Author Archives: Selling Power Admin

Why Sales Cannot Afford to Ignore the Early Part of the Buying Cycle

By Jeff Kalter Here’s a statistic you’ve probably heard before: “57% of the purchase decision is complete before a customer even calls a supplier,” (CEB). One Statistic Should Not Drive Your Sales Model Marketing automation platforms, content marketers, and more … Continue reading

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Four Inside Sales Rules That Beg to Be Broken

By Ed Shineman Sometimes, hard-and-fast rules for inside sales teams can get in the way of doing what’s best for customers and sales results. Here are some traditional inside sales dogmas that are worth challenging based on real case examples … Continue reading

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Mindset Training: Crush It with Emotional Selling

By Jamie Crosbie As they say, looks can be deceiving. As it turns out, actions may be a little suspect, too – at least when it comes to buying and selling. Let’s pretend, for a moment, that you bought a doughnut … Continue reading

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How Sellers Can Combine Storytelling and Data to Win

By Ben Taylor Many businesses collect lots of data. The problem is that these volumes of information rarely add up to anything meaningful or useful. In fact, 75 percent of CFOs and CIOs say they have trouble using the data to … Continue reading

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How Can Women in Sales Close the Gender Gap?

By Melissa Di Donato Last month, International Women’s Day struck a chord around the globe and inspired countless conversations about women and their career paths. Millions of women worldwide participated in rallies and protests, including female workers in Spain who organized … Continue reading

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Five Tips to Uncover Greatness in Your Sales Team

By Herman Dixon Sales managers can’t “push” success onto people. Rather, the best sales managers understand how to “pull” forth the hidden traits or abilities that lie deep within their salespeople. Here are five action-oriented management tips you can use to … Continue reading

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There Are No Stupid Questions in Selling. Actually, There Are Plenty.

By Sharon Gillenwater From the time we’re quite young, we’re assured by the adults in our lives that there are no stupid questions. That may be true when we’re kids – when we need to develop the confidence to ask … Continue reading

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Mastering the Art (and Science) of Sales with Emerging Technology

By Todd Gracon Sales, like any form of persuasion, is an art. A smooth sales cycle is like a beautiful painting, where individual elements are brought together with masterful finesse. If even one element is out of place or poorly … Continue reading

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How to Sell a Service Mindset to Carnivore Salespeople

By Jim Cathcart After years of your sales team seeing prospects as “fresh meat,” how do you cultivate a service-oriented mindset? Well, it’s not as complex as it might seem. It is not like getting lions to become vegetarians. Instead, … Continue reading

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Compassion Fatigue: It’s Here, It’s Real, and It’s Hurting Your Sales Game

By Karyn Mullins You’re constantly outsourcing your energy. Every customer and salesperson who needs compassion, you’re always there for them. But filling up their tanks is draining and that can quickly attack your team’s sales numbers. Believe it or not, … Continue reading

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