Category Archives: Sales Leadership

Are Your Beliefs About Success Holding You Back?

By Jim Marshall One of the biggest obstacles to success for any sales executive is the “negative self-talk” that often results from the day-to-day realities of the profession: prospecting for new clients and customers, dealing with stalls and objections, inability … Continue reading

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Why Are B2B Buyers Leaving Your Website?

By Dianna Huff Whenever I’m considering a new business purchase, my standard operating procedure is to research alternative products or solutions online. In fact, I take months to make a decision because I spend the time to evaluate how the … Continue reading

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Learn How to Validate Your Salespeople in Four Easy Steps

After 25 years of interviewing thousands of people, what has billionaire media mogul Oprah Winfrey learned about human nature? Everyone wants to be validated. Here’s how sales leaders can validate their salespeople for better performance and motivation. Continue reading

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Three Things That Will Boost Your Brainstorming Meeting with Reps

By Lisa Gschwandtner As a sales leader, you want to welcome new ideas and innovation. Unfortunately, during meetings, many leaders can’t see past what Douglas Stone and Sheila Heen, coauthors of  Thanks for the Feedback: The Science and Art of … Continue reading

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How to Help Your Reps Stand Out on Sales Calls

By Lisa Earle McLeod Imagine two competing salespeople who are about to call on the same customer. Salesperson A is making his call at 10:00 a.m., and Salesperson B is making her call at 11:00 a.m. Before they go into … Continue reading

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3 Things You Need to Be a Predictive Sales Organization

Do you look into your revenue future and see uncertainty? If so, that might be because you’re still looking at backward-focused data rather than making predictions based on future-focused insight. Business Intelligence vs. Predictive Analytics As early as 2013, experts … Continue reading

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Six Tips to Enhance Your One-on-One Coaching Meetings with Salespeople

Which of the following statements best describes your opinion, as a sales leader, of one-on-one meetings? They’re the best way to stay connected to salespeople and drive pipeline opportunities forward. They’re a low-value activity and should be skipped when more … Continue reading

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How To View Failure and Roadblocks in a Positive Light

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

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Most Excellent Sales Leader: Claire Edmunds

This feature provides a snapshot of a successful B2B sales leader and his or her accomplishments. To submit a candidate for consideration, email lisa@sellingpower.com with the subject line “Most Excellent Sales Leader.”   Job title: Company founder and CEO Company: … Continue reading

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Four Things CEOs Need to Understand about Sales Management

By Gretchen Gordon The most productive, world-class organizations have dedicated sales managers, but not every CEO understands how to make the most of this very important role. Here are four things executives need to understand about the role of a … Continue reading

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