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AboutThe Selling Power Sales Leadership Blog showcases insights, ideas, advice about issues related to B2B sales and marketing. Posts are written by top-level sales and marketing leaders across all industries. The blog is run by the editors of Selling Power magazine and SellingPower.com. If you're interested in contributing, email email@example.com for details.
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By Jim Cathcart A plant in a small pot will grow only to the limits imposed by the pot. The roots cannot exceed its bounds and therefore the plant cannot access the needed nutrients; plus, there isn’t enough soil to … Continue reading
By Ted Dimbero Sales managers who oversee their own teams have a wide array of tools and techniques to boost revenues and performance – and the amount of information and advice on how to do this today is truly staggering. But … Continue reading
By Mark Donnolo Strategic sales account planning has created more than its fair share of heartburn in sales organizations. But it doesn’t have to. Account planning gets a lot of attention because it works, but it shouldn’t be overly complex … Continue reading
By Kevin F. Davis I have two simple questions for you: In your professional career, how many days of sales training do you think you received? How many days of sales management training have you received? (I don’t mean courses on … Continue reading
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
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
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
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
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
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