BLOG ROUNDUP FROM THE SELLING POWER BLOG How to Create a Breakthrough in Your Prospecting
Imagine you were a master prospector. How many more sales could you make per month? I have asked participants in audiences all over the world, “Do you need to prospect
more?” Virtually every hand goes up in agreement. If salespeople know they should be prospecting more, though, why don’t they? The answer is obvious: fear of rejection. While coaching salespeople on dealing with fear of rejection, I became a good
ERIC LOFHOLM PRESIDENT & CEO ERIC LOFHOLM
INTERNATIONAL, INC.
prospecting coach. I kept prospecting and coaching others to prospect until one day I experienced a major breakthrough that allowed me to master the art of pros- pecting. Read More >
FROM THE SELLING POWER BLOG
Three Sales Coaching Tips to Inspire and Engage Your Sales Team
MARK COX
CEO & FOUNDER IN THE FUNNEL SALES COACHING
As sales managers, our main objective is to influence the future behavior of our sales teams to achieve sales targets. Period. This is done by setting high – but reasonable – expectations; providing guidance on how to achieve those expectations (e.g., sales playbooks, sales processes, strategies, and tools); and providing effective sales training (outsourced or in-house) to enable the team to achieve those expectations. Once these three foundational elements are in place, we need to actively manage our teams with a formal sales management cadence to effectively coach, motivate, and inspect the team. Though this may sound simple enough, there’s a catch. Read More >
FROM THE SELLING POWER BLOG Want to Grow Sales? Preparation Is the Key to Winning in Sales
The difference in competitive advantage between winning and losing a sale is often razor thin. How can you tip the scales in your favor? The answer is the P2P Ratio™
. What’s that?
TIM O’CONNOR PRESIDENT UPTREND PARTNERS
Consider a world-class athlete like Simone Biles, the top gymnast in the world. If Biles executes a world-championship floor routine in 90 seconds, this is her performance time – the numerator in the P2P Ratio. The denominator is preparation time. Biles practiced for many months to make her floor routine flawless. Clearly her preparation time is enor- mous in proportion to her performance time. What does this mean to us in sales? Read More >
16 | NOVEMBER/DECEMBER 2021 SELLING POWER © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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