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Gerhard Gschwandtner
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These eight intrinsic motivators can help you maximize your sales results. Continue reading
Posted 4 days ago at Selling Power Blog
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One of the biggest mistakes I see in sales talent management is placing a good sales hire into the wrong sales role. Continue reading
Posted Nov 8, 2018 at Selling Power Blog
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Today’s post is by Michelle Vazzana, CEO and a founding partner at Vantage Point Performance, a leading global sales management training and development firm. She is co-author of Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Her newest book is Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance. Every year, the Florida State University (FSU) Sales Institute conducts a benchmarking survey to identify top priorities for their consortium of sales leaders. In 2018, replicating the performance of high performers was the number one focus area. Why? Because, in a world where quota requirements are... Continue reading
Posted Nov 7, 2018 at Selling Power Blog
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Is a trade show a waste of money? It doesn’t have to be. Just follow this three-step process. Continue reading
Posted Nov 6, 2018 at Selling Power Blog
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I have found that sales leaders often love the idea of online sales training as a reinforcement tool, but don’t fully utilize it. Continue reading
Posted Nov 5, 2018 at Selling Power Blog
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If you want to avoid investing in useless sales enablement content, here are some questions to ask yourself. Continue reading
Posted Oct 31, 2018 at Selling Power Blog
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In our integration work, we’ve found five common challenges sales organizations must address early to avoid losing great talent and failing to achieve the expected ROI. Continue reading
Posted Oct 29, 2018 at Selling Power Blog
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New data shows there are differences in the way men and women make B2B purchasing decisions, but top sales executives say this doesn’t mean what you think it does. Continue reading
Posted Oct 25, 2018 at Selling Power Blog
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I don’t know who invented the RFP, but it’s one of the biggest rackets in business today. Continue reading
Posted Oct 22, 2018 at Selling Power Blog
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The habits of highly effective sales teams are a blueprint for consistently achieving quota. Continue reading
Posted Oct 15, 2018 at Selling Power Blog
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The only legitimate sales management function that seemed to be improved by social media was recruiting and hiring new salespeople. Continue reading
Posted Oct 8, 2018 at Selling Power Blog
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Here are some ways sales managers can leverage the power of artificial intelligence (AI) to create, keep, and incentivize teams to close the sale. Continue reading
Posted Oct 1, 2018 at Selling Power Blog
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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 salespeople eventually go back to old habits. Continue reading
Posted Sep 26, 2018 at Selling Power Blog
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At Sales Result, we find that addressing the following three mistakes can lead to a repeatable, winning sales process. Continue reading
Posted Sep 20, 2018 at Selling Power Blog
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Sales leaders are in a constant struggle to promote and facilitate change among their teams. Continue reading
Posted Sep 17, 2018 at Selling Power Blog
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How do we overcome the barriers to setting more of these high-value meetings? Try these five tips. Continue reading
Posted Sep 13, 2018 at Selling Power Blog
Make your nomination for the 2018 Sales Video Awards today! Here's how. Continue reading
Posted Sep 12, 2018 at Selling Power Blog
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How can you hire the right salespeople and retain them? Consider these tips. Continue reading
Posted Sep 6, 2018 at Selling Power Blog
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Here are four strategies for making the most of the tremendous opportunity of video social selling. Continue reading
Posted Aug 27, 2018 at Selling Power Blog
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You’ll get much better results if you invest in your mid-range performers instead of trying to get everyone to act like your sales superstars. Here’s why. Continue reading
Posted Aug 22, 2018 at Selling Power Blog
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Here are four proven sales leadership techniques to challenge and change self-limiting beliefs so you can get better sales performance this quarter. Continue reading
Posted Aug 20, 2018 at Selling Power Blog
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When I listen to salespeople on recorded calls, in role plays, or when personally observing them sell, I hear nearly a mistake per minute with prospects. Continue reading
Posted Aug 15, 2018 at Selling Power Blog
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Our two-year research shows a strong correlation between quota attainment and sales pipeline management. Continue reading
Posted Aug 13, 2018 at Selling Power Blog
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Here are solutions to two common mistakes many sales leaders make. Continue reading
Posted Aug 8, 2018 at Selling Power Blog
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Here's how to take control of negative thought patterns. Continue reading
Posted Aug 6, 2018 at Selling Power Blog