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Gerhard Gschwandtner
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Today’s buying environment is quickly separating great B2B sellers from those who are merely adequate. To remain competitive, sellers must bring a renewed focus on collaboration in the sales process. A collaborative approach drives results unseen elsewhere because it keeps the focus on solving challenges specific to the customer. There are three actions sellers can take to become more collaborative in selling. Continue reading
Posted 4 days ago at Selling Power Blog
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We’ve all seen the inspirational posters that tell us to imagine success. They may seem trite or overly simple, but the truth is that many of the top people of their fields use visualization techniques as part of their road map to success. Continue reading
Posted 6 days ago at Selling Power Blog
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We want to be part of the solution – and the success of SDRs. So, given that our experience and focus at Boardroom Insiders is on C-suite selling, here are five tips for SDRs charged with prospecting in the C-suite. Continue reading
Posted Oct 11, 2017 at Selling Power Blog
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Everybody fails at something. Failure is how we learn. People who achieve a great deal fail at many things. Recognizing failure as a potentially positive experience gives you a new freedom: the freedom to try new things, be more creative, and stretch outside your comfort zone. Continue reading
Posted Oct 9, 2017 at Selling Power Blog
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Want to know the 13 words and phrases that will drop your conversion rates? The data science team at Gong.io used AI to analyze 519,000-plus B2B sales call recordings from SaaS companies. The technology transcribed all the calls, speaker-separated them, and analyzed them using machine learning and natural language processing. Continue reading
Posted Oct 4, 2017 at Selling Power Blog
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As with many highly successful people, Bill McDermott chooses to feel gratitude about his setback, rather than feeling sorry for himself, or depressed. Although surely the recovery process has had dark moments, nothing could dampen his love of life and people. This is a winning mindset. Continue reading
Posted Oct 2, 2017 at Selling Power Blog
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While not paying attention to your clients’ needs will cost you, salespeople who burn the candle at both ends may actually cost you more. Research has consistently shown that planned downtime and vacations actually increase, not decrease, overall productivity. In some studies, there was a whopping 82 percent boost in productivity. Continue reading
Posted Sep 27, 2017 at Selling Power Blog
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The fact is, most salespeople I have dealt with (I’ve got 25-plus years of B2B buying experience) do not do these three things. They may do one or two, but rarely all three. If you do them all, you’ll make more sales and keep customers longer. Continue reading
Posted Sep 25, 2017 at Selling Power Blog
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Leading an effective B2B sales team is less about managing productivity and more about managing mentality. The question is: How are we as sales leaders investing in the culture of our department in a way that fosters healthy mindsets and inspires high performance? Continue reading
Posted Sep 20, 2017 at Selling Power Blog
We all have a constant inner monologue happening inside our heads. Most people pay little to no attention to this monologue. However, it is often a key factor that is sabotaging your ability to achieve success. Continue reading
Posted Sep 18, 2017 at Selling Power Blog
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Why is a successful transition from seller to sales manager so elusive for nearly every first-time manager? Unfortunately, organizations themselves are to blame. They exert pressure on the manager from every direction. Demands on sales managers come from the following areas. Continue reading
Posted Sep 13, 2017 at Selling Power Blog
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In a world where reducing customer defection by just 5 percent can increase profit from 25 to 80 percent (Salesforce State of Sales Report, 2016), anticipating your customers’ need is not only good business, it is essential to your bottom line. Geo-productivity software, which is available on mobile devices and online, combines predictive analytics, data, and map-based route planning to help you do just that. Continue reading
Posted Sep 11, 2017 at Selling Power Blog
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What does Uber or Amazon have to do with B2B sales? Well, everything, because technology and innovation can eliminate dead space in a hurry. This is where sales professionals and leaders must look forward, assess the playing field, and pro-act (vs. re-act) to avoid being “Amazoned” out of a career. The key is understanding your unique value proposition as well as those customer needs that simply cannot be met by technology or a substitute process. Continue reading
Posted Sep 6, 2017 at Selling Power Blog
