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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