1. Featured Articles

    1. The Most Challenging Leadership Job

      Explore HBR Blog Network (Apr 26 2012) Sales Leadership

      The Most Challenging Leadership Job If I had to single out the leadership job that's hardest to do, I'd say head of sales. And not... (Read Full Article)

    2. The New Rules of Customer Engagement

      Explore inc.com (Apr 5 2012) Sales 2.0

      The New Rules of Customer Engagement Goodbye, customer touch-points. Hello, ongoing, meaningful contact that actually drives revenue. Here's what you need to know to be more engaging right now. The rise of the social Web has led to a fundamental shift in the way businesses of all sizes engage with their customers. Rather than focusing on "touch points" during the marketing and sales process, they're using social technologies to form meaningful, ongoing relationships that involve frequent online interactions, oftentimes through social channels. It is paying off: Companies that engage with their customers via social media have more loyal customers. Better yet, customers who engage ... (Read Full Article)

    3. Four Ways LinkedIn Can Help Your Business Grow

      Explore Business & Small Business (Mar 30 2012) Sales 2.0

      Four Ways LinkedIn Can Help Your Business Grow Here's how to use the professional social network to find marketing prospects and more. (Read Full Article)

    4. Staying Ahead of the Sale

      Explore Sales Training Buyers and Companies Blog (Mar 16 2012)

      Staying Ahead of the Sale One of the many things I learned from years of flying my plane is the concept of “staying ahead of the plane.” Picture this: It’s 11:00 at night, raining heavily, ceilings at 200 feet, wind gusting to 25 knots. You’re flying a single-engine Cessna into Martha’s Vineyard airport. You can’t see anything outside the airplane. [...] (Read Full Article)

      Mentions:   Dave Stein

    5. Yes, Salespeople Are Different—and So Is Training Them | trainingmag.com

      Explore trainingmag.com (Feb 1 2012) Sales Training

      Yes, Salespeople Are Different—and So Is Training Them | trainingmag.com

      By Ken Wax

      (Read Full Article)

    6. 5 Ways New Buyer Behaviors Are Impacting B2B Sales

      Explore buyerpersonainsights.com (Jan 20 2012) Sales Leadership

      5 Ways New Buyer Behaviors Are Impacting B2B Sales

      For many in B2B sales, from senior leaders to sales representatives, it may be a discouraging time. If you follow conventional and social media closely, the storied demise of sales has been told many times. You probably could buy a...

      (Read Full Article)

    7. The Social Enterprise Rolls up its Sleeves to Show Value.

      Explore Gartner Blog Network (Dec 21 2011) Sales 2.0 , Asia

      The era of the Social Riff seems to be yielding to a more productive set of processes and structures. The benefit of this new Era of Social Classical is ability to measure value and ability to structure enterprise initiatives. Benchmarks, ROI, stickiness, NPS are all beginning to come in for Social CRM initiatives. Here is [...] (Read Full Article)

    8. B2B Sales: Look Before You Provoke

      Explore SiriusDecisions (Dec 20 2011) Sales Leadership , Sales Training , Solution Selling

      Just when we thought the world could not possibly need another fad diet, they keep coming: The Cabbage Soup Diet … The Lemonade Diet … The South Beach Diet. We dive headfirst into these diets, hoping to find the “easy button” for losing weight – only to learn that it’s never as easy as it sounds. The truth is we all know there’s no “silver bullet” to getting in shape; it takes eating less and exercising more. Yet hope springs eternal. The same could be said of the world of sales training. Every few years, a new “sales fad” comes along ... (Read Full Article)

    9. The Challenger Sale: Taking Control of the Customer Conversation

      Explore Sales Training Buyers and Companies Blog (Nov 10 2011) Sales Leadership , Sales Management , Sales Training

      The Challenger Sale: Taking Control of the Customer Conversation If you’re in sales management or especially in a higher level sales executive position and you don’t know who the Sales Executive Council (“SEC”) is, you should. They’re part of the larger Corporate Executive Board, a $440 million public corporation that provides insights and tools to executives of large corporations through a participatory membership-based model. [...] (Read Full Article)

    10. The 2011 State of the Industry: Increased Commitment to Workplace Learning

      Explore ASTD - ASTD (Oct 31 2011) Sales 2.0 , Sales Training

      The 2011 State of the Industry: Increased Commitment to Workplace Learning The 2011 State of the Industry: Increased Commitment to Workplace Learning T+D. For example, mobile learning is continuing to gain traction—and has the potential to revolutionize content delivery for L&D. Additionally, ASTD's research demonstrates that leading-edge L&D departments incorporate more technology components and ... (Read Full Article)

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      Sales Topic: Sales 2.0, Sales Leadership, Sales Management, Sales Training, Solution Selling
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  5. About the Sponsors

    Sales Performance International (SPI) is a global sales performance improvement firm dedicated to helping the world's leading corporations elevate their sales relationships and drive measurable, sustainable revenue growth and operational sales performance improvement.

     

  6. Recent Articles for Solution Selling

    1. Selling Is Not About Relationships

      Explore HBR Blog Network (Sep 30 2011) Sales Leadership , Solution Selling

      Selling Is Not About Relationships This post, the first of a four-part series, is also part of the HBR Insight Center Growing the Top Line.... (Read Full Article)

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    2. Top Ten Ways to Lose Customers in Today's Market

      Explore redorbit.com (Jul 1 2011) Sales 2.0 , Solution Selling

      Top Ten Ways to Lose Customers in Today's MarketRedOrbitSelling solutions to customer problems sounds like a great idea—except that today's Internet-empowered customers have access to the best solutions at the best prices from everywhere on the globe. So, selling solutions results in losing customers to ...and more » (Read Full Article)

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    3. Executing on Competitive Differentiators - Sales Training Improvement For Solution Sellers - Solution Selling® Blog

      Explore solutionsellingblog.com (Jun 28 2011) Solution Selling

      Executing on Competitive Differentiators - Sales Training Improvement For Solution Sellers - Solution Selling® Blog Recently, my company launched a new sales initiative that was a bit of a surprise to me: Our CEO would be taking to the phones to personally call some of the sales leads and opportunities in our sales pipeline (or any deal that we would ask him to take a swing at, for that matter). Additionally, he would even be calling a few of our leads to get some first-hand exposure to the customers that were interested in our services. This initiative got me thinking to back to when I was in the market to b (Read Full Article)

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    4. Column Fodder - Sales Training Improvement For Solution Sellers

      Explore solutionsellingblog.com (Jun 27 2011) Solution Selling

      Column Fodder - Sales Training Improvement For Solution Sellers I know that I want a burrito, and I know who has the best burrito in my town, but for some reason, I still can’t resist using the clever iPhone app called Urbanspoon.  My favorite feature of this app is its highly additive ‘slot machine’.  You shake your iPhone and a little slot machine randomly suggests restaurants to try.  My favorite locale is the (gold standard) that defined the qualities that I truly enjoy in a burrito – everyone else that I consider, well, they have a lot to live up to.  U (Read Full Article)

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    5. See all Solution Selling articles >>

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