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BLOG ROUNDUP FROM THE SELLING POWER BLOG The One Thing All Top Sales Methodologies Have in Common


SPIN Selling. NEAT Selling. SNAP Selling. CustomerCentric Selling. MEDDIC. The Challenger Sale. These are some of the most popular sales methodologies today. There are other models, of course. And you can be sure we’ll see new ones in the


future. But, at a high level, what they seem to have in common is this: Relationship and solution selling is out, and using actual customer insight to drive impactful business conversations is in.


SHARON GILLENWATER FOUNDER


BOARDROOM INSIDERS


What salespeople should be doing is diving deep into the heart of the customer’s is- sues – what do they care about, where are they going, and what’s standing in their way? Dig into any of the aforementioned sales methodologies and you’ll discover that success requires a fundamental understanding of each customer’s business. Read More >


FROM THE SELLING POWER BLOG Why Struggling in Sales Means You’re Winning


CHRISTINE HARRINGTON THE SAVVY SALES LADY


How many times have you told yourself sales is too hard or that you must be doing something wrong because you’re struggling to make sales? Here’s the truth: Your struggle – and even your deep sense of failure – are sure signs that you are growing. Struggle hurts. It can overwhelm you as you try to find the right way, the right words, and the right prospect. Remember, too, there’s no sense of failure or discomfort in mediocrity. By contrast, when you’re struggling, you are often fully conscious not of strength but of your weak- ness. Your weakness comes into full view; it no longer sits in the shadow. While others may be willing to give us second chances, often we will not give ourselves a second chance. Here’s why you should. Read More >


FROM THE SALES LEADERSHIP BLOG Your Most Valuable Selling Skill and Other Important Insights BEN TAYLOR


CONTENT MARKETING MANAGER RICHARDSON


Selling can be a complex process. Especially now. Not only is technology changing the way sellers interact and educate themselves and their buyers, but buyers themselves are changing. As a result, sales professionals must also change. With a refocus on the right selling skills, the strongest sales professionals stand to gain big in 2018. That’s why we asked sales professionals across industries what challenges they antici- pate this year. After receiving hundreds of responses, Richardson compiled our 2018 Sell- ing Challenges Study. The results provide a panoramic view of ground-level challenges in sales today. Here’s what we learned. Read More >


SELLING POWER JUNE 2018 | 23 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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