Mon.Apr 09, 2012

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The Belief Hunter, Ideas Visionary and Performance Driver

Bernadette McClelland

'The Belief Hunter, Ideas Visionary and Performance Driver. In the words of General Patton, “If everyone is thinking alike, someone isn’t thinking” and whether you are on the battlefield or on the frontline in business, you can’t gain ground or win against the competition by playing it safe. The salesperson needs to become a BOLD ADAPTOR and in doing so must. play three roles a Belief Hunter, an Ideas Visionary and a Performance Driver.

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I’ll Take A 1,000,001 : 1 – Sales eXchange – 144

The Pipeline

What do you fear more success or failure? Would you take a 1,000,001 to 1 odds? I am not a gambler in the traditional sense, no thrill in a casino for me unless my favourite band is set to play. But, I do buy lottery tickets religiously, will play certain exchange traded options based on market momentum. And I will take a shot, or take unusual steps in the course of a sale.

Pipeline 281
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How to Qualify Prospects at a Networking Event: On Breakthrough Business Strategies Radio

The Sales Heretic

Whether you’re attending an international conference or your local Chamber of Commerce after-hours mixer, you have an opportunity to prospect. But how do qualify potential prospects quickly? And without turning people off? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this twelve-minute segment, I discuss what you should say and do [.].

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Influencing the Decision to Win the Sale (Part I)

Sales and Marketing Management

How does a done deal come undone? Your rep had a good relationship with a great contact, the right solution to meet the customer’s needs, and strong buying signals right up to the last. Then came the dreaded call: “Thank you for the proposal, but we’ve decided to go with someone else.” So, what happened? Could this loss have been prevented?

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Should You Restage Your Sales Pipeline?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As part of its sales force evaluation process, Objective Management Group (OMG) conducts a pipeline analysis and determines both the quality of the pipeline and the quantity of the pipeline. We ask each salesperson to submit 4 proposal-ready opportunities and then we run the analysis. If we were reviewing a full pipeline instead of just 4 proposal-ready opportunities for each salesperson, an ideal sales pipeline would look like this: Because we are on

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More Trending

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Social Media Has Changed YOUR World

Jeffrey Gitomer

Tweet. Social media has changed the world. Let me clarify that statement. Social media has changed YOUR world. Whatever you’re doing online, whether it’s tweeting, LinkedIning, Facebooking, or YouTubing, Social Media has changed your way of communicating one-on-one, one-on-customer base, and one-to-the-world. Facebook is the easiest phenomenon to understand.

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Market Research - Time Spent and Sales Success

Anthony Cole Training

Thank you in advance. Over the last several years our team at Anthony Cole Training Group has worked closely with David Kurlan in our attempt to help sales companies build and execute more successful sales team. We work with Dave because his company, Objective Management Group, provides the best analytics to determine the root cause of performance for sales team.

Research 175
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It’s About Association and the Message

A Sales Guy

Bubba Watson won the Masters yesterday with a great, no Amazing, shot. It was a fitting end to a great day where Oosthuizen had a double eagle to put him in contention. Unfortunately, behind the scenes there has been a lot of chatter on Augusta’s all male policy and IBM’s new CEO Virginia Rometty. For years IBM has been a sponsor of the Masters and IBM’s CEO has been given an invitation to the club.

Policies 117
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Sales Pro-gress requires change

Anthony Cole Training

When I was 42 my eyesight began to change. I was coming back from Manchester New Hampshire where I had just spent 2.5 days working with a sales team to help them improve their cross selling process. It had been a long trip as I actually started in New York City on Monday and today was Friday. So when the words in my document appeared to be blury I just thought it was due to fatique.

Hiring 168
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Selling to experienced vs. new physicians – it’s not just more of the same

Sales Training Connection

Selling to new physiciansLike many others, we've written about how physicians increasingly are becoming cost conscious - especially as more and more doctors find themselves hospital employees - either through purchasing practices or assuming hospitalists positions. But the number of existing physicians who are truly cost-conscious is up for debate.

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Sales Progress Requires Change

Anthony Cole Training

When I was 42, my eyesight began to change. I was coming back from Manchester, New Hampshire where I had just spent 2.5 days working with a sales team to help them improve their cross selling process. It had been a long trip as I actually started in New York City on Monday and today was Friday. So, when the words in my document appeared to be blury, I just thought it was due to fatique.

Hiring 120
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What The Numbers Mean, Hints For Coaching!

Partners in Excellence

As sales professionals, we’re all very goal directed and measurement oriented. Managers leverage numbers heavily in managing and coaching performance. But there’s a fine line in using the numbers appropriately in coaching. Too often, coaching becomes about the numbers and not about what they mean. The real secret to effective coaching is understanding is causing the results, getting underneath the numbers.

Coaching 116
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Stupid Business Decisions

Engage Selling

Today we received a box from Dell. Chris ordered a new lap top and I assumed by it’s size that it had been delivered but the box was light so I was confused…… Dell Shipped this box. With this amount of air filled bubble wrap. For this neoprene lap top sleeve. hmmm… it could have gone in an envelope! What a waste of packaging, shipping and expense for no reason.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Have You Cracked the QR Code for Mobile Marketing?

BrainShark

At this point, the use of QR codes for marketing purposes is nothing new. We’ve seen them in magazine ads. We’ve seen them on product packaging.

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Sales Leadership: Work Out Time

Your Sales Management Guru

Your Sales Leadership Workout. May 9 & 10, 2012. Atlanta, GA. A Proven Regimen for Getting. Your Sales Organization in Shape . Build a proactive approach to sales management that creates predictive revenue and a self-managed sales team. . Learn how top performing sales leaders muscle up their teams to pump up predictable revenues. Here’s what they have to say: “ Great content, energetic delivery, high value”.

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8 User Groups Coming to a City Near You

BrainShark

Customers often ask us about convening an annual User Group meeting. It is a great idea, but rather than have everybody get on a plane and come to us, we can meet more people by going to you.

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Listen, Excellent Customer Service is going to become THE Differentiator

Jonathan Farrington

Customer care is set to become one of the most important issues facing businesses in every market – fact! Customer care programs come under a number of titles – customer services; customer satisfaction; customer focus; customer orientated etc. Their common theme is meeting the customer’s requirements and ensuring that all aspects of the business contribute to customer satisfaction.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Stupid Business Decisions

Engage Selling

'Are there areas in your business that are wasteful?

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Monday Malady Captain Wing It Sales Behavior – Sowing of Business Cards

Increase Sales

The Captain Wing It sales behavior that begins the Monday malady is the sowing of business cards like grains of wheat with the expectations that business, new sales leads or increase sales will actually be the results of these efforts. Credit www.sxc.hu. How many times do sales people attend a business to business networking event and there is at least one person there who passes out his or her business cards to every single person?

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Coaching sales reps to shelve their poor practices

Sales Training Connection

Successful sales peopleSales coaching. Recently we published a blog framed around the idea that if you wanted to get coaching right, three fundamental questions need to be answered – what to coach, how to coach, and who to coach. In that blog we focused on the “who to coach” question. This time around we thought spending a little time on the “what to coach” part of the equation might be useful.

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