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BLOG ROUNDUP FROM THE SELLING POWER BLOG Insight Is the Cornerstone of Conversational Sales


KEN VALLA PRESIDENT & CO-FOUNDER THE VALLA GROUP


Perhaps you’ve heard the old saying, “This product sells itself.” Unfortunately, B2B products don’t sell themselves, and enterprise selling efforts often fall flat precisely because salespeople over-emphasize product-focused sales interactions. Thus, the reason most customers do not want to meet with salespeople during the early stage of a buying process: Sellers don’t bring value to the conversation! At a foundational level, salespeople create value when they share insights that cause buyers to rethink their approach to key business challenges. Doing this goes a long way toward earning the right to influence your buyer’s decision-making process. Read More >


FROM THE SELLING POWER BLOG Overcoming Three Common Mistakes in Virtual Selling BEN TAYLOR


CONTENT MARKETING MANAGER RICHARDSON


As more businesses embrace virtual selling, an imbalance is beginning to occur: Sales professionals are becoming fixated on form (how material is presented) rather than content (what the material says). As more selling conversations unfold in a virtual setting, the form of the communica- tion is commanding an outsized role at the expense of content. As a result, many sales professionals have embraced the look of selling rather than the logic of selling. This trend may be leading to a norm in which the medium, rather than the message, drives the sales process. Read More >


FROM THE SELLING POWER BLOG Winning Traits of Best-in-Class Virtual Sellers


JUSTIN ZAPPULLA MANAGING PARTNER JANEK PERFORMANCE GROUP


The foundations of sales – engaging clients, understanding needs, providing solutions, and building relationships – are the same whether selling face-to-face or virtually. How- ever, sales pros should be mindful of some key differences. More than anything, virtual selling requires sales pros to be flexible. Whether it’s scheduling virtual meetings with four decision makers in three time zones, losing audio during an important question, or a persistently playful cat perched on your shoulder, best-in-class sales pros must bring it all together. Here are several traits sales pros can utilize to get the most from selling virtually. Read More >


SELLING POWER MARCH/APRIL 2021 | 17 © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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