Author Archives: Selling Power Admin

Does Your Sales Compensation Plan Really Motivate the Team?

By Mark Donnolo Several years ago, I spent the day with Tony from Philly, riding along on his sales calls to various warehouses. I learned several things: In certain warehouses in Philly, managers keep revolvers behind their desks. In plain … Continue reading

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Imagineering: How to Turn Your Dreams of Sales Success into Reality

By Michael Michalko Walt Disney was a high school dropout who was fired from his first job on a newspaper because he lacked imagination. Over the next few years, he suffered several business disasters and bankruptcy. But he overcame his … Continue reading

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How to Get Better Results from Your Sales Compensation Plan

By Mark Donnolo Every December at one high-tech company in Dallas, the sales offices are a ghost town. No hustle and bustle, no sales calls, no people. The last two weeks of the year routinely slide into one long holiday. … Continue reading

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Seven Vital Questions You Need to Ask Your Reps Prior to Their Sales Calls

By Barrett Riddleberger A well-prepared sales rep always has a greater chance of landing a sale than those who aren’t. How should your sales reps prepare for a sales call? Start by asking them the right questions to get them thinking … Continue reading

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Are You Building Relationships with Those Who Hold the Purse Strings?

By Sharon Gillenwater A sale here. A sale there. Yep, that’s that seemingly impenetrable account you just can’t seem to grow. All salespeople have them. What’s the barrier? Well, it could be that the bigger deals elude you because you’re … Continue reading

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Using the Power of Attitude to Transform Sales Performance

By Scott Roy and Dr. Roy Whitten Mental attitude is critical to sales performance, yet we have found that most training programs barely scrape the surface of the subject. In today’s increasingly competitive business environment, training professionals are often tempted … Continue reading

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100 Days to a Winning Sales Culture

By John Turner Picture yourself in one of the following scenarios. You may even recognize one or all of these situations from personal experience: You were just promoted to lead your company’s sales team. You have switched companies and are … Continue reading

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The Personality Of A Perfect Salesperson

By Logan Strain Your success in sales is a direct result of your daily habits. It’s simply a matter of taking the right action, at the right time, in the right order, over and over again. But your actions are … Continue reading

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New Year’s Resolution: A Winning Sales Script

By Karen Tang As we begin 2016, some are predicting the death of the cold call. However, with more than 75 percent of senior executives reporting taking a meeting after a cold call, I have to disagree. Cold calls can … Continue reading

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How to Master the Negotiation Process

By Kim Dean Mastering the negotiation process is an ongoing challenge for sales professionals. Is the negotiation process different from the sales process? Yes, selling is the act of providing value through goods, services, and information/insights to address a customer’s challenges … Continue reading

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