BLOG ROUNDUP FROM THE SELLING POWER BLOG Sales Management Process: The Key to Effective Execution
MICHELLE VAZZANA FOUNDING PARTNER VANTAGE POINT PERFORMANCE
Sales leaders across the globe are worried about sales execution. They are so wor- ried that they are spending billions of dollars and countless hours formalizing the processes they want sellers to follow in order to take the guesswork out of field-level execution. It’s a smart investment: year after year, CSO Insights’ Sales Optimization Study finds that companies with more formal sales processes outperform companies with ad-hoc processes. This is not surprising given that an effective, widely executed pro- cess creates consistency and predictability in performance and results. Read More >
FROM THE SELLING POWER BLOG
Four Facts about the Reps Currently Winning the Selling Power President’s Club
ADAM HONIG
COFOUNDER & CEO SPIRO
Back when we launched the President’s Club, we knew it would be a great opportunity to gain some intriguing insights about the top salespeople in the country. We are very pleased that, to date, more than 1,500 salespeople (who are all using our personal sales assistant, Spiro, to help them close more deals) have joined the contest. These individuals are competing for $10,000 in prizes in three categories: gross bookings, deals won, and Spiro usage.
What do we know so far about the sales professionals who are currently in first place? Here are four facts based on emerging data. Read More >
FROM THE SALES LEADERSHIP BLOG
Are You Building Relationships with Those Who Hold the Purse Strings?
SHARON GILLENWATER FOUNDER &
EDITOR-IN-CHIEF BOARDROOM INSIDERS
A sale here. A sale there. Yep, that’s that seemingly impenetrable account you just can’t seem to grow. All salespeople have them. What’s the barrier? Well, it could be that the bigger deals elude you because you’re not selling to the people who have a bigger vision – and who hold the purse strings for those multimillion-dollar sales. Getting the C-suite on your side is one way to move the needle with those underpen- etrated accounts. When you develop personal relationships in the C-suite, you’re cultivat- ing action. These relationships open doors and facilitate your ability to close bigger deals faster. But how do you reach, engage, and nurture these relationships? Read More >
8 | MAY 2016 SELLING POWER © 2016 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