Author Archives: Selling Power Admin

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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Mindset Shifters: How to Get What You Really Want in Life

By Jim Cathcart Think of your mind as a transmission with multiple gears. Each gear is designed for a specific range of performance. First gear is for starting out; fifth gear is for highway cruising at higher speeds. This can … Continue reading

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Four Reasons You Need Account Planning for Sales Success

By Mark Donnolo Mike Barnes, executive vice president with Andrews Distributing – one of the largest beer distributors in the United States – knows the value of account planning. In April 2013, the company began following a structured account planning process. … Continue reading

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What You Need to Create a World-Class Customer Experience

By Amit Gautam When I meet with our clients or prospects, the problem definition is nearly always very broad. As an example, Brillio recently met with the business leader of a consumer durables company. He told us, in essence, “I … Continue reading

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How to Really Measure Your Sales Team’s Call Activity

By Eric Esfahanian The Pareto Principle – or the 80/20 Rule – is the concept that 80 percent of your effects are obtained by 20 percent of your causes. Your sales force probably proves out the concept as well: about … Continue reading

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Deliver Sales Training Where Your Salespeople Are

By Byron Matthews One constant in the life of a sales professional is change. Circumstances throughout the sales cycle change often, forcing salespeople to make quick decisions about the use of their time, their talent, and their resources. They make … Continue reading

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Five Mistakes You’re Making with Your Sales Proposals

By Adrian Davis If you’re like most sales leaders, you have a nagging feeling there is something wrong with the sales proposals your team sends to prospects and customers. You just don’t know where to start when it comes to … Continue reading

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Should Sales Leaders Swoop in to Save the Deal?

By Sherri Sklar Recently I received the following email from a VP of sales, asking for advice about how to bring out the best in his people: Dear Sherri: We have a relatively new team and I am noticing that the … Continue reading

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How to Really Motivate and Incentivize Salespeople

By Donald St. Clair The economics and shifting contexts related to motivating B2B salespeople are staggering. U.S. companies spend more than $800 billion each year on B2B sales force compensation, representing the single largest marketing expense.   According to a … Continue reading

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Improve Your Sales Performance with These Team-Building Activities

By Luke Talbot-Male Common practices and sales pitches nowadays are becoming ineffective because consumers have been overexposed to them over the years. To help the company achieve their sales goals, revising sales strategies sounds like a great plan – but … Continue reading

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