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.
Sales and Marketing Management
MAY 28, 2015
Issue Date: 2015-05-29. Author: Fayez Mohamood. Teaser: Reducing the rate of unsubscribes can pay substantial long-term benefits by converting more prospects into customers and encouraging repeat buying. Here are several best practices companies should be using to reduce unsubscribes and improve their email marketing. Reducing the rate of unsubscribes can pay substantial long-term benefits by converting more prospects into customers and encouraging repeat buying.
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No More Cold Calling
MAY 28, 2015
Where in the world are you? (I’m in Croatia.) Once upon a time, salespeople only sold to their assigned zip codes. But in today’s global economy, most of us need to branch out. Social media can help us make new connections—across the country or even around the globe—but then it’s up to us to take those conversations offline. Social media has expanded my international network time and time again.
Anthony Cole Training
MAY 28, 2015
(**To hear the audio version, click here! ). When I was in high school, I ran track. During my sophomore and junior years, I ran the 1-mile race. Though I normally like to take the lead early, I really wasn’t entirely focused on a “great start” because I had 5,280 feet to make up for a slow start. During my senior year, I ran the 880-yard event. Not a sprint, not the exhausting 440, but certainly a little more demanding of speed and a good start than what I needed when I ran the mile.
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Understanding the Sales Force
MAY 28, 2015
Copyright / 123RF Stock Photo. Do you remember the morning that you couldn't find your keys, but they were right there on the counter? Or the time that you couldn't find an article of clothing, but it was hanging right there in your closet the entire time you were looking for it? Or the time you couldn't find your car in the airport parking garage? And yes, it was right where you parked it.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Bernadette McClelland
MAY 25, 2015
Sales Leadership and Motivation Best Practices I was reminded the other day of a dilemma occurring more and more on the sales floor when it comes to motivating a salesperson to do the tasks that their role demands of them […]. The post Sales Leadership and Motivation Best Practices appeared first on Bernadette McClelland.
The Sales Heretic
MAY 26, 2015
© Alexskopje | Dreamstime.com I am not a motivational speaker. While I am occasionally described as one—and I do speak at conferences, annual meetings and other events—the fact is that I’m not. For the simple reason that I can’t “motivate” anyone. And neither can you. Whether you’re talking about a prospect, a member of your sales team, a [.].
No More Cold Calling
MAY 26, 2015
Has customized communication gone too far? Personalization is the key to delivering a great customer experience. Sales and marketing professionals know this, and it’s exactly what we strive to deliver for our customers—tailored, relevant content they want to see. But consider the flip-side: As consumers, we’re only getting customized, relevant content—from news organizations, social media, and brand marketers alike.
Sales and Marketing Management
MAY 24, 2015
Issue Date: 2015-05-25. Author: John Richard Pierce, Jr. Teaser: Relationship selling goes beyond emotional intelligence to a disposition of being other-focused to such a degree that you are in tune with others’ emotions, hopes, and desires – and with how you can meet those needs. Think about building relationships around these four key segments.
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Understanding the Sales Force
MAY 26, 2015
I don't know too many people who saw the award-winning movie Whiplash. This past winter, Tom Schaff, an OMG Partner in St. Louis, recommended it and he thought that I would love it. As luck would have it, we were living in an igloo this past February, when temperatures never rose above freezing (for 6 weeks), we had nearly 10 feet of snow on the ground and our home was encased in ice.
Anthony Cole Training
MAY 20, 2015
A guest blog by Dave Kulran, President and founder of Objective Management Group, with an introduction by Tony Cole, President of Anthony Cole Training Group. INTRODUCTION: I’ve been working with companies for 22 years: companies of all sizes, in various business segments and across the country. One thing I’ve witnessed, discussed or heard for all of these years is the issue about talent.
Bernadette McClelland
MAY 20, 2015
How Top Salespeople Have Perfected Asking For The Order I remember hearing someone say once ‘Bernadette, the answer is always no, unless you ask’ and I have always remembered that. Whether I am lost in the car and can’t get […]. The post How Top Salespeople Have Perfected Asking For The Order appeared first on Bernadette McClelland.
MTD Sales Training
MAY 19, 2015
This is a guest blog written by Stephanie Earle from Simply Sales Jobs. Job interviews are often a nerve-wracking prospect, especially if it’s a job you’d really love! Don’t be daunted by the prospect, as a salesperson you’re in the perfect position to smash it – just treat your interview as a sales pitch. 1. Do Your Research . You wouldn’t make a sales call without doing a bit of digging about the company, and a job interview is no different.
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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
No More Cold Calling
MAY 22, 2015
Men tell me this all the time, but many sales women still don’t know their value. “Men don’t listen.” Ever heard that one, guys? Women often complain that men don’t listen at work, and they certainly don’t listen at home. I’ve only recently begun to understand why. The reasons are founded in brain research. Boy, I wish I’d known this years ago.
