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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...
- 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.
- 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.
- 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.
- Videos 2007-09-07
- Effective Presentations
- Effective Presentations
- 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.
- 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.
- 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.
- 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.
- 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...
- 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...
- 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...
- 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...
- 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.
- 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.
- 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...
- 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.
- 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.
- 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...
- 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.
- Videos 2009-07-10
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