INTRODUCTION


Dear Reader, Why did we create this issue about success in a turbulent world?


Because B2B companies in every industry face turbulence. Economic headwinds are stirring doubt about the future. Budgets are being level-set or cut. Purchasing decisions are delayed. B2B buyers have new expectations. Hybrid sales teams struggle to master new ways of selling.


No doubt all these factors will make 2023 challenging. But despite these uncertainties, sales leaders still have one thing in mind: growth.


This focused issue will guide you with six key strategies for profitability. You will: 1. Get best-in-class strategies for sales leaders in a downturn. 2. Understand how to future-proof your sales force and transform results in 2023. 3. Learn three ways to create resilience, build seller capabilities, and drive growth. 4. Leverage a scalable framework for giving sellers the tailored coaching they need. 5. See how the benefits of continuous learning can have an exponential impact on your business. 6. Be able to optimize tools, resources, and content for the greatest efficiency.


You may need to reset priorities and change selling behaviors that will ensure profitable growth. Preparing for change of this magnitude begins with your mindset—your mental habits, ability to appraise reality objectively, and think about your situation creatively.


Over a decade ago, we collaborated with the University of Massachusetts at Amherst to uncover the differences between average achievers (earning $100K a year) and very high achievers (earning over $1 million a year).


We found that very high achievers adopted a different thinking style to deal with their personal, social, and business challenges. As a result, they made more money, were more satisfied with their social lives, and felt happier about themselves and their achievements.


Based on the research, we gained a clearer understanding of what success is all about. It boils down to the right mindset, the best skills set and the most useful tool set.


When things go wrong, how does your mind respond? What thoughts do you create in moments of difficulty? Do you resort to blame (self or others)? Do you see your challenges as a burden or as an opportunity?


Earl Nightingale once said that the strangest secret is that we become what we think about. He discovered that successful people were able to see their goals clearly and they never lost their focus. They never lost their will to win, no matter what obstacle stood in the way.


If success is the result of thinking, what do your own thoughts tell you about success?


We hope you enjoy this special issue of Selling Power magazine and that it guides you to a successful 2023. We encourage you to share it with your entire sales team.


Gerhard Gschwandtner Founder & CEO Selling Power


Yuchun Lee


CEO & Co-founder Allego


Mark Magnacca


President & Co-founder Allego


SPECIAL EDITION 2023 SELLING POWER | ALLEGO.COM | 3 © 2023 SELLING POWER.


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