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BLOG ROUNDUP FROM THE SALES LEADERSHIP BLOG


Why Sales Cannot Afford to Ignore the Early Part of the Buying Cycle


JEFF KALTER CEO 3D2B


Here’s a statistic you’ve probably heard before: “57% of the purchase decision is complete before a customer even calls a supplier” (CEB). Marketing automation platforms, content marketers, and more cite this stat from CEB because it offers a strong rationale for using their marketing platforms and services. After all, marketing automation and content marketing both help in the early phase of the buying cycle (and beyond). They do the hard work of capturing leads, warming them up with email nurturing, and scoring leads. Once a contact accumulates a high lead score, it’s finally time for sales to take action. But is that too late? Read More >


FROM THE SELLING POWER BLOG When Considering Sales Training, Think like a Judge


Sales training is always one of the first things managers look to for increasing performance. But the number one reason managers are reluctant to invest in training is because they know that – four or five weeks after the trainer walks out of their classroom – salespeople go back to old habits. Studies show almost 80 percent of the value of training is lost within 90 days of its conclusion.


ERIC ESFAHANIAN CRO GRYPHON NETWORKS


It is no longer enough to conduct sales training to establish the process framework for salespeople. To achieve optimal sales effectiveness, you must use the “rule of three”: technology and sales coaching in addition to training will work together to make training actually valuable in the long term and drive results. Read More >


FROM THE SELLING POWER BLOG


How to Crush These Five Stubborn Barriers to Setting High-value Meetings


DEIDRE MOORE DIRECTOR, DEMAND GEN TIMETRADE


What exactly is a “high-value” meeting? For many sales professionals, this label is most commonly defined by the size and stra- tegic value of the company involved, while others will focus on the titles and roles of the people attending – specifically C-level decision makers. While both definitions are valid, I’d like to suggest another definition: A high-value meeting is any meeting that moves a deal or relationship forward – and, ideally, acceler- ates it – regardless of the company or the roles of the people involved. How do we overcome the barriers to setting more of these high-value meetings? Try these five tips. Read More >


SELLING POWER DECEMBER 2018 | 15 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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