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In the 20 years I have been working with salespeople, my research indicates well over 85 percent know of SMART goals, originally defined by Zig Ziglar about 50 years ago. My guess, based on listening to his presentations and reading his books, is that Ziglar probably had at least seven important but unstated criteria for SMART sales goals. Continue reading
Posted Sep 4, 2017 at Selling Power Blog
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Personalization grabs attention and can be very useful when your mission is to make contact with an account or prospect. Personalization can be a powerful tool, but it can also backfire terribly if not used correctly. When I first started using it in direct response letters, the challenge was to make it read naturally, as though it had been written to a friend. Continue reading
Posted Aug 30, 2017 at Selling Power Blog
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Today’s post is by Sherri Sklar, CEO of GrowthTera, a consulting firm that helps organizations accelerate growth by elevating their performance to WOW. Hear her present “Sales Planning: Strategies that Leave Your Competition in the Dust” live at the Sales 3.0 Conference in Las Vegas on September 18 and 19. Recently a sales leader asked me for some advice about selling business outcomes versus solutions: Dear Sherri: A customer is angry because she says her company is not receiving the perceived benefits of the solution we sold them. She said that, although we were very good at showing them how... Continue reading
Posted Aug 28, 2017 at Selling Power Blog
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Demanding careers and ever-shifting needs in our professional lives can create figurative skirmishes that can be quite daunting and get in the way of success. From insane turnaround times to sales meetings and paperwork blizzards, distractions and dilemmas can seriously derail your focus – clogging the wheels of your mental machine. Successful people know that strong mental habits can make all the difference. Here are some tips to help you go farther and fly higher. Continue reading
Posted Aug 23, 2017 at Selling Power Blog
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Here’s the story of a company that wasted $90 million on a CRM system that they never successfully deployed. Plus, you’ll learn two critical takeaways from this epic failure. Continue reading
Posted Aug 21, 2017 at Selling Power Blog
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Social selling is required to remain competitive in a vastly-changing world where people, processes, places, and things are – in some way – connected digitally. These changes have led to a significant shift in B2B buying behavior, where customers no longer need to speak to a vendor to solve a problem. Continue reading
Posted Aug 16, 2017 at Selling Power Blog
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Creating new sales opportunities within accounts can be daunting. The fact is, it is relatively simple: it’s all about developing and sharing ideas with your contacts while helping their business and personal interests. Simple to state, perhaps, but the execution can be a challenge. The good news is that there is a simple way of doing this: the “hotlist.” Continue reading
Posted Aug 14, 2017 at Selling Power Blog
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We’ve heard for decades that coffee is for closers, right? Not anymore. That’s old school. Today, you make 20 outbound dials before you even get someone on the phone. That guy who filled out the lead form is never the actual decision maker, and it’s a 50-50 shot if the contact info is right. Are you feeling me, here? Continue reading
Posted Aug 9, 2017 at Selling Power Blog
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Writing RFPs and proposals has long been considered a tedious and manual process. Thanks to advances in technology, though, this is changing. Businesses are embracing proposal automation software due to its proven ability to speed up the RFP and proposal process – by at least 50 percent, according to a recent Qvidian-commissioned, independent survey. Continue reading
Posted Aug 7, 2017 at Selling Power Blog
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Salespeople in recent times have been under a mandate to always be challenging the customer. And that’s a fine piece of advice when you’re trying to acquire new business – a disruptive perspective is essential to overcoming buyer inertia. But it’s very bad advice when you’re trying to keep your customers and get them to pay more. Continue reading
Posted Aug 2, 2017 at Selling Power Blog
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No sales process can be considered a one-size-fits-all solution. Yes, you want to provide a consistent and repeatable process for your salespeople, but it should never override the buying signals of your buyer – nor should your rep ever abdicate good ol’ common sense. Continue reading
Posted Jul 31, 2017 at Selling Power Blog
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Many people climb into their cars every day to commute to a job they hate, just so they can afford a beautiful home they never actually enjoy because they are so busy paying for it. While a balanced life might seem difficult to manage, it is not impossible. It does, however, mean making life choices that fit your needs and goals. Continue reading
Posted Jul 26, 2017 at Selling Power Blog