Author Archives: Selling Power Admin

How Customer Feedback Fits into Your B2B Sales Strategy

By Mark Donnolo Last year, I found myself on the phone, listening as an irate woman spelled out the reasons she would never consider using a particular technology company again. “It’s pretty damn expensive for a product that doesn’t work,” … Continue reading

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A Selling Shortcut: A Tip from 7 Secrets of Persuasion

By James C. Crimmins What if you could give people a reason to buy that is far more compelling than information or statistics? What if you could convey a wide range of positive attributes associated with your real estate property, … Continue reading

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How to Get Your Team to Sell Higher

By Julie Thomas Some questions I hear constantly from clients are: “How do our sales reps gain access to the executives they need to call on?” and “How do they prepare for success when they get there?” The reality is … Continue reading

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The Future of Your Sales and Marketing Organization

By Gerhard Gschwandtner What does the future hold for B2B sellers and marketers? In this Q&A, Gerhard Gschwandtner, publisher of Selling Power magazine, and Tiffani Bova, global, customer growth and innovation evangelist at Salesforce, discuss how technology is affecting sales and … Continue reading

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How to Think about Your Failures

By Stan Beecham Most elite athletes – from golfers to gymnasts, placekickers, and baseball pitchers – tend to be very focused, disciplined, and perfectionistic. Their belief is that the desire to be “perfect” will end up making them better. Unfortunately, … Continue reading

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Three Tips to Improve Your Sales Coaching Skills

By Julie Thomas One of the challenges managers wrestle with is how to drive higher performance consistently throughout their sales organization. How do you successfully coach your team to stay on top of its game when, the reality is, coaching takes … Continue reading

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Sales Management Advice for Turning Your B Players into A Players

By Jim Szafranski On most sales teams there are top performers and those who see only moderate success, but three standout strategies can help turn everyone into an A player. Implementing these sales management practices can seem intimidating – especially … Continue reading

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A Survival Guide for the Chief Revenue Officer: Your First 90 Days on the Job

By Russell Sachs With one in five Americans planning to change jobs this year, you soon may be one of millions who find yourself at a new company. For those in a high-pressure field like sales, making a move can … Continue reading

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What Did Sales Organizations Do BSE (Before Sales Enablement)?

By Jim Ninivaggi Prior to joining Brainshark, I had the good fortune to launch and run the sales enablement practice at research/advisory firm SiriusDecisions. Unlike other functions (such as marketing and finance) that have been around for decades, the sales enablement … Continue reading

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How to Get Peak Sales Performance Without Micro-Managing

By Jonathan Whistman I think it’s a universal truth: Nobody likes a micro-manager. Not even the one doing the “managing” likes to be called a micro-manager. You’ll typically hear the term used derisively to describe a manager who gets so … Continue reading

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