Author Archives: Selling Power Admin

What Does 2018 Have in Store for Sales?

By Mark Magnacca The past few years have taught us the future is unsure and evolving pressures can create an unpredictable market. However, emerging trends and technologies can help sales teams prepare for these unexpected changes and help them craft … Continue reading

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Why It Doesn’t Really Matter Which Sales Process You Use

By Anthony Iannarino Recently, I wrote about the non-linear nature of what we traditionally call “the sales process” or “the buying process.” Over the past few years, the conversation has been around the need for salespeople to align these two concepts … Continue reading

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Seven Daily Habits to Quickly Crush Your Negative Thoughts

By Christine Harrington The late, great Jim Rohn said: “Motivation alone is not enough. If you have an idiot and you motivate him, now you have a motivated idiot.” Jim was right. Motivation can sometimes be just  a bandage – a … Continue reading

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Planning Your Sales Conversations with CIOs for 2018

By Sharon Gillenwater Earlier this month, Gartner unveiled its 2018 CIO Survey, which summarizes what is top of mind with CIOs moving into 2018. The respondents were 3,160 CIOs from 98 countries and all major industries, representing approximately $13 trillion … Continue reading

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How to Unlock the Value of Inside Sales

By Ben Taylor People often say that any successful product design must be at least two of the following: fast, cheap, and reliable. An MIT scientist later upended this idea, suggesting that space exploration would be more successful if it were … Continue reading

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Let Us Say R.I.P to the RFP Process

By Dr. Roy Whitten and Scott Roy, Whitten & Roy Partnership The process variously called RFP, RFQ, RFI, etc., was developed in the late 18th century to create a cost-effective methodology for businesses to acquire manufacturing components. Today, when applied … Continue reading

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How to Have Difficult Conversations with Your Sales Reps

By Tim Rockwell Difficult conversations are part of any sales leader’s job. In fact, your ability to successfully execute them can either make or break your effectiveness as a leader. As a sales manager, you need to have confidence that you … Continue reading

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Three Ways B2B Sales Leaders Can Enable Channel Partner Success

By Jason Angelos In the search for growth, companies have undertaken significant steps to rapidly extend their indirect sales networks and engage new types of channel partners. But many firms have failed to underpin them with the capabilities and policies … Continue reading

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Five Mistakes That Can Sink Your Sales Kickoff

By Jim Ninivaggi Register now to hear Jim Ninivaggi speak at the Sales 3.0 Conference December 4 in Philadelphia, where he will present “Perpetual Sales Readiness: The New World of ‘Always On’ Learning for Sales.” Many companies are in planning … Continue reading

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Is Your Sales Rep Onboarding Program Broken?

By Lauren “LB” Bailey If you haven’t spent much time thinking about the rep new hire training program you provide, it’s time to start. Here’s the part where I scare you a bit. Hang with me here. The number one reason … Continue reading

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