BLOG ROUNDUP FROM THE SELLING POWER BLOG


Diversity and Inclusion Within Sales Forces Survey Findings Show Plenty of Room for Improvement


JEFF CAMPBELL COO


SELLING POWER


Back in 2021, LinkedIn commissioned Forrester Consulting to evaluate the benefits of having a diverse sales organization. The resulting evaluation led to their report “Diver- sity Drives Sales Success.” One of the key findings of the report was that 60% of their respondents indicated that diversity within their sales team had contributed to their teams’ success. As part of our DEI in Sales®


program, we at Selling Power sought to find out how


Forrester’s findings aligned with the way salespeople and sales leaders currently feel about the state of diversity and inclusion within their sales teams. What we found, however, was a mixed bag of data that indicated we still have a long way to go. Read More >


FROM THE SELLING POWER BLOG


How AI Can Build (and Destroy) Your Credibility as a Salesperson


C. LEE SMITH CEO


SALES FUEL


As a sales professional, you might be worried that AI is coming for your job. But do you know what might kill your career even faster? A lack of credibility in the eyes of buyers. Our research reveals that only one in four Americans view salespeople as credible in what they say and do. Witness recent trends in automotive shopping, for example. Automotive sales professionals have extremely low credibility levels, so vehicle buyers are using AI-based apps to guide their purchase decisions. For B2B purchasing, Gartner research shows that a third of all buyers prefer to engage in a salesperson-free buying experience. What does that mean for the future of sales? Read More >


FROM THE SELLING POWER BLOG Five Surprising Keys to Closing Deals Based on New Data


Everyone wants to close more deals in today’s marketplace. Our most recent study on selling gives fresh insight into exactly how to close more sales, more often. These brand- new sales tips are based on unprecedented sales data. In fact, we analyzed around 24,000 conversations. This showed us precisely how top- performing reps are behaving – and talking – to effectively close far more deals than everyone else.


MARC WAYSHARK FOUNDER


SALES INSIGHTS LABS Learn five keys to closing deals that might surprise you – all based on our new selling


research – from the pace of your speech, to the structure of your conversation with pros- pects, to ways of getting prospects to open up about their needs. Read More >


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