Author Archives: Selling Power Admin

How to Unlock the Value of Inside Sales

By Ben Taylor People often say that any successful product design must be at least two of the following: fast, cheap, and reliable. An MIT scientist later upended this idea, suggesting that space exploration would be more successful if it were … Continue reading

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Let Us Say R.I.P to the RFP Process

By Dr. Roy Whitten and Scott Roy, Whitten & Roy Partnership The process variously called RFP, RFQ, RFI, etc., was developed in the late 18th century to create a cost-effective methodology for businesses to acquire manufacturing components. Today, when applied … Continue reading

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How to Have Difficult Conversations with Your Sales Reps

By Tim Rockwell Difficult conversations are part of any sales leader’s job. In fact, your ability to successfully execute them can either make or break your effectiveness as a leader. As a sales manager, you need to have confidence that you … Continue reading

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Three Ways B2B Sales Leaders Can Enable Channel Partner Success

By Jason Angelos In the search for growth, companies have undertaken significant steps to rapidly extend their indirect sales networks and engage new types of channel partners. But many firms have failed to underpin them with the capabilities and policies … Continue reading

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Five Mistakes That Can Sink Your Sales Kickoff

By Jim Ninivaggi Register now to hear Jim Ninivaggi speak at the Sales 3.0 Conference December 4 in Philadelphia, where he will present “Perpetual Sales Readiness: The New World of ‘Always On’ Learning for Sales.” Many companies are in planning … Continue reading

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Is Your Sales Rep Onboarding Program Broken?

By Lauren “LB” Bailey If you haven’t spent much time thinking about the rep new hire training program you provide, it’s time to start. Here’s the part where I scare you a bit. Hang with me here. The number one reason … Continue reading

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What Need Do You Fulfill for Your Customers?

By Jim Cathcart As needs emerge, so do opportunities. Will Rogers once said, “There is no shortage of work. There are fences to mend, crops to tend, and more. You may not get paid for doing it. But you won’t … Continue reading

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How to Design a Really Great Sales Comp Plan

By Mark Donnolo If you’ve ever been involved in designing a sales compensation plan, you’ve probably heard these questions: How much is the sales compensation plan going to cost us this year? Is this a good investment of our money? What … Continue reading

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This One Thing Will Be More Scarce than New B2B Sales Jobs

By Eric Esfahanian I was reading an article earlier today where a major bank CEO stated that a large percentage of bank employees will be replaced by robots “eventually.” This got me thinking about the impact on bankers and the … Continue reading

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How to Be Smart When Shopping for a Sales Intelligence Solution

By Sharon Gillenwater When it comes to sales intelligence and business “data” providers, buyer beware. What passes as company/executive “data,” “intelligence,” and “insight” is often so out of date and inaccurate that customers have to go out to the open … Continue reading

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