Bernadette McClelland

SEPTEMBER 19, 2012

You need Clarity. You need Outcomes. You need Focus. You need Meaning. You need Collaboration. You need Direction. You need Leverage. States are emotions we experience and emotions drive everything or drive nothing, wouldn’t you agree? State of the Nation Address. Overwhelmed? Frustrated?

B2B 268

B2B Competition Conversion Sales 268

Miller Heiman Group

APRIL 23, 2019

That’s why it’s important to understand how each key decision-maker thinks and acts before you start the sales conversation. Fortunately, we’ve done extensive research into how buyers make decisions, which we’ve classified into five personas that you can use to inform your selling strategy and overcome buyer apathy. The Thinker.

Buyer Persona 97

Buyer Persona Buyer Closing Decision Maker 97

Keith Rosen

JULY 30, 2020

Unfortunately, this is the message I’m hearing from senior leadership to their front line sales managers, as companies fearfully scramble to reinvent themselves. It was day two of delivering my sales leadership coach training course for the talented leaders at Microsoft in São Paulo, Brazil. Raise your mental thermostat one degree.

Coaching 157

Coaching Scale Call-back Collateral 157

The Sales Hunter

MARCH 27, 2012

If you don’t understand the power of strategic questioning, you are missing out on a vital tool in high-profit selling. Building long-term relationships with customers and prospects requires that you ask strategic questions. You want to get the other person thinking and talking. You could also modify this question.

Industry 174

Industry Motivation Examples Positioning 174

No More Cold Calling

SEPTEMBER 7, 2017

You may have already heard about the Google software engineer who wrote a 10-page memo explaining why women are incapable of doing a man’s job in Silicon Valley—namely that we’re neurotic and lack professional drive. Women in sales also know a thing or two about unconscious biases. Women know how to build relationships that matter.

Account 224

Account Lead Rank Hiring Cost per Acquisition 224

The Pipeline

OCTOBER 9, 2018

We all would agree, I hope, that actions speak louder than just talk; that success in sales comes from action or execution. I recently had two experiences that showed that how people respond to “non-sales” situations, gives a window to how they process things in other real-world settings. Seeing Not Digging.

Sales Qualified Lead 279

Sales Qualified Lead ACT Hiring Lead Rank 279

Babette Ten Haken

FEBRUARY 25, 2020

Customer discovery is a methodology used for building startups, new corporate ventures / intrapreneurial activities, design and engineering projects, and sales. Actually, in my storytelling for STEM professionals and left-brain thinkers playbook, you and I are never quite finished with customer discovery. Or depressed.

Customer 77

Customer Lead Rank Engineering Retention 77

Hubspot Sales

DECEMBER 9, 2019

As a sales rep, you're responsible for guiding your prospect through both big and small decisions. You can help the prospect make the decision to schedule a connect call by sending a helpful outreach email — a relatively trivial decision. While navigating the sales process, it is important to sell to the right prospect.

Decision Maker 77

Decision Maker How To Proposal Hiring 77

Miller Heiman Group

APRIL 16, 2019

Picture it: you’re working on an opportunity you deeply want to win. But you lose the deal over an objection from a C-level executive. An effective presentation involves much more than how you build your slide deck. Here are techniques you should master before selling to c-level executives. What went wrong?

Influencer 83

Influencer Report Groups Follow-up 83

Babette Ten Haken

APRIL 19, 2018

Especially if you are a professional who does not think things through, thoroughly, when problem-solving. Perhaps you should start thinking longer, and harder? So, are you a professional overthinker? After all, how I (and you) think reflects how we both were trained. You know who these people are.

Hiring 51

Hiring Engineering SME Exercises 51

The Sales Hunter

AUGUST 2, 2013

You have a vacancy you want to fill and you’re looking for that super sharp salesperson. You think by hiring the top-gun everything will fall into place and business will rock. Challenge is you might be looking for the top-gun salesperson, but are they looking for you? Does that make it my opinion?

Hiring 238

Hiring Motivation Compensation Selling Skills 238

Babette Ten Haken

SEPTEMBER 11, 2018

Have you noticed? The big thing is: the people requesting to connect with us do not realize that we all know each other. When you use social communication to request to connect and then immediately ask me to provide free services to you, that is straight up out of order. As well as between clients and vendor partners.

