Bernadette McClelland

JANUARY 14, 2024

The World Economic Forum and Jobs of the Future Report tells us CRITICAL THINKING is one of the key skills you need, regardless of whether you are in a sales-related role or a sales leadership role. Leaders hire me to get results within the sales function of their business. Take a punt and do the thing! Let’s Go!

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

Sales and Marketing Management

MAY 6, 2019

Author: Lewis Robinson Sales meetings have become so normalized that people forget how powerful they are toward the growth of an organization. Sales meetings today have become just another item on the to-do list. That attitude, however, significantly impacts the ability of a company or business to meet its objectives.

Meeting 184

Meeting Demographics Analysis Sales Enablement 184

No More Cold Calling

MAY 14, 2020

Then, learn about referral selling in my new Sales Expert Channel presentation, “ How to Recession Proof Your Sales in 9 Killer Steps.”. Invite Joanne to lead a discussion about “ How to Boost Your Sales in a Volatile Economy ” at your next virtual or in-person sales meeting.

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428

No More Cold Calling

MAY 28, 2020

Conversations have become less frequent, email spam has skyrocketed, and social media is the new breeding ground for sales pitches. Then, learn how to lean on your referral network during tough economic times in my presentation for the Sales Expert Channel, “ How to Recession Proof Your Sales in 9 Killer Steps.”.

Social Media 391

Social Media Referrals Cold Calling Social Selling 391

Act!

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic. What is inside sales?

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

SalesLoft

MAY 9, 2016

And Sales Development Reps who use social channels as a personalized selling strategy are more likely to uncover valuable buyer information, and ultimately schedule more qualified sales meetings. What they expect of any incoming sales reps they are trying to hire. Check out the video below to learn more!

Channels 52

Channels Scale How To Hiring 52

Your Sales Management Guru

JANUARY 21, 2013

Sales Leadership: Bringing a Sharp Focus to Your. Sales Meetings. more on that later), in both environments I have begun to revert to a similar sales management technique to achieve the desired results. Write each entry underneath your sales goal. For example $250,000. The 50% list becomes your “upside” list.

Sales Meeting 81

Sales Meeting Sales Leadership Meeting Forecasting 81

Sales and Marketing Management

FEBRUARY 20, 2020

Author: TJ Macke Sales and marketing are competitions. But sales teams may not be able to focus on finding qualified leads if they need to scale. That’s where sales development representatives step in. A sales development representative (SDR) gathers groups of potential customers and whittles them down to qualified candidates.

Sales Qualified Lead 194

Sales Qualified Lead Cold Calling Scale Top of Funnel 194

BrainShark

DECEMBER 20, 2016

Executive buyers say more than 80% of sales meetings are “a complete waste of time,” according to research from Forrester. The reason? Buyers have rising expectations, and salespeople aren’t providing enough value.

Buyer 62

Buyer Channels Competition Video 62

Mr. Inside Sales

AUGUST 7, 2022

If you are new to receiving these sales tips, or even if you have been subscribed for a while, I want to give you something that will help you sell more. It’s not often that we get something for free, but I’m going to give you some resources, some inside sales techniques that will help you sell more with less resistance.

Resources 156

Resources Gatekeeper Face-to-face Decision Maker 156

Sales and Marketing Management

NOVEMBER 4, 2019

Going above and beyond your company’s latest sales messaging supports the customer journey and creates a welcoming space. Sharing useful, educational material engenders trust because it’s not a sales push; it genuinely serves the readers’ needs. Why should they care about what you have to say? Build community and credibility.

Face-to-face 136

Face-to-face Channels Intent Construction 136

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Whether you’re looking to implement a remote sales strategy or improve your current strategy, keep reading. What is remote sales?

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

HeavyHitter Sales

AUGUST 16, 2009

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.

Hotels 74

Hotels Sales Meeting Meeting Conference 74

Highspot

JANUARY 14, 2024

Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. Virtual selling is a technology-driven approach to sales. Unlike traditional face-to-face interactions, sales reps use digital tools to engage with customers remotely. What Is Virtual Selling?

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

Sales Hacker

FEBRUARY 17, 2022

They’re researching business products and services online, purchasing via websites as much as they can, and foregoing interactions with sales representatives whenever possible. Of course, the shift to digital sales tactics has been underway for years. What sales investments should you focus on in 2022? Sales engagement.

Top of Funnel 89

Top of Funnel Lead Rank Lead Scoring Forecasting 89

Vengreso

FEBRUARY 10, 2022

With so many channels available for sales reps to connect, engage, and nurture relationships with potential buyers, getting sales referrals has become even more critical than before to book more sales appointments and grow the sales pipeline. Not all sales or customer referrals are made equal.

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

Vengreso

FEBRUARY 10, 2022

With so many channels available for sales reps to connect, engage, and nurture relationships with potential buyers, getting sales referrals has become even more critical than before to book more sales appointments and grow the sales pipeline. Not all sales or customer referrals are made equal.

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

Sales Hacker

JULY 1, 2020

One of the professions that’s seen the most pandemic upheaval due to COVID-19 is outside sales. Sellers who typically meet with clients and customers face-to-face have been forced to sell remotely. Fortunately, by leveraging a few inside sales best practices, outside sales reps can successfully pivot to remote sales.

Pivotal 79

Pivotal Inside Sales Strategy Face-to-face 79

Sales and Marketing Management

AUGUST 3, 2018

One of the first places its impact will be felt is in the sales department. AI-powered bots, for instance, can be programmed to answer prospect questions, respond to emails, book sales meetings and provide price quotes. Here are some ways AI can change the sales process for the better. Superior sales forecasting.

