By Jeff Kalter Here’s a statistic you’ve probably heard before: “57% of the purchase decision is complete before a customer even calls a supplier,” (CEB). One Statistic Should Not Drive Y...
By Ed Shineman Sometimes, hard-and-fast rules for inside sales teams can get in the way of doing what’s best for customers and sales results. Here are some traditional inside sales dogmas that ...
By Jamie Crosbie As they say, looks can be deceiving. As it turns out, actions may be a little suspect, too – at least when it comes to buying and selling. Let’s pretend, for a moment, that ...
By Ben Taylor Many businesses collect lots of data. The problem is that these volumes of information rarely add up to anything meaningful or useful. In fact, 75 percent of CFOs and CIOs say they...
By Melissa Di Donato Last month, International Women’s Day struck a chord around the globe and inspired countless conversations about women and their career paths. Millions of women worldwide ...
http://salesleadershipblog.sellingpower.com/2018/05/24/how-can-women-in-sales-close-the-gender-gap/
By Herman Dixon Sales managers can’t “push” success onto people. Rather, the best sales managers understand how to “pull” forth the hidden traits or abilities that lie deep within thei...
By Sharon Gillenwater From the time we’re quite young, we’re assured by the adults in our lives that there are no stupid questions. That may be true when we’re kids – when we need to deve...
By Todd Gracon Sales, like any form of persuasion, is an art. A smooth sales cycle is like a beautiful painting, where individual elements are brought together with masterful finesse. If even one...
By Jim Cathcart After years of your sales team seeing prospects as “fresh meat,” how do you cultivate a service-oriented mindset? Well, it’s not as complex as it might seem. It is not like ...
By Karyn Mullins You’re constantly outsourcing your energy. Every customer and salesperson who needs compassion, you’re always there for them. But filling up their tanks is draining and that ...