BLOG ROUNDUP FROM THE SELLING POWER BLOG Stop Wasting Your Time on Bad Sales Enablement Content


JULIANA STANCAMPIANO BUSINESS STRATEGIST


Through many conversations and client engagements – and being a salesperson myself – I often wondered what people were thinking when they were creating sales enable- ment “stuff” for salespeople. Not only was it long-winded and hard to find; it also wasn’t relevant, strategic, concise, or compelling. I stumbled around for a few years asking questions, being curious, and wanting to understand why this was the case – and who the stuff was supposed to be helping. It turns out most traditional sales training and enablement content wasn’t helping drive


more sales or engage with new or potential clients. Instead of creating “stuff” no sales- person can find – or that adds no value or is just plain boring – here are some questions to ask yourself about your sales enablement content. Read More >


FROM THE SELLING POWER BLOG Cutting through the BS of the RFP


I don’t know who invented the request for proposal (RFP), but it’s one of the biggest rackets in business today. A company sends out a vague document – often with no actual commitment to buy anything – and sits back while vendors fall all over themselves responding.


PAUL CHERRY FOUNDER


PERFORMANCE BASED RESULTS


Ultimate Sales Pros (USPs) don’t take RFPs seriously. They see RFPs for what they are: BS, smokescreens, and façades that buyers hide behind. That doesn’t mean USPs ignore the RFP. But they feel no obligation to follow rules they never agreed to. They only use it as a springboard for conversation.


Why did the company put together the RFP? What triggered it? With some direct questions, you can usually flush out the truth. Read More >


FROM THE SALES LEADERSHIP BLOG


Why Sales Cannot Afford to Ignore the Early Part of the Buying Cycle


JEFF KALTER CEO 3D2B


Here’s a statistic you’ve probably heard before. According to CEB, “57% of the purchase decision is complete before a customer even calls a supplier.” Marketing automation platforms, content marketers, and more cite this stat from CEB because it offers a strong rationale for using their marketing platforms and services. After all, marketing automation and content marketing both help in the early phase of the buy- ing cycle (and beyond). They do the hard work of capturing leads, warming them up with email nurturing, and scoring leads. Once a contact accumulates a high lead score, it’s finally time for sales to take action. But is that too late? In some cases, it may be. Read More >


SELLING POWER JANUARY 2019 | 17 © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45