Social Media 205

Social Media Ideal Customer Profile LinkedIn SME 205

Zoominfo

APRIL 11, 2018

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Successful sales professionals are often very perceptive. Question: What are some common sales objections you’ve received? Often, sales objections aren’t always what they seem.

Hiring 178

Hiring B2B Sales Cycle Call-back 178

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” And I challenge others to write, “Why are you so interested in selling?” I also never “carried a quota”.

Lead Rank 102

Lead Rank Lead Scoring Ideal Customer Profile Customer 102

Increase Sales

APRIL 5, 2016

Have you heard the phrase strategic thinking? Could you give a simple definition that is understood by your executive leadership team to your employees? To be a strategic thinker requires time for reflection to ask those unasked questions. I don’t have time to think strategically is a big, bold excuse.

Face-to-face 70

Face-to-face Twitter Facebook LinkedIn 70

No More Cold Calling

JULY 28, 2015

Whether you’re creating a new business or product, or you’re trying to determine how to grow sales and revenue, you need a quiet space for focused thought. What Creative Thinkers Do Differently In our always-connected, tech-driven world, it’s not easy to break away and get some alone time. It’s what you’re missing.

Cold Calling 120

Cold Calling How To Social Media Referrals 120

Zoominfo

OCTOBER 20, 2019

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. These are as follows: Interview Questions For Sales Rep Qualities 1. Perceptive Successful sales professionals are often very perceptive. In the job market yourself?

Hiring 130

Hiring Sales Cycle B2B Call-back 130

Increase Sales

AUGUST 20, 2013

Good sales people are hard to find. With fewer jobs and the increase in free lancers (independent contractors), there are probably many people asking themselves this very question: Am I cut out for sales? Sales has always been a difficult position to fill. Yes this question “Am I cut out for sales?”

Facebook 133

Facebook Account Education Sales Process 133

Increase Sales

MAY 6, 2014

Today the majority of top sales performers must demonstrate the sales leadership talent of systems judgement if they are to efficiently and effectively achieve their sales goals. How can you as the sales person get your tasks “accomplished within the existing external systems of people and things?

System 138

System Sales Leadership Guidelines Policies 138

Nutshell

JUNE 12, 2020

Promoting a sales manager internally is tricky, but hiring an outsider might be even trickier. Current sales reps can make great candidates for open positions within the company. It’s important to know the differences between the two so that you can choose the best leader for your team. Effective managers enable effective teams.

Hiring 98

Hiring Lead Rank Lead Scoring How To 98

Score More Sales

OCTOBER 18, 2013

If you could wave a magic wand and make improvements for keeping track of your business contacts, their social activity, and your current and past sales opportunities, what would you change or fix? What is the system you have for when new contact information comes to you? How do you handle pre-prospects?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

Zoominfo

APRIL 11, 2018

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Successful sales professionals are often very perceptive. Successful sales professionals are often very perceptive. Often, sales objections aren’t always what they seem.

Hiring 138

Hiring Sales Cycle B2B Call-back 138

Pipeliner

JUNE 4, 2018

How to be a Brilliant Sales Leader in 16 Easy Steps. We get besieged with mountains of advice on how to be a good sales leader. A sales leader who practices their craft according to principles espoused by the crowd of academics, consultants, and other self-proclaimed experts. Here are 16 of their secrets: They apologize.

Guarantee 90

Guarantee Follow-up Sales Meeting 90

Miller Heiman Group

JUNE 17, 2020

If you haven’t yet adapted your sales tactics to address the changes wrought by the COVID-19 pandemic, it’s time to think about how to pivot as you position your company to rebound from the crisis. In the opening chapter, you’ll learn why it’s important to change how you qualify leads in the pandemic.

Resources 69

Resources Webinar Metrics Compensation Sales Qualified Lead 69

Sales Hacker

MARCH 24, 2021

The key to unlocking a stronger opportunity pipeline and an increase in qualified leads is a unified, cohesive marketing and sales team. Alignment between sales and marketing is how you’ll build a system rooted in strategy, data and targeted initiatives to better reach prospective clients. The grey area between marketing and sales.

