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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 firstname.lastname@example.org for details.
Author Archives: Sales Leadership Blog
By Donal Daly The “commit theory” of sales forecasting – in which salespeople commit that their deals are on track to close – is in need of improvement. The “commit paradigm” rarely delivers the expected results. One of the issues … Continue reading
All great sales leaders have big ideas. They also need the communication chops to convey those ideas to their team and gain buy-in for successful execution. Here are nine communication suggestions based on my 25 years of training and coaching sales leaders to greater levels of excellence. To hear more insight, join me at the Sales 2.0 Leadership Conference in Philadelphia on November 16th. Continue reading
A lot of sales leaders let old myths about hiring get in the way of finding superstar candidates.
The myths I’m talking about are based on the idea that certain characteristics or qualities can magically help you identify your next top performer … Continue reading
Often it’s difficult to realize and accept that changing your business approach could be beneficial or necessary – especially if your company is well-established and an industry leader.
Thanks to changing healthcare regulations and growing … Continue reading
Sales managers can use these four scenarios to better manage their team’s talent and help them sell more.
In this Q&A with Gerhard Gschwandtner, host of the upcoming Sales 2.0 Conference, (April 2-3 in San Francisco), we discuss how sales leaders are learning to adapt to the needs and expectations of today’s customer. We’re exclusively offering a … Continue reading
What is the number one problem that stands between your sales reps and prospects? Chances are that their sales messages fizzle in the marketplace. Prospects don’t know you, your company or your product; they don’t understand your message; a… Continue reading