Bernadette McClelland
FEBRUARY 26, 2013
'Are you a ‘more or less’ person? You may be better at doing a task than I am. However, I am not less than you. Let me explain… 27 years ago a little girl from a broken home never got to know her dad because he chose not to include her in his life. Growing up she placed this man on a pedestal, hoping one day he might notice her and invite her into his world.
SBI Growth
FEBRUARY 3, 2013
You don’t want a new job. You want to excel at the job you already have. To do that, you must outperform your peers and close more deals. So your success tomorrow depends upon your pipeline today. In today’s environment, a quality pipeline starts with LinkedIn. This post describes the Social Seller's strategy to grow their prospect list through LinkedIn.
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The Sales Heretic
FEBRUARY 25, 2013
Social media is the most powerful communication tool since the Internet itself. Most companies, though, are barely tapping into its potential. Want to maximize the power of social media to boost your sales? Here are twelve activities you should be doing regularly. 1. Highlighting promotions Having a sale? A special offer? An event of any [.].
No More Cold Calling
FEBRUARY 7, 2013
How to stop undermining your performance, and save your sales. Getting caught in the cyclone of a vicious sales cycle is a looming trap. Take one wrong step, and you’re pulled into the eye of the storm. Sales quotas loom, and we neglect the basics of customer interaction, respect, and basic sales behaviors. There’s no way out. My colleague, Andy Paul, author of Zero-Time Selling , clearly describes four sales traps that stem from bad habits.
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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.
The Pipeline
FEBRUARY 11, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. Back in the 80′s or maybe even earlier, the purveyors of Consultative Selling, put a lot of emphasis on Open Ended Questions, for all the right reasons. It took some effort and focus to get sales people to adopt this style of interaction, especially after years of pitching and doing things the traditional (old) way.
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Bernadette McClelland
FEBRUARY 5, 2013
'Follow the crumbs. We all remember the story of Hansel and Gretel and how the idea of leaving a trail of breadcrumbs would eventually allow them to find their way out of the forest. There are two pertinent messages that come out of this story: I have no idea why kids stories were so scary and. Following the trail of crumbs in business can lead us to bigger and better results.
SBI Growth
FEBRUARY 22, 2013
As a Marketing Leader, you pay attention to the competition’s marketing and lead generation tactics. But how close of an eye do you have on them? Do you actively monitor and research? Most of you are nodding your head yes. Let’s dig deeper. Are you monitoring how the buyer is interacting with the competition? This is often overlooked. I’ll offer a tool to help you identify competitive gaps across many areas.
Sales and Marketing Management
FEBRUARY 10, 2013
Objections can cause doubt and confusion for prospects and salespeople. This can frustrate your team members and them to avoid objections. But as you know, objection avoidance can lead to fewer sales. As part of your sales coaching, help your team members embrace the philosophy that objections are a welcome and natural part of their sales conversations.
MTD Sales Training
FEBRUARY 13, 2013
Why do objections occur? It’s an age-old question that gets salespeople crying into their beer. There are, naturally, many reasons why they come up, but they tend to revolve around one main. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
The Pipeline
FEBRUARY 1, 2013
Guest Post – Michael Ashford. Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. But B2B selling, especially to large corporations has evolved into a complicated process.
Steven Rosen
FEBRUARY 13, 2013
The Good News: Highly Effective Coaching drives 19% more sales! . The Bad News: Most sales managers are not effective coaches. The Ugly: How do you know if your sales managers highly effective coaches?? Introducing: The Coaching Effectiveness Snapshot™ provides sales managers with feedback on strengths and areas for development. Senior sales management now has a snapshot on the coaching effectiveness of their entire sales management team.
Understanding the Sales Force
FEBRUARY 5, 2013
Understanding the Sales Force by Dave Kurlan You probably haven't read this article by Dan Pink (Thanks to Craig Ruhland for sending me the link). Pink points to research showing that extroverts and introverts are not as successful in sales as ambiverts, the people in the middle of the scale between both extremes. Our research at Objective Management Group (OMG) would support this "discovery".
SBI Growth
FEBRUARY 21, 2013
To outperform their peers, Social Sellers use LinkedIn as a sales tool. They use their profiles to demonstrate value and build trust with the Buyers. Their LinkedIn profile becomes an integral part of their personal brand. In this article I outline 4 principles of an effective LinkedIn profile. Then I provide a LinkedIn Profile Writing Guide to help perfect your own profile.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Sales and Marketing Management
FEBRUARY 17, 2013
Issue Date: 2013-02-16. Author: Debbie Qaqish. Teaser: "Marketing automation" is one of the hottest terms going for growth-minded companies. But how much impact can it really have? The question can be answered from both a sales and a marketing perspective. "Marketing automation" is one of the hottest terms going for growth-minded companies.
