blog roundup FROM THE SELLING POWER BLOG
The Top Three Negative Mindsets about Selling MATTHEW POLLARD
FOUNDER MATTHEWPOLLARD. GURU
When it comes to business success, the ability to sell and self-promote is essential. In fact, it’s arguably the most important skill any person can acquire. Although today I’m known as The Rapid Growth Guy, I wasn’t a natural at sales. My suc- cess was achieved through hard work, dedication, and sound advice. I’ve found that there are at least seven self-destructive mindsets that hold salespeople back from succeeding. I’ll discuss all seven in detail at the Sales 2.0 Leadership Conference in Philadelphia on November 16, but here are more details about three of those mindsets and how to over- come them. Read More >
FROM THE SELLING POWER BLOG How to Capitalize on the Resignation of Your
Top Sales Performer MARCIA NEEDELS AND CASSIE ROSENGREN
CO-FOUNDERS DIGITAL KNACK
Imagine it’s Q3 and you’re the vice president of sales at a tech startup. The lean sales team you have built is finally gelling. The top performers are driving revenue and junior sellers are learning the ropes. Pricing, pitch, and product are aligning. That is when your top sales pro walks into your office and resigns. Maybe this person left for a reason out of your immediate control – an offer with higher base pay, relocation, career change, a new or better emerging solution, larger territory, or
a less commoditized product. Whatever the reason, if you can learn to adapt and stay on track when these (inevi- table) departures happen, your company has a lot to gain. But how? Read More >
FROM THE SELLING POWER BLOG
How to Lead a “Mindset” Transition with Your Salespeople NICK RINI
CEO SELLERATION
Sales leaders are constantly leading sales organizations through various transitions to address customer needs, navigate market conditions, overcome pricing pressures, and outdo the competition. Almost every one of those transitions requires a change in behav- ior to break habits – and establish new ones that support the mission. Whether trying to improve customer satisfaction scores or get salespeople to sell higher in the customer org chart, behavior change is the key factor to success. But how do sales leaders change behavior?
The answer is simple: Mindset Transformation (MT) – the process of changing the way people think about and view the mission. It’s the epiphany that causes us to make drastic behavior changes. How does it work? Read More >
8 | NOVEMBER 2015 SELLING POWER © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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