BLOG ROUNDUP FROM THE SELLING POWER BLOG


Why (and How) to Take Your First Step toward Sales and Marketing Alignment


Sales and marketing alignment is a raging trend for B2B companies. Everyone from Mar- keto to the American Marketing Association to Oracle to Forbes is writing about it – and that’s just on the first page of search results! But the topic’s trendiness should be seen less as a sign of a fad and more as a sign of


TRACY EILER


CHIEF MARKETING OFFICER INSIDEVIEW


the growing importance of finding an edge against more savvy competitors and increas- ingly-intelligent buyers. The fact is misalignment causes companies to miss out on 19 percent faster revenue growth and 15 percent higher profitability, according to Sirius- Decisions, and can cost you 10 percent of your revenue, according to IDC, among many other negative effects. Read More >


FROM THE SELLING POWER BLOG Getting Reps to Quota: A GPS for New Sales Managers


Imagine being dropped into an unfamiliar landscape and told to lead a team to a prescribed destination – no map, no further instruction, and constant distractions and demands along the way.


MICHELLE VAZZANA FOUNDING PARTNER VANTAGE POINT PERFORMANCE


In most cases, this is what being a newly-promoted sales manager is like – high-performing sellers are plucked out of familiar roles and inserted into the manager’s position without any training. They are given a task of utmost importance – get their reps to quota – but little to no guidance. And they are expected to achieve it while dealing with an onslaught of unrelated requirements.


No wonder many sales managers burn out quickly. But here are three ways sales man- agers can become a GPS to their sales teams. Read More >


FROM THE SALES LEADERSHIP BLOG How to Think about Your Failures


DR. STAN BEECHAM SPORTS PSYCHOLOGIST AND AUTHOR


Most elite athletes – from golfers to gymnasts, placekickers, and baseball pitchers – tend to be very focused, disciplined, and perfectionistic. Their belief is that the desire to be “perfect” will end up making them better. Unfortunately, this is not always true. More often than not, the desire to be perfect actually hinders performance. When we try to be perfect, we assume success equals not making any mistakes, when, in fact, success is your response to the mistake. Facing adversity and defeat can help us work toward greater change in ourselves – meaning a great mistake can also be a great teacher. Here’s how to face your adversity to come out stronger on the other side of it. Read More >


SELLING POWER JANUARY 2017 | 13 © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32