BLOG ROUNDUP FROM THE SALES LEADERSHIP BLOG Five Tips to Uncover Greatness in Your Sales Team


HERMAN DIXON PRESIDENT & CEO THINK BIG! COACHING AND TRAINING


Sales managers can’t “push” success onto people. Rather, the best sales managers under- stand how to “pull” forth the hidden traits or abilities that lie deep within their salespeople. Greatness comes in many forms and from many different avenues. It comes from “pull- ing” out the best of those involved so their individual strengths are most effectively uti- lized. It comes from doing simple actions well so better approaches can be developed. Greatness comes from overcoming the reliance on good – and thinking bigger possibili- ties. As poet, journalist, and novelist Anatole France said, “To accomplish great things, we must not only act, but also dream; not only plan, but also believe.” Here are five action-oriented management tips you can use to foster success among your sales team. Read More >


FROM THE SELLING POWER BLOG Is Your First Impression Advancing the Sale?


As the old chestnut says, you have only one chance to make a first impression. And, in today’s time-crunched business world, your first opportunity might be the only one you have to get further in the sales process – so you need to know how to impress right from the jump. A positive first impression sets the stage for building a fruitful, mutually beneficial


JUSTIN ZAPPULLA MANAGING PARTNER JANEK PERFORMANCE GROUP


relationship that progresses through the sales process and sales pipeline and continues even after the sale. These are the things you need to keep in mind to help you achieve your objectives. Read More >


FROM THE SELLING POWER BLOG


How to Close Business in a Complex World: Bring It in for a Landing


LANCE TYSON PRESIDENT & CEO TYSON GROUP


For sales professionals, there is perhaps no single word more enshrouded in mystery than “closing.” If you check out the descriptions for sales jobs, you’ll find that companies are always looking to hire closers. There’s a kind of mythology built around closing that implies a rarefied skill possessed by only a few elite salespeople. A few weeks ago, I was conducting sales training for a major NBA team. At the


break, one of the sales reps approached me and asked for some advice on how to become a better closer. I asked him to clarify what he meant by that, and he said, “I want to close more sales.” My response back to him was: “Are you also ready to lose more sales?” Read More >


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