BLOG ROUNDUP FROM THE SELLING POWER BLOG Why You Need a Great Mentor to Succeed in Sales
I’m thinking back on one of the conversations I recorded with Keith Krach early last year. Keith is the chairman of DocuSign and his track record of building highly successful com- panies is widely admired.
GERHARD GSCHWANDTNER FOUNDER
SELLING POWER
In this particular video, we talked about the importance of mentorship. As Keith put it, the world of business is primarily about friendships. At the end of the day, business is done on the basis of trusted relationships. This is important to remember right now. As technology starts to replace sale func- tions, the quality of human interactions will determine your level of success or failure in sales. Salespeople with highly developed selling skills – those who understand how to sell value in a consultative way – will have job security. Read More >
FROM THE SELLING POWER BLOG
What Is a Peak Performance Mindset? And How Can You Leverage It for Better Sales?
JAMIE CROSBY CEO AND FOUNDER PROACTIVATE
A lot of forward-thinking companies are turning to different forms of mindset training to improve their bottom line. Fortune 500 companies are using the lessons gleaned from neurolinguistic programming, neural, and behavioral sciences to help improve the way individuals think – and therefore act. Like a massive colony of ants, an organization thrives or fails based on thousands of moment-to-moment decisions, actions, and reac- tions. And it really all comes down to the way individuals think about themselves and their jobs.
What, exactly, is peak performance and mindset training? In a nutshell, a peak perfor- mance mindset is one in which your mind is functioning at its highest level. It is a way of isolating the mental habits that build success. Mindset training is actually based on solid (albeit leading-edge) science. Read More >
FROM THE SALES LEADERSHIP BLOG Let Us Say R.I.P. to the RFP Process
ROY WHITTEN AND SCOTT ROY FOUNDERS
WHITTEN & ROY PARTNERSHIP
The process variously called RFP, RFQ, RFI, etc., was developed in the late 18th century to create a cost-effective methodology for businesses to acquire manufacturing com- ponents. Today, when applied to purchases of complex goods and services, it drives a process of buying and selling that is fundamentally flawed. Anyone involved knows that the playing field is not really level (both businesses and suppliers “game” the system) and the process consumes valuable resources and gener- ates significant frustration. The greatest issue, however, is that it prevents the analysis of the problems to be solved that is required for effective selling and wise buying. If you want to start pushing back on this crazy system, here are some steps we and our clients have found helpful. Read More >
14 | FEBRUARY 2018 SELLING POWER © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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