Resources

41 Resources for

selling power

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Check out the SellingPower Videos!
Check out the SellingPower Videos!Selling PowerGeoff, Thanks for all the kind words about Selling Power. I want to share two quick stories illustrating how Selling Power creates conflict around the world. First, a sales manager from the New York Times told me that Selling Power created a security problem in...
Tags: Selling Power
Discussion threads 2007-09-12
Build a Foundation for Selling
Bestselling business author Barry Farber explains how his CORE principles — confidence, optimism, responsiveness, and energy — can create a solid foundation for sales success.
Tags: Sales Strategy, Foundation, Sales Management, Sales Tips, Selling Power, Selling, Sales Force Management, Sales, Tips
Videos 2007-09-07
How to Succeed on Your Own Terms
Gerhard Gschwandtner, founder and publisher of Selling Power magazine, interviews Patrick Sweeney, a Senior VP of Caliper Corporation, about strategies to success in sales.
Tags: Sales Force Management, Sales Strategy, Workforce management, talent, Sales Tips, Motivation, Sales Management, Success, Sales, Management, VP, Selling Power, Strategy
Videos 2007-09-07
Creating a Successful Corporate Culture
Gerhard Gschwandtner, founder and publisher of Selling Power magazine, interviews Matt Ferguson, the CEO of CareerBuilder.com about the tools needed to create a successful corporate culture.
Tags: Management, Leadership, sales management, merger, Selling Power, CareerBuilder.com, business management, Corporate culture
Videos 2007-09-07
Effective Presentations
Effective Presentations
Tags: Selling Power, Presentation, Sales tools, sales presentation, sales
Videos 2007-09-04
Manage Sales Stress
Dr. Amora Rachelle of Health I.Q. shares tips on how to combat nerves during a stressful sales situation.
Tags: Selling Power, Sales, Sales strategy, Sales force management, health care
Videos 2007-09-05
Leading with a Vision
Bill McDermott, the CEO who turned around software giant SAP, explains how having an "audacious vision" helped him provide the leadership needed to get his company back on track.
Tags: Strategy, vision, software, Selling Power, Leadership, Management
Videos 2007-09-05
How to Create Success
Gerhard Gschwandtner, founder and publisher of Selling Power magazine, interviews Chris Howard of Chris Howard Companies about different methods of creating success.
Tags: Motivation, Winning, Sales, Sales Management, Selling Power, Chris Howard, Success
Videos 2007-09-04
What Does Web 2.0 Mean for Marketers?
Marketing guru Seth Godin explains how web 2.0 and social networks can help marketers build a new kind of relationship with their customers.
Tags: Web 2.0, Channel Management, Selling Power, Technology, Marketing Research, Marketing, Internet, Web, Seth Godin
Videos 2007-08-31
Welcome, SellingPower!
Welcome, SellingPower!awesome!Awesome!! Looking forward to it!congrats GeoffreySelling Power is a quality pub.Up Your ValueGeoffreyThat is indeed great news. I enjoy reading your articles in Selling Power. As an independent - I need outside stimulation to keep myself humming along at full speed. i find your pieces...
Tags: NOW HERE, Selling Power, SellingPower
Discussion threads 2007-08-22
Pipeline Management
In this economy, salespeople have to reach out more than ever to connect with leads. Frank Donny, Senior VP of Product Management at Richardson, explains how his company now has two separate pipelines at the beginning of the sales process: leads that marketing has to nurture and qualify for the...
Tags: Sales Strategy, Sales Force Management, Selling Power, sales, buying, calling, c-level, executives, economy, recession, salespeople, pipeline
Videos 2009-07-01
Back to Basics in Selling
Brett Wallace, sales leader of new business at Forrester Research, says that the basics begin with the sales process where good salespeople focus on attention, interest, decision and action. After that, it's all about how you spend your time, getting the attention of executives, building vision and value, and bargaining...
Tags: Basics, Sales Strategy, Sales Force Management, Selling Power, sales, salespeople, process, closing, advancing, executives, training
Videos 2009-05-21
Delivering Value in a Tough Economy
David DiStefano, CEO of Richardson, says that to deliver value you should understand how you are going to help your customer to succeed. To do that, you may have to implement changes within your own company first. He says you have to know what behavior you're trying to change, how...
Tags: Change, Workforce Management, Training And Certification, Human Resources, Selling Power, sales, training, selling, management, closing, buying, economy, recession, customer
Videos 2009-06-24
Responding to the Digital Customer
Dave Elkington, CEO of InsideSales.com, says the Internet has changed the role of salespeople from prospectors to educators, and they have hours -- not days -- to respond to digital customers.
Tags: Customer, Selling Power, sales, salespeople, online, callback, marketing, digital, internet, customer service
Videos 2009-07-29
What is Sales 2.0?
Brett Wallace, the sales leader of new business at Forrester Research, says "Sales 2.0" is about leveraging technology to improve the sales process. He explains how his own organization is using social networking tools to extend its brand.
Tags: Sales Strategy, Sales Force Management, Selling Power, social networking, LinkedIn, recruiting, sales, salesperson, goals, online, technology, sales 2.0
Videos 2009-09-08
Heavy Hitter Selling
Steve Martin, author of "Heavy Hitter Sales Wisdom", shares the three things that he sees all heavy hitters—those salespeople who continually exceed quota—as having. First, they know how to mentally prepare a sales strategy to win an account. Second, they are great persuaders who know how to naturally tailor themselves...
Tags: Sales Strategy, Selling Power, sales, quota, salesperson, top performer, communication, leader, strategy
Videos 2009-07-07
How to Accelerate Business Performance
Julie Thomas, CEO of ValueVision Associates, says the first step to accelerating business performance is diagnosing the problem. In many cases, organizations are not winning enough business, not having enough business in the pipeline or creating deals that are too small.
Tags: Performance, Performance Management, Human Resources, Workforce Management, Selling Power, Value Selling, business performance, pipeline, salesperson, customers, value, price
Videos 2009-07-12
How to Sell Value
Julie Thomas, CEO of ValueVision Associates and author of "Value Selling," explains what it means to sell on value, not price. Thomas says salespeople need to understand what each customer considers a "good value" so they can play back their solution in that context.
Tags: Salespeople, Selling Power, value, salesperson, price, customer, value proposition, solutions, ValueVision, Julie Thomas
Videos 2009-09-16
Inverting the Sales Funnel
Ron Hubsher, CEO of the Sales Optimization Group, defines the "sales funnel"—and then explains why he thinks it's a complete myth. Following the traditional view of the sales funnel, he says, can lead to a lot of bad choices. By putting in a little extra thought, you can invert your...
Tags: Funnel, Sales Strategy, Sales Force Management, Selling Power, sales, sales funnel, opportunities, pipeline, salesperson, optimization
Videos 2009-07-15
The Power of Posture
Bad posture can cause pain, sap your energy, and portray you as having low self esteem. Learn tips from a professional trainer on how to assume an "active" posture to look and feel strong and assertive.
Tags: Selling Power, posture, body language, sales tips, assertive, eye contact
Videos 2009-07-10
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