Blog Roundup FROM THE SELLING POWER BLOG


What Does Selling Mean to You? GERHARD GSCHWANDTNER


I have asked sales executives for their definition of “selling” many times, and have found that there are as many definitions of selling as there are stars in the sky. But take a moment to think about what the word “selling” means to you. Is the question important? How does the way we define selling change our approach to it? And is there a better approach? Read More >


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FROM THE SELLING POWER BLOG


Tips to Make Sales Coaching a Rewarding Experience NORMAN BEHAR


One of the primary reasons sales managers neglect to coach their sales reps is that they don’t know how. The good news is that most sales managers already have many of the skills and attributes they need to become great sales coaches. As part of the coaching process, sales managers will need to create (or, better yet, co-


CEO AND MANAGING DIRECTOR


SALES READINESS GROUP


create) coaching plans focused on specific selling skills, observe sales calls, and debrief following the call. Here are a few tips for each of these areas. Read More >


FROM THE SELLING POWER BLOG


Tooting Your Own Horn: A Sales Management Best Practice JASON JORDAN


FOUNDING PARTNER VANTAGE POINT PERFORMANCE


The role of a salesperson has always been fundamentally the same – to create value for customers. The nature of that “value” has changed over time – from a distribution channel in the 1800s, to a source of information in the 1900s, to a problem-solver in the 2000s. And, no matter how the profession of selling develops in the 21st century, a salesperson’s role will always be to provide some unique value for their customer – or else the buyer will find another vendor with which to transact at a lower cost. Read More >


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