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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.
Category Archives: Sales Leaders
Great leaders don’t fail less than the rest of us. The truth is, they fail frequently, but successful leaders learn to see failure in a positive light. According to Patti Johnson, author of Make Waves: Be the One to Start … Continue reading
If you’re interested in moving up to a higher position in your organization, prove you can think strategically — beyond quota — toward the good of the company as a whole. Use these tips to get started. Find effective strategies. Vision is … Continue reading
By Kevin Warren, president of strategic growth initiatives at Xerox. Meet him on March 10 at the Sales 2.0 Conference in Philadelphia, where he will share more insight about sales-leadership success and personal brands. Jay-Z is one of my favorite performers, and he knows … Continue reading
L.L. Bean was born in 1912, when Leon L. Bean (who was orphaned at age 12 and left school after completing the eighth grade) designed his own boot with a leather upper and rubber bottom. According to company legend, the … Continue reading
All sales leaders want to motivate reps to high levels of performance and retain their top earners. What’s the secret to success in these areas? To find out, you might start by asking sales reps what they want in exchange … Continue reading
According to Dr. Herb Greenberg, founder of Caliper Corporation, great leaders are not motivated by money. This is just one of the conclusions Dr. Greenberg drew from his extensive research on the qualities and characteristics that make great leaders, which … Continue reading
What Warren Buffet said to Anne Mulcahy when she first started at Xerox. Continue reading
Ask sales leaders what they want as a result of a sales training program and most will say increased sales. But sales training can’t directly increase sales; it can only change behaviors. 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
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