BLOG ROUNDUP FROM THE SELLING POWER BLOG


How to Increase Your Odds of Selling Success


MARK SHONKA CO-FOUNDER IMPAX CORPORATION


DAN KOSCH CO-FOUNDER IMPAX CORPORATION


In selling, one of the greatest tools we can leverage is pas- sion. A key question to consider is, “Passion for what?” Many of us have passion for what we sell, and that’s good. However, not everyone will share this passion. Most people we sell to will not understand the ins and outs of our solutions well enough to develop a true passion for them. We, along with our competitors, have muddied the waters. All of us tell the customer that we are the best at what we do, and the customer comes to the conclusion that all of us are really good (and, therefore, pretty much the same). When that happens, they often look to the next common denominator – price – to create the next level of differentia- tion. Read More >


FROM THE SELLING POWER BLOG Four Simple Ways to Get Amazing Results from Sales Training


NORMAN BEHAR MANAGING DIRECTOR SALES READINESS GROUP


Companies often select and implement training programs without a clear focus on the training objectives. Given the number of competing priorities within sales organizations, sales training often gets thrown into the mix as a “we should also include sales training.” Generally, investing in training is a good thing – but the investment (in time, money, travel, etc.) is much more purposeful when tied to specific ways that will help the sales team better engage with customers. As sales organizations plan their sales training initiatives for 2020, here are my thoughts on the biggest drivers for success. Read More >


FROM THE SALES LEADERSHIP BLOG How Sellers Can Combine Storytelling and Data to Win BEN TAYLOR


CONTENT MARKETING MANAGER RICHARDSON


Many businesses collect lots of data. The problem is that these volumes of information rarely add up to anything meaningful or useful. In fact, 75 percent of CFOs and CIOs say they have trouble using the data to make decisions. Sales professionals have an opportunity (and an obligation) to leverage the value of data when selling to decision makers. What we’ve found is that data is necessary for legitimizing the solution, but a story is also necessary for promoting the solution. Success in selling belongs to the sales professional who can balance the role of analyst with storyteller. Doing so requires the ability to source, organize, and communicate data in a way that connects the solution to the challenge. Read More >


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