Author Archives: Selling Power Admin

How to Amplify Your Connections with Customers

By Jim Cathcart Garth Brooks is the number two best-selling music artist of all time. By number of albums sold, he’s outsold Elvis, Michael Jackson, and even Neil Diamond! What does this have to do with sales leadership? He has … Continue reading

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Is Your Sales Presentation Suffering from Information Overload?

By Terri L. Sjodin In today’s competitive marketplace, a sales professional’s success often depends upon his or her ability to deliver a polished and persuasive presentation. Although salespeople spend a significant amount of their time verbally communicating, many suffer from … Continue reading

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How to Create More Accurate Sales Forecasts

By Rowan Tonkin All business leaders live in the future to some extent. They make forward-looking decisions based on market share projections, educated guesses about competitor strategies, and analysis of customer trends. Sales forecasts are a huge factor in decisions about … Continue reading

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Five Ways a Sales VP or Chief Revenue Officer Can Get Fired

By Jim Lochry As most VPs of sales and chief revenue officers know, the mortality rate is quite high for those who take on ownership of meeting an organization’s top-line revenue. The job security of a VP of sales is … Continue reading

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New Survey Shows How to Develop Excellent Sales Managers

By Norman Behar When speaking to clients, I often make the point that sales success is highly correlated to the effectiveness of their frontline sales managers – those who have day-to-day responsibility for managing the sales teams. These responsibilities typically include … Continue reading

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Why You Need Strong Customer Relationships More than Ever

By Sharon Gillenwater You’re in sales. You’ve got a product to sell. Boom. Done. Then on to the next deal. Your technique? You use the sales enablement tools on which your company has spent millions to help you be more … Continue reading

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Seven Things All Good Sales Leaders Must Do

By Jim Cathcart People love to follow leaders who know where they are going and who care about their followers. Even those who consider themselves to be leaders are usually willing to follow others who seem focused and collaborative. What … Continue reading

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How to Raise the Performance of Your Sales Managers

By Kevin F. Davis First, a disclaimer: I was a sales manager myself for many years, and think it is one of the most critical jobs in any company. It is also one of the most demanding. And having consulted … Continue reading

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Sales Coaching: A Proven Model for Delivering Feedback to Your Team

By Kevin Higgins Providing feedback to your team is a critical sales coaching discipline that must be delivered the right way to create an engaged and motivated team. In a recent survey of North American sales leaders, we at DoubleDigit … Continue reading

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The Best Way to Help Your Salespeople Learn

By Byron Matthews One of the most frequent complaints we hear from sales leaders is their teams don’t spend enough time actually selling. This is true – data backs it up. According to the 2016 Sales Performance Optimization Study from … Continue reading

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