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.
Tag Archives: sales success
This week Inc.com announced that bad managers cost the economy $360 billion in lost productivity annually. Hopefully, your sales managers aren’t making any personal contributions to this statistic. Either way, we thought it couldn’t hurt to assemble some collective insight for better … 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
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
The Harvard Business Review article, “Selling is Not About Relationships,” (the title is misleading) categorizes sales people into 5 buckets:
Relationship Builders focus on developing strong personal and professional relationships and advocates across… Continue reading
As a sales manager and leader, are you measuring the right metrics for sales success?
At Vantage Point Performance, we recently wrote a book based on a groundbreaking research study we conducted about the metrics that leading sales forces are using to … Continue reading
There are four very basic sales management questions that a great front line or senior sales leader should be able to answer “yes” to:
1) Do your people trust you?
2) Do they have clarity on overall strategy?
3) Do you make yourself available to them?
… Continue reading
Are great salespeople born, or made? With today’s advanced scientific sales analytics and measurement tools, sales managers can actually find out.
First, behavioral assessments give sales managers insight into a salesperson’s nature and psy… Continue reading
When I first got into marketing over a decade ago, the landscape was much different than it is today. Marketing and sales typically worked independently from one another; marketing managed things like trade shows and print collateral (wi… Continue reading