BLOG ROUNDUP FROM THE SELLING POWER BLOG


Sales Leaders, What’s Really Keeping You from Realizing Your Full Sales Revenue Potential?


LISA WICKLMAN SENIOR VICE PRESIDENT


When sales organizations turn in mediocre performances, there are always lots of reasons why. A couple of big deals that were expected to close are still hanging out there. A top producer left the company. A competitor rolled out a lower-cost solution. While things like these certainly may be contributing factors, the root cause of consis- tently sub-par performance is often none of these. It’s the 800-pound gorilla in the room that no one wants to acknowledge. It’s dread. Don’t let dread keep you from realizing the sales growth that can be achieved through


better, more consistent sales management practices. Don’t let anxiety about the frustra- tion of a few keep you from elevating the performance of the many. Read More >


FROM THE SELLING POWER BLOG Big Data for Small Business: What Can It Do for You?


ROY RASMUSSEN CO-AUTHOR PUBLISHING FOR PUBLICITY


Using big data for business intelligence (BI) applications is a common practice for compa- nies of all sizes. Approximately one out of five small businesses now use big data solu- tions for optimizing either their marketing effectiveness or their operational efficiency. This number is on track to grow as cloud and smartphone technology bring smaller companies access to the same big data resources available to larger enterprises with big budgets. As more small businesses use intelligence from big data to streamline their efficiency and leverage their marketing activity, they will find big data and BI increasingly relevant for unlocking growth opportunities and staying competitive. But what will this mean? What are the benefits? Read More >


FROM THE SALES LEADERSHIP BLOG How to Become a Great Sales Coach


A sales manager may well be the most talented sales professional on the team, but can they transfer that greatness into the hearts and minds of their team members? Research has shown that effective coaching is part quantity and part quality – and bet-


KEVIN F. DAVIS


FOUNDER & PRESIDENT TOPLINE LEADERSHIP


ter coaching is a matter of focusing on actions you can take that will do the most to help your reps improve in the long run, not just win one deal. Great sales coaches focus their attention on the input side of the sales performance equation – the behaviors and activi- ties – not just the results. Here are three tips to get you started down that path. Read More >


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