Marketing 104

Marketing Lead Rank Lead Scoring Sales Qualified Lead 104

Miller Heiman Group

JUNE 4, 2020

Over the last five years, sales organizations have hit their revenue targets, even though individual sellers’ metrics declined. Our 2019 World-Class Sales Practices Study showed that lead conversion and quota attainment were both down by double digits (13% and 10%, respectively). Sellers deliver perspective in four ways.

Buyer Persona 84

Buyer Persona Lead Rank Lead Scoring Buying Cycle 84

Hubspot Sales

JULY 12, 2018

Sales Interview Questions and Answers. What do you know about our company?". How do you generate, develop, and close sales opportunities?". What do you consider your most significant sales achievement to date?". Tell me about a time that you failed to achieve goals you set. Do you feel ready?

Hiring 135

Hiring How To Industry Trends 135

Hubspot Sales

DECEMBER 19, 2019

Do you think top sales leaders are just good sales reps who got promoted? While a successful track record driving sales can be a qualifier, being a high-performing sales rep does not necessarily equate to being an effective sales leader. A lot has changed in the time I’ve been working with sales leaders.

Sales Qualified Lead 106

Sales Qualified Lead Analytics Data Sales Leadership 106

DiscoverOrg Sales

MARCH 24, 2016

Sales, at its core, is simply making connections and relating to other human beings who have a problem – one that they hope you can solve. This can make sales very personal, and everyone has their own unique closing strategy or skillset that helps them (and their offering) stand out. How can you best fit in?

Prospecting 120

Prospecting Face-to-face Relationals Fashion 120

Fill the Funnel

AUGUST 4, 2014

I have observed that the vast majority of successful sales people are not linear thinkers. You might be the same way. You might be the same way. If so, this 5-part series on mind mapping could be helpful to you and your career. If you are new to them, I hope you will give them a try.

Top of Funnel 130

Top of Funnel Fashion System Tools 130

Sales Hacker

MAY 26, 2021

There are many moving parts in a successful sales organization. If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. What is Sales Operations? Why do we need Sales Operations? Average win rate.

Sales Operations 60

Sales Operations Top of Funnel Lead Rank Hiring 60

No More Cold Calling

SEPTEMBER 3, 2015

Growing up, I had sales all wrong. We ask probing questions, listen intently, have engaging conversations, and make connections—which gives women in sales a strong advantage. We ask questions, put the pieces together, fill in the gaps, figure out what really happened, and find a solution—another ability that serves us well in sales.

Cost per Acquisition 120

Cost per Acquisition Hiring Face-to-face Up-Sell 120

Hubspot Sales

JANUARY 9, 2018

VP of Sales. In the early days of a company, the VP of Sales is responsible for building the first sales team, helping their reps close business, optimizing the company’s sales process and playbook, defining the high-level strategy, and occasionally closing deals themselves. When to hire a VP of Sales. Who to hire.

Hiring 86

Hiring Scale Networking Compensation 86

HeavyHitter Sales

JANUARY 14, 2013

Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers.   There's a natural tendency to assume that the losing salespeople lacked sales prowess that the winner possessed or their product was far inferior in some way. Who are your proven big-time customers?

Vendor 155

Vendor Face-to-face Penetration Sales Cycle 155

The Brooks Group

MAY 14, 2019

On the flip side, when your reps don’t adjust their own style to match, they risk overwhelming, bulldozing, or simply annoying the buyer—and losing a potential sale. In interactions they display confident body language and will lose focus and patience quickly if a sales rep doesn’t get straight to the point. Dominance Style.

Guidelines 87

Guidelines Customer Influencer Groups 87

CloserIQ

FEBRUARY 21, 2019

New Account Executives are coming to your company with more sales experience than SDRs. Remember: Even if your new AEs have sales experience, they’re new to selling your product. In order to become effective members of the team, they need to gain familiarity with your company, product, and sales process.

Hiring 96

Hiring How To Ideal Customer Profile Training 96

Hubspot Sales

JANUARY 21, 2021

Many salespeople don't plan on going into sales. They're entrepreneurs, and sales is a great way to learn the ins and outs of business. Chances are you have similar aspirations. To help you prepare for your eventual takeover of the business world, we've compiled a list of the 30 best books on entrepreneurs. Probably not.

Outsourcing Services 133

Outsourcing Services Face-to-face Social Media Motivation 133