Author Archives: Selling Power Admin

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

Posted in: Sales Training | Comments Off on Deliver Sales Training Where Your Salespeople Are

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

Posted in: Presentations, Selling Skills | Comments Off on Five Mistakes You’re Making with Your Sales Proposals

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

Posted in: Sales Leadership | Comments Off on Should Sales Leaders Swoop in to Save the Deal?

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

Posted in: Sales Compensation | Comments Off on How to Really Motivate and Incentivize Salespeople

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

Posted in: Sales Leadership | Comments Off on Improve Your Sales Performance with These Team-Building Activities

Sales Leadership in The Age of Anxiety

By Adrian Davis Sales leaders are conducting business in a unique environment of rapid change and immense risk. We face complex national and international challenges. Predictability provides peace of mind, whereas uncertainty creates anxiety – and ours is an uncertain … Continue reading

Posted in: Sales Leadership | Comments Off on Sales Leadership in The Age of Anxiety

Teaching Sales Warriors New Tips: How to Train Seasoned Salespeople

By Shari Levitin Many salespeople speak about sales through the language of warfare. To them, the idea of a warrior suggests power and conquest. They skirmish with customers, fight for leads, and talk about losing the battle but winning the … Continue reading

Posted in: Sales Leadership | Comments Off on Teaching Sales Warriors New Tips: How to Train Seasoned Salespeople

How to Find Your Sales Presentation Persona

By Scott Schwertly  I have been studying the public speaking styles of famous politicians and business leaders for over a decade. I have studied magnetic ones. I have studied terrible ones. But I have never seen someone as intriguing as the 16th … Continue reading

Posted in: Selling Skills | Comments Off on How to Find Your Sales Presentation Persona

Advice for a Sales Leader: How to Gain Control of Your Sales Pipeline and Forecast

By Sherri Sklar Recently I received the following email from a VP of Sales, asking for advice about his sales pipeline and sales forecast. Dear Sherri, I’m a Sales VP, it’s mid-March, and I’m sweating the end of quarter. Truth is, … Continue reading

Posted in: Sales Leadership | Comments Off on Advice for a Sales Leader: How to Gain Control of Your Sales Pipeline and Forecast

The Only Power Source that Really Matters in Your Company

By Jim Cathcart In a speech years ago to the executive team of Wal-Mart at their Bentonville, AR, headquarters – after meeting Sam Walton himself in the hallway – I explored the concept of where power comes from in an … Continue reading

Posted in: Sales Leadership | Comments Off on The Only Power Source that Really Matters in Your Company