BLOG ROUNDUP FROM THE SALES 3.0 CONFERENCE BLOG Make the Most of Your Professional Network to Win


According to Ed Wallace, author of Relationship Capital, “Today, anything can be del- egated, automated, or outsourced – except relationships.” It’s true. Your network of professional relationships is worth considering every bit as much as the stock-market portfolio you’ve probably been tensely monitoring the past few months.


DAVID BAUDERS CEO SPARXIQ


The fact is, your relationship portfolio is similarly important to your wealth and health. Most professionals who reach a certain point in their career realize relatively few critical professional relationships impacted their career and their business. Not all relationships are created equal. Certain relationships are transformative and exponential in nature. Read More >


FROM THE SALES 3.0 CONFERENCE BLOG How to Avoid Selling Too Soon with Customers


LISA LEITCH SALES STRATEGIST TENEO RESULTS


Are your salespeople’s conversations focused on product and price? Or do they have a deeper purpose? Right now, these questions are especially critical for sales managers to ask. When sales- people feel pressure to sell in a tight economy or times of fear and crisis, they can some- times go overboard trying to land deals quickly. This leads them to abandon anything they’ve learned about consultative selling and instead go for the quick close. Let’s look at an example scenario – one I commonly see among the sales teams I work with. Read More >


FROM THE SELLING POWER BLOG How to Equip Your Team for Virtual Selling BEN TAYLOR


CONTENT MARKETING MANAGER RICHARDSON


Virtual selling requires more than a camera. Sales teams are discovering that virtual selling is different from executing normal sales conversations in front of a screen. They are learning that being effective over video re- quires more than simply transferring in-person selling skills to a video interface. Understanding these new skills is critical because virtual selling isn’t temporary; it will become an accepted method of business as selling organizations become accustomed to the time and money saved with an approach that doesn’t require travel or logistical burdens. Let’s look at the top selling skills salespeople need to move sales forward and close deals while working remotely. Read More >


10 | SEPTEMBER/OCTOBER 2020 SELLING POWER © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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