Sales and Marketing Management
MAY 21, 2015
Issue Date: 2015-05-22. Author: David Palmer. Teaser: With the use of custom content on the rise, many have predicted that in 2015, brands will begin to truly think like publishers. Although brand marketers may not be trained publishers, with more self-publishing and online promotion strategies available than ever, drawing from publishing’s long successful history can help brands become publishers in their own right.
Understanding the Sales Force
MAY 20, 2015
Copyright: 123RF Stock Photo. Half of the company's 20 salespeople have left voluntarily in just the last month and the CEO wants to know why everyone is resigning. He wants Jeff, his sales manager, coached up and needs to recruit replacements. He has tremendous urgency to get this moving and believes that Objective Management Group's (OMG) Sales Candidate Assessment will help him select good salespeople that will stick around.
The Sales Heretic
MAY 19, 2015
© Andresr | Dreamstime.com – Successful Business Presentation Photo In my last post, I cautioned you against using six terrible ways to open a presentation. Many of you kindly messaged me through various media and asked, “Okay Mr. Smarty-pants, big-shot, sales expert—how should we open our presentations?” A fair question if ever there was one. [.].
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.
Bernadette McClelland
MAY 18, 2015
So how DOES a salesperson sell an insight? As someone who is passionate about helping professional B2B salespeople and leaders to become more effective and up the ante in a time where the whole sales landscape has changed, I have […]. The post So how DOES a salesperson sell an insight? appeared first on Bernadette McClelland.
MTD Sales Training
MAY 13, 2015
Growth and progress are two of the fundamental attributes that mark out a successful salesperson. As the only constant in business is change, it makes perfect sense to create opportunities to enhance. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
MAY 21, 2015
Set metrics around sales activities you can measure and coach. “Revenue is the only metric that matters.” Somebody actually wrote that in a recent blog post. If that’s how this person manages his team, I’m glad I’m not one of his reps. Sure, revenue is our goal in sales. Beating our numbers is our passion, and getting to Club is our reward.
Sales and Marketing Management
MAY 20, 2015
Issue Date: 2015-05-20. Author: Campaigner Email Marketing. Teaser: “Pitch Perfect 2” led the box office on its opening weekend and hopes for a repeat performance over the long holiday weekend. Fat Amy, Beca and Lilly – the Bellas – have made a capella the talk of the town. The folks at Campaigner Email Marketing have developed five “a-ca-mazing” tips for marketers to keep their email in tune and hit a high note with both customers and ROI.
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?
Understanding the Sales Force
MAY 18, 2015
You probably heard that BB King, the King of the Blues, died last week. My wife and I met him after a performance in 2007 and the meeting inspired this article on work ethic. Last week, on a flight from Dallas to Boston, I was sitting next to Country Music star Chris Cagle who told me all about his new business. You just have to read this must read story and the great example of intangibles at work.
The Sales Heretic
MAY 12, 2015
Whether you’re delivering a sales presentation to a prospect, an internal briefing within your company, or the keynote speech at a conference, the first words out of your mouth have the power to make or break your effort. The way you open your presentation impacts your credibility and tells your audience whether or not they [.].
DiscoverOrg Sales
MAY 7, 2015
By 2020, the B2B SALESMAN WILL BE DEAD. Or at least that’s what a recent report by Forrester Research, an independent and leading research company in the marketing and technology space, has predicted. The author, Andy Hoar, outlines the following as major contributors to this demise: B2B buyer preferences have fundamentally shifted from speaking with a sales rep 1-on-1 to a self-education ecommerce type model for purchasing.
MTD Sales Training
MAY 12, 2015
Every person you have ever met has a strategy they use to make decisions. Whether it’s to go for a particular food or to choose a particular career, the way people decide is hard-wired into the parts. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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No More Cold Calling
MAY 19, 2015
Your birthday, favorite sports team, or hometown could help you seal the deal. My birthday is January 19. When is yours? There’s always a feeling of amazement and connection when we learn someone else has the same birthday. This automatically opens up conversations about where we were born, what years we were born (not telling mine), and how we got from our birthplaces to where we are now.
Sales and Marketing Management
MAY 17, 2015
Issue Date: 2015-05-01. Author: Paul Nolan. Teaser: Greg McKeown, author of "Essentialism," says the benefit of eliminating the "trivial many" from your work schedule is that it leaves room for the most important tasks. His tale of how a group of Stanford students developed a new incubator for premature babies in the Third World is a great reminder that frontline reconnaissance brings big payoffs.
Understanding the Sales Force
MAY 14, 2015
It was a beautiful spring day and while I was walking to lunch yesterday I was thinking about my slugglish metabolism. When I was young, I never stopped walking, running and bicycling and I probably burned more calories than I consumed. I was only 115 pounds when I graduated from high school! I'll turn 60 later this year, and other than the baseball coaching I do, and using the golf cart the few times I play golf each year, I am as close to inactive as possible.
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