BLOG ROUNDUP FROM THE SELLING POWER BLOG Sales Management Secret to Coaching Reps Like a Hero


JASON JORDAN FOUNDING PARTNER VANTAGE POINT PERFORMANCE


I have been trained many times in the strategies and skills of negotiation – even tak- ing a full course in negotiation during graduate school. Consequently, I’m a decent negotiator. However, there is one thing about negotiating that has always flummoxed me, and it’s something that was never mentioned during any of my training. That is, how to know when you’re actually in a negotiation. Sometimes, it’s obvious. Sometimes, it’s not. And it’s the same way with sales coaching. Unless both parties know they’re in a coaching situation, it won’t be effec- tive. So how should you handle your sales coaching opportunities? Read More >


FROM THE SELLING POWER BLOG Top Three Insights from the Richardson Sales Training Survey


MEGHAN STEINER DIRECTOR OF MARKETING RICHARDSON SALES TRAINING


The Richardson 2016 Selling Challenges Study was recently released, based on responses from more than 400 sales professionals to questions about the entire sales process – ranging from prospecting through close. This study presents important data straight from the sales professional’s perspec- tive on what challenges the coming year holds. What did we find? Obstacles such as low pricing and creating value are not unique to your own market niche, but are endemic to the entire sales industry. Here are three of the major highlights of what we uncovered through the study. Read More >


FROM THE SALES LEADERSHIP BLOG


Imagineering: How to Turn Your Dreams of Sales Success into Reality


MICHAEL MICHALKO AUTHOR


Walt Disney was a high school dropout who was fired from his first job on a newspaper because he lacked imagination. Over the next few years, he suffered several business disas- ters and bankruptcy. But he overcame his challenges by using his imagination to create an entertainment empire that has touched the hearts, minds, and emotions of all of us. I learned imagineering from Walt Disney. The term “imagineering” combines the


words “imagination” and “engineering” and basically means engineering your dreams and fantasies into something realistic and possible. Imagineering helped Walt Disney transform the dreams, fantasies, and wishes of his imagination into concrete reality. How can you use the principles of imagineering in your own company? Read More >


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