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Gerhard Gschwandtner
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As a sales manager, one of the biggest sources of your stress is probably the performance of your sales team. You are accountable for everything that happens on your watch. That means you need to start by attracting and hiring the right candidates. Here are some specific steps you can take to hire sales reps who burn brighter than the sun. Continue reading
Posted Jul 14, 2016 at Selling Power Blog
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Managing the sales pipeline is a critical aspect of managing team performance. If you were promoted from the field, you probably already know the sales pipeline holds information about pending sales opportunities and consists of various stages relating to the advancement of those opportunities. However, the salesperson’s relationship to the pipeline is materially different from that of a manager. Continue reading
Posted Jul 13, 2016 at Selling Power Blog
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Great sales coaches know who to coach, when to coach, and to what to coach. If you want to have a world-class selling organization, you must coach, no excuses allowed. Coaching in sales effectiveness is like coaching in any field where greatness is expected: it is imperative. The following six characteristics will set you on the right path to becoming a great coach. Continue reading
Posted Jul 12, 2016 at Selling Power Blog
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If you want to be a positive role model as a sales manager, you must practice the key traits of consistency, fairness, empowerment, courage, vision, and motivation. To be the best possible role model for your people, you should commit to all six. Let’s look at each of these in detail. Continue reading
Posted Jul 7, 2016 at Selling Power Blog
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All sales organizations have problems. Sales technologies or tools solve problems. Logic would seem to tell us that all we need to do is match a technology to a problem and voilà – problem solved! Yet, as every sales leader knows, this is not how it works. All too commonly, organizations apply technology in an effort to fix their pressing sales challenges but their expectations for it go unrealized. Why? Continue reading
Posted Jul 6, 2016 at Selling Power Blog
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Here are three keys that can help you keep your sales team motivated. Continue reading
Posted Jul 5, 2016 at Selling Power Blog
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Achieving growth, profitability, and fanatical customer loyalty are easier said than done at a time when digital technologies, data and analytics, and new coaching techniques are raising the competitive stakes. In this exclusive interview, Dennis Michalis, Global Vice President, Oracle Customer Experience, weighs in on how to build a high performance sales team by managing technology for efficiency, driving productivity, and inspiring greatness. Continue reading
Posted Jun 30, 2016 at Selling Power Blog
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With top salespeople regularly contributing four times the sales of the average salesperson, wouldn’t it be great if you could just duplicate them? Created using our mountain of research and data, our Top Performer Benchmark comes close. Continue reading
Posted Jun 29, 2016 at Selling Power Blog
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As many as 80 percent of managers believe they are good sales coaches. Most of them are wrong. Why? Typically, there are two barriers in the way. Continue reading
Posted Jun 23, 2016 at Selling Power Blog
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Today's guest post is by Daniil Karp, Marketing Lead at 6sense. Sales and marketing professionals today are frustrated by a lack of visibility into their campaigns and a lack of coordination of their efforts. The upcoming B2B ESP Summit on July 14 in San Francisco at The Four Seasons Hotel is focused on answering the question of how B2B marketing and sales professionals can connect, understand, and use their customer data to deliver marketing campaigns and sales alignment that builds pipeline and drives revenue. Whether you’re just beginning your data journey or are already leveraging advanced analytics and predictive modeling,... Continue reading
Posted Jun 22, 2016 at Selling Power Blog
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What separates the great speakers from those who are immediately forgettable? Here are several general presentation best practices I’ve observed at B2B sales events (like Dreamforce and the Sales 2.0 Conference) over the years, as well as specific best practices from some of my favorite speakers and presentations. Continue reading
Posted Jun 21, 2016 at Selling Power Blog
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Sales coaching is about helping, supporting, monitoring, and facilitating. It’s not about telling salespeople what to do. If you get salespeople invested in coaching outcomes, they’re more likely to take initiative to change their behavior and see results. Continue reading
Posted Jun 15, 2016 at Selling Power Blog
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There’s often a huge difference between the person you interview and the person you hire as your new sales rep. Following are three candidates who may surprise you once they’re on the payroll. Continue reading
Posted Jun 14, 2016 at Selling Power Blog
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Asking salespeople to change their work habits, behaviors, and attitude is one of the toughest things managers face. Even when change is charging at us at breakneck speed, we can’t expect salespeople to instantly change – mainly because of these common reasons. Continue reading
Posted Jun 9, 2016 at Selling Power Blog
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Why is analytics so important to sales compensation? Consider its possible impact in three different areas: designing incentive plans for maximum impact, paying people in an accurate and timely manner, and attracting and retaining the best talent. Continue reading
Posted Jun 8, 2016 at Selling Power Blog
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The definition and measurement of success are personal, and depend on the context and point of view for each individual. There needs to be an emotional component for success to be meaningful. A core concept of our training is that there must be balance of all three elements of the Success Triangle – a person’s behaviors, attitudes, and techniques – in order to achieve meaningful, lasting success. Continue reading
Posted Jun 3, 2016 at Selling Power Blog
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Big data is lowering the barrier between the two functions, contributing to better marketing and sales performance. Done right, it can bring the two together as soul mates. Here are three key steps for using data to sharpen marketing and sales results. Continue reading
Posted Jun 1, 2016 at Selling Power Blog
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Anyone who has heard me speak recently knows my passion for helping sales professionals ditch negativity and cultivate a winning mindset. The right mindset will not just help your sales grow. It will also help you succeed in all areas of life. There are actual, scientific benefits to changing your brain patterns to embrace positivity. I spoke about some of these at the Sales 2.0 Conference in Boston on May 2nd. Just a few of these benefits include: Continue reading
Posted May 27, 2016 at Selling Power Blog
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I've taken some of the lowest performing teams to the top of nationwide rankings and can show you how to do the same. Here are a few tips that will help you drive top results. Continue reading
Posted May 25, 2016 at Selling Power Blog
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What many sales managers fail to understand about sales training is that it must be a continual process – not a one-time event. Otherwise, new skills simply don’t turn into permanent behaviors. And that’s a waste of training time. Continue reading
Posted May 24, 2016 at Selling Power Blog
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To transcend the daily grind, sales managers need to learn to focus on five key factors that drive success in a sales organization. Managers who learn the systems, processes, skills, and techniques associated with these five key factors are what we refer to as high-impact sales managers. Continue reading
Posted May 18, 2016 at Selling Power Blog
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When the economy weakens, delighting customers needs to be the main focus of your business. Cultivating customer happiness requires structural changes in the entire organization, not just cheerleading – your business needs to be built in such a way that sales and support teams have the tools they need at hand to boost customer success. Here’s my take on the steps needed to sharpen focus on customer success. Continue reading
Posted May 17, 2016 at Selling Power Blog
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Is it always easy to tell when a negotiation is happening? Maybe not. It’s the same way with sales coaching. It can’t be a spontaneous conversation – it seems to only work when both the sales manager and salesperson make specific time for the conversation and each get in the right mindset. Continue reading
Posted May 11, 2016 at Selling Power Blog
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We recently published the Richardson 2016 Selling Challenges Study, based on responses from over 400 sales professionals. Here are three major highlights from the study. Continue reading
Posted May 10, 2016 at Selling Power Blog
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When your sales team is falling behind on certain selling skills, be sure your sales training efforts are designed with the right reasons and goals in mind. Continue reading
Posted May 5, 2016 at Selling Power Blog