Bernadette McClelland

MAY 27, 2015

How the word NO can prevent a sale stalling and fast track business ‘When a buyer says NO, we have been conditioned to have it mean, ‘NO, not yet!’ It’s the phrase we know and love, it makes us feel […]. The post How the word NO can prevent a sale stalling and fast track business appeared first on Bernadette McClelland.

Buyer 242

Buyer Sales Sales Management Strategy 242

Increase Sales

MAY 27, 2015

Credit www.gratisography.com. Once again I realized SMB businesses desperately need sales training. Many salespeople in mid size to small businesses (under 50 employees) have never had any formal education about the sales process – marketing, selling and keeping customers. I cannot count all the times I heard “I was given some business cards, some brochures, pushed out of the front door and told ‘go sell.’ ” Believe it or not this continues to happen even in the 21

Training 129

Training Small Business Small Business Decision Maker 129

A Sales Guy

MAY 27, 2015

Make a list of all the questions you ask a prospect. Try to be as exhaustive as you can, but make it at least 10. Now, take a look at your questions and remove all the questions that aren’t “business” questions. Questions like, who are the decision makers? When are you looking to have the solution in place, etc? Once you’ve removed the non-business questions, scratch off all the non-business process questions.

Decision Maker 100

Decision Maker Social Media Campaigns Inbound 100

Partners in Excellence

MAY 27, 2015

x. Connect via LinkedIn. Subject. Message. Connect. Yes, you read it correctly. The title of this post is the Seller’s Process. I’m not trying to play word games, but rather suggest that we (sellers) need to dramatically shift our points of view about how we engage prospects and customers (buyers), along with that, change the words we use to describe the process.

Buying Cycle 76

Buying Cycle Buyer Segment Coaching 76

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Engage Selling

MAY 27, 2015

In today’s podcast I’ll share five tips that will bring your company together and create accelerated sales growth. In today’s podcast I’ll share five tips that will bring your company together and create accelerated sales growth.

Company 75

Company Up-Sell System Sales 75

The ROI Guy

MAY 27, 2015

There is an ongoing debate in sales and marketing: Are the most effective marketing campaigns and sales reps relying more on art and creativity, or leveraging a more systematic and scientific approach? With the current focus on big data, a scientific approach to sales and marketing certainly has its pundits. Data is now collected and insights leveraged to learn more about buying behaviors – what works and doesn’t - helping marketers design and execute more effective and automated campaigns, and

Marketing 80

Marketing Lead Rank Campaigns ROI 80

Customer Centric Selling

MAY 27, 2015

Sales Tips: 4 Misconceptions of "A Players". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. One of the foundations of CustomerCentric Selling® is codifying selling behaviors of the best salespeople (“A Players”) to enable others to emulate calls that they make. Based upon a Sales Benchmark Index (SBI) survey, we say about 13% of salespeople are “A Players.

Hiring 57

Hiring Survey Promotion Sales Cycle 57

SugarCRM

MAY 27, 2015

The post Marketing Automation Provider, Salesfusion, Simplifies Email Design for Small and Mid-Sized Businesses appeared first on Salesfusion.

Marketing 38

Marketing 38

Sales Training Connection

MAY 27, 2015

Internal Champions. In major accounts a lot of the selling is going on when you are not there. So developing internal champions is a key to sales success. When talking with sales reps about internal champions, it’s clear that in many cases once they’ve developed an internal champion, they mentally “check off the box” and move on to other things. But is one enough?

Buying Cycle 101

Buying Cycle Account Strategy Up-Sell 101

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