MTD Sales Training
FEBRUARY 4, 2013
Branding, the process of creating an emotional connection to a company or product, has been the subject of many studies and much research. Most of that research has revolved around the companies who. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
FEBRUARY 27, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. Not long ago I posted a piece about the positive side of “closed ended” questions , and their place in the sale cycle. As with many things it is rarely the case of one versus the other but more of which is more appropriate for the scenario, and in sales for achieving the objective you set out to accomplish.
Jeffrey Gitomer
FEBRUARY 6, 2013
Tweet Are you using the WOW factor? What is WOW? – WOW is sales! WOW separates the strong from the weak. WOW separates the sincere from the insincere. WOW separates the sales pro’s from the con’s. WOW separates the yes’es from the no’s. WOW is the full measure of your sales power and the way you use it. Are you WOW? Is WOW a factor in your selling process?
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
The Sales Heretic
FEBRUARY 18, 2013
Six seconds may not seem like very much time. Certainly not enough to accomplish anything substantial. And yet it’s plenty of time to make a difference in your sales. Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this seven-and-a-half-minute segment, I discuss how much impact you can make in six [.].
SBI Growth
FEBRUARY 5, 2013
As a Marketing Leader, you pay attention to mobile trends. But what are you putting into action? If you don’t, lead generation efforts will hit road blocks. Live leads will break away as you reel them in. Your credibility with the sales leader will quickly dwindle. If you’re thinking that optimizing your website for mobile is enough, don’t stop there.
Sales and Marketing Management
FEBRUARY 14, 2013
Issue Date: 2013-02-15. Author: Ken Thoreson. Teaser: What can sales leadership do to achieve greater productivity? Follow the formula taken by the healthcare industry of merging sophisticated technology with past succes to begin creating custom sales plans for differing sales situations. What can sales leadership do to achieve greater productivity?
MTD Sales Training
FEBRUARY 5, 2013
There is one skill that I see top-quality salespeople exhibiting that often overides everything else. You can be a great communicator, a superb closer and an excellent negotiator, but if this skill. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
The Pipeline
FEBRUARY 18, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. There is no doubt that our attitudes shape our outlook, impact our activities, and as result drive our outcomes, both good and bad. This is why so many people default to attitude when they are trying motivate their team. The challenge is that there are time when a change in attitude can motivate an individual or a group to overcome obstacles and move forward.
Understanding the Sales Force
FEBRUARY 11, 2013
Understanding the Sales Force by Dave Kurlan Prior to learning about healthy eating, I believed a bagel was a healthy alternative to a donut. After I was shown that a carbohydrate converts to sugar in the blood and there wasn't much difference between bread, bagels or rolls; and donuts, cake or pie, I changed the way that I ate. Most people have not seen the light, are not aware that sugar causes disease, believe that pasta, rice, grains and potato are healthy, and continue to gain weight.
Jeffrey Gitomer
FEBRUARY 3, 2013
Tweet. Have you ever heard the phrase, He went the extra mile ? I want to talk to you about the “extra mile” in a way that you might understand it and use it to build customer loyalty. The extra mile is an action or an expression that sparks a WOW! in the mind of the customer or a co-worker. It’s an unexpected deed. But before an extra mile is ever walked or executed, it has to be an attitude and a mindset from the extra miler.
SBI Growth
FEBRUARY 26, 2013
As the VP of Sales, you’re pulled in 15 directions. You’re providing accurate forecasts to the CEO. You’re coaching and mentoring Sales Directors and Managers. You’re implementing new processes and practices to improve performance. You’re pushing deals over the finish line. But have you lost sight of your customers? Many Sales VPs are innately aware of the competition.
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Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.
Score More Sales
FEBRUARY 22, 2013
If you are active on LinkedIn and using it to grow your business, you probably get these requests all the time. I have written about them before – the generic or “slightly modified” request to connect on LinkedIn. We teach sales professionals about the “Big 10″ items you need to pay attention to and do correctly for success on growing your visibility and your revenues using LinkedIn as a tool.
MTD Sales Training
FEBRUARY 11, 2013
Imagine you’re walking around the shops and an elderly man approaches you, asking you some questions. You try to ignore him, but his questions are powerful and engaging. He makes you think a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
FEBRUARY 8, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. Yesterday I got a call about a piece I wrote for Radius titled: Get More Call Backs: How To Increase Returned Voicemails By 50%. Seems it has stirred up a discussion in one the LinkedIn groups, one I did not belong to, (since joined). Whenever I do a piece on effective voice mail techniques, three things happen: It get a lot more hits than most other posts – telling me that this continues to be a challenge and hot button for sales people.
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