Forecasting 136

Forecasting Sales Forecasts Social Media Buyer Persona 136

Salesmate

JULY 8, 2020

Sales professionals generally visualize customer acquisition through the stages of a sales pipeline. Sales strategies can be applied at each stage of that process to help turn a qualified lead into money *ahem* a customer. Understanding how your sales pipeline is working is vital if you want to optimize your revenue generation.

Pipeline 126

Pipeline Top of Funnel Negotiation Proposal 126

Sales and Marketing Management

AUGUST 31, 2017

So whatever the size of your business – whether you are a scaling startup or a Fortune 1000 business – it’s critical to be clear about this vision and to articulate it clearly throughout your business and your sales channel. Understanding that there is a link between vision and sales is an important step. The opposite is true.

Top of Funnel 246

Top of Funnel Oracle Scale Small Business 246

Allego

MARCH 9, 2021

Salespeople use the language they learn in the sales arena, persuading prospects and closing deals. As a result, marketers spend time and effort crafting and perfecting the materials they think sales needs, only to have them go unused. Problem #1: Sales Materials Don’t Include Buyers’ and Sellers’ Voices. Markets change fast.

Sales Enablement 121

Sales Enablement Marketing Intent Video 121

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021?

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

SBI

FEBRUARY 22, 2019

The Undeniable Value in Customized Sales Applications. Steve Roch, CEO / Founder at BolderCRM and ActionGrid, a 52-person Salesforce consulting and ISV firm, and a highly acclaimed CRM User Adoption Expert, will show how to effectively outreach prospects to gain 30% more sales meetings. REGISTER NOW.

Meeting 78

Meeting SalesForce Lead Rank Lead Scoring 78

SBI Growth

APRIL 20, 2013

As a VP of Sales, what is your biggest fear when it comes to competitors? As a result, you should include it as part of your Sales Cadence. Include it as a part of your agenda during regular sales meetings. Social media channels and news sources are great ways to monitor competition. Wikipedia).

Social Media 316

Social Media Competition Media Eloqua 316

Alice Heiman

MAY 4, 2023

Leading indicators, lagging indicators, qualitative data, and quantitative data might sound like boring topics for your sales meetings. Sales revenue is a lagging indicator of success. This episode of #Sales Talk For #CEOs is a deep dive into Sales and #RevenueOperations with Michael Ingram, CEO of SalesOps.io

Maximizer 69

Maximizer Revenue Scale How To 69

Allego

JANUARY 30, 2020

What’s the best way to promote consistent sales messaging and enhance teamwork among 6,000-plus employees spread across 20 business units and two continents? For Jamie Cabral, Senior Training Specialist at Empower Retirement, the answer was simple: adopt an agile sales readiness platform. Planning a ‘Revolutionary’ Sales Meeting.

Hiring 93

Hiring Face-to-face Video Groups 93

SalesLoft

SEPTEMBER 12, 2022

What Is a Sales Pipeline ? A sales pipeline is a visual representation of your sales process. Salespeople and their managers rely on the sales pipeline to prioritize accounts, keep deals moving, and forecast revenue. . They then layer in data such as expected close date, deal size, and sales rep to get a fuller picture.

Top of Funnel 52

Top of Funnel Funnel Pipeline Decision Maker 52

Sales Hacker

MARCH 11, 2020

Sales and Ops leaders swim in a world of numbers. Enter Meeting Math, a new set of numbers for sales and ops leaders, which are actionable rather than conceptual. Developed by Kronologic , Meeting Math focuses on two metrics: Average Value Per Meeting and Lead Deficit. Meeting Metric #1: Average Value Per Meeting.

Lead Rank 71

Lead Rank Lead Scoring Meeting Sales Qualified Lead 71

Hubspot Sales

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. After countless attempts to connect with prospects and land a meeting to no avail, you’ve hit a wall. Experiencing a sales slump can make you question your ability, or worse, your entire career. Number of meetings scheduled. Shift your focus.

Cold Calling 110

Cold Calling Hiring Face-to-face Call-back 110

Igniting Sales Transformation

SEPTEMBER 5, 2018

In this interview, I talked with Mandy Bynum McLaughlin, Director of Sales Development – Enterprise and Commercial at New Relic. For those women just starting out in sales or for those women who’ve not considered a career in selling, I started off by asking Mandy how she got started in a career in sales. About Mandy.

Sales Leadership 86

Sales Leadership Microsoft Margin Face-to-face 86

Highspot

MAY 6, 2021

And yet, many sellers are wasting their opportunities to connect with potential buyers and lead them into the sales process. Changing the channel or message could make all the difference. Unfortunately, too many sellers think their job is done and the sale is a fait accompli. Well, many sellers do exactly that.

Prospecting 116

Prospecting How To Buyer Campaigns 116

Sales and Marketing Management

AUGUST 29, 2018

Take, for example, your annual sales meeting. Intended to bring employees together to discuss goals and boost engagement, annual meetings often fall flat with attendees. Additionally, create a hashtag specific to the meeting or event. That may be true in some cases. Create selfie moments.

Social Media 153

Social Media Media Loyalty Energy 153

Hubspot Sales

DECEMBER 21, 2018

Sales managers often motivate their reps with SPIFFs and sales contests that award cash prizes. This is a tried and true sales motivation strategy, and monetary rewards generally produce results. However, they don't really motivate the entire sales force -- only the top performers likely to win. And the best part?

Motivation 103

Motivation Face-to-face Coaching Education 103

SugarCRM

APRIL 7, 2022

Organizations trying to drive their sales strategies by looking in the rear-view mirror of customer insights quickly found themselves outmatched by competitors with forward-looking sales strategies. The pandemic put the kibosh on in-person sales meetings and fueled a rise in the adoption of digital channels for sales interactions.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Lead Scoring Face-to-face 52