Bernadette McClelland
JANUARY 29, 2015
'Our ultimate outcome is to make change happen. Not just to move product and make our numbers, but something bigger. Henry Ford said it the best -‘ A business that makes nothing but money is a poor business’ And we […]. The post The #1 Way A Salesperson Will Create Value appeared first on Bernadette McClelland.
No More Cold Calling
JANUARY 29, 2015
'Things you need to know from No More Cold Calling. Oh, how quickly the “New Year” simply becomes “the year.” Now that the parties are over, many sales reps are coming to the realization that last year’s bonus means diddlysquat when staring at a quota reset to zero sales. Sure, you’ve still got 11 months to make (or exceed) your quota, but you won’t make it unless you start filling your pipeline now.
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Bernadette McClelland
JANUARY 29, 2015
'Landing in a new country with no job prospects and only $200 and a suitcase, led me to answer an ad in the local newspaper. WANTED: Door to Door Salespeople, selling stationery sets for Multiple Sclerosis, so I decided to […]. The post Listen Up! A Surefire Way To Stop a Stall or Objection appeared first on Bernadette McClelland.
The Pipeline
JANUARY 29, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . While I don’t want to get into the discussion as to whether relationship selling is dead, limping or doing just fine, there some aspects of relationship selling that need to be rethought. Specifically the kind of sales managers that relationship sellers end up being. If you are a reader of this blog over the years you know that while I think relationships and the ability to foster and maintain relationships are very important traits of a succes
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MTD Sales Training
JANUARY 29, 2015
'We are often asked by the media for our take on what is happening in the world of sales and what we think the future holds in that world. The question often is phrased in terms of what trends do we. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
JANUARY 29, 2015
'Issue Date: 2015-01-30. Author: Bob Urichuck. Teaser: When salespeople are constantly delayed or rejected by their buyers, it becomes obvious that these buyers are in control of the sales process. Sales professionals who follow a proven sales process know how and when to engage the buyer into making commitments. This puts the salesperson in control of the sales process, allowing him or her to empower the buyer to buy.
Score More Sales
JANUARY 29, 2015
'Yes, professional sellers, salespeople are awesome and amazing in many cases. Sales professionals are what make the business world go around. Have you ever heard the following statement: Nothing happens until somebody sells something. Lack of sales expertise, revenue generation strategies and actual sales efforts are what kills most new businesses.
The Sales Hunter
JANUARY 29, 2015
' Listening to the media and politicians earlier this week, we were lead to believe the most significant, epic, historical, record shattering, etc., storm was about to end the world as we know it. NYC subway was shut down — something that had never occurred before. In the end, it wasn’t even a “big storm,” […].
Bernadette McClelland
JANUARY 29, 2015
'I took a risk and it didn’t pay off: I borrowed my dad’s car when I was 15, had one drink and reversed it into a pole the night before he was to sell it. I took a risk and […]. The post The Personal Risk I Took That Didn’t Pay Off appeared first on Bernadette McClelland.
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Partners in Excellence
JANUARY 29, 2015
'First, apologies to Geoffrey Moore and his seminal book Crossing The Chasm. Several of my recent posts have stimulated discussions about the chasm between our Selling Process and our s’ Buying Processes. I’ve gotten a lot of questions about, ‘Shouldn’t we be focusing on their buying process,” “How do we bridge the selling and buying processes, ” “How do we manage to two processes simultaneously,” and a number of others.
Bernadette McClelland
JANUARY 29, 2015
'So, here’s the thing, the magic pill, the yellow brick road you can confidently skip along if you really want to reach more people, stand out and be seen as a giver in a dollars driven world. It’s different, it’s […]. The post Ideas to Help Salespeople Extend Their Reach with Credibility appeared first on Bernadette McClelland.
Partners in Excellence
JANUARY 29, 2015
'I’m preparing for a video discussion with Andy Paul. He’s been an ardent evangelist on the topic of Sales Acceleration (You need to read his latest book, AMP Up Your Sales.). I know we will be spending a lot of time discussing the topic, but I thought I’d use this post as a stalking horse to start thinking about the topic of Sales Acceleration.
Bernadette McClelland
JANUARY 29, 2015
'For most professional B2B salespeople, they would be familiar with the writings of Matt Dixon and Brent Adamson in the much acclaimed and totally relevant book, The Challenger Sale. If there was one book in which I have gone crazy […]. The post I THINK, Therefore I AM – Tomorrow’s Sales Leader! appeared first on Bernadette McClelland.
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Engage Selling
JANUARY 29, 2015
'I know – you may dislike doing math. You can handle the numbers in your business but the thought of doing any additional arithmetic scares you. It’s okay! The math I’m going to discuss in today’s blog post isn’t advanced calculus or trigonometry. It’s basic, it can be done very quickly with a calculator, and […].
BrainShark
JANUARY 29, 2015
Effective sales prospecting and customer communications can be a challenge
SugarCRM
JANUARY 29, 2015
'The post Top 10 Email Marketing Trends for 2015 appeared first on Salesfusion.
Insight Demand
JANUARY 29, 2015
'I just had an article published in the HBR. It’s neuroscience meets sales, and it bursts the biggest misconception is sales ( click here for HBR article ). The article looks at the sales expression that customers “Buy On Emotion, And Justify With Logic” and it turns out that neuroscientists claim it’s 95% correct. Although salespeople have always intuitively known this to be true, they don’t act on it, because we feel emotional decisions are irrational.
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Increase Sales
JANUARY 29, 2015
'One of my colleagues, Doug Brown , made this statement years ago “People confuse motion with progress and activity with results.” This is truly a leadership truism and applies in sales as well. Regardless of your role as a leader be it small business owner, sales professional, or C suite executive there is a lot of motion and activity going on with far less progress and results.
Insight Demand
JANUARY 29, 2015
I just had an article published in the HBR. It’s neuroscience meets sales, and it bursts the biggest misconception is sales ( click here for HBR article ). The article looks at the sales expression that customers “Buy On Emotion, And Justify With Logic” and it turns out that neuroscientists claim it’s 95% correct. Although salespeople have always intuitively known this to be true, they don’t act on it, because we feel emotional decisions are irrational.
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