Bernadette McClelland

JUNE 26, 2016

Twenty Seven years later… He walked into the coffee lounge and didn’t look any different to how he looked all those years earlier. A few more laughter lines maybe, but still passionate about PR, business building and people. And what led us to this meeting and reconnecting was authenticity and authority. Like we all tend to do, there had been a bit of ‘checking out’ happening over an extended period of time on my behalf as I began to read his thought provoking articles and published ‘

Social Media 236

Social Media Face-to-face Media Conversion 236

MTD Sales Training

JUNE 14, 2016

When I was searching for a new car I did all the necessary research and visited a number of dealers for a test-drive that would convince me I had made the right decision. I don’t have many needs in a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Research 212

Research Sales 212

Sales and Marketing Management

JUNE 26, 2016

Issue Date: 2016-06-27. Author: David Halberstam. Teaser: The gutters of sales roads are littered with victims and quitters, beginners who embarked and just couldn’t endure the strains. The ones who persevere and come out on top build a mental firewall, stopping pessimism from overpowering them. The gutters of sales roads are littered with victims and quitters, beginners who embarked and just couldn’t endure the strains.

Sales 205

Sales 205

The Pipeline

JUNE 23, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . People ask me why I focus so much on prospects’ objectives, after all if you can find a pain and play to it, you are bound to get a sale. Well maybe. I always find it amusing that when I ask people what do they want to know about a potential buyer, too many say “I want to know what their pain point is, their needs, the problem”.

Objections 202

Objections Buyer Energy Positioning 202

Advertiser: ZoomInfo

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Sales Cycle

SBI Growth

JUNE 21, 2016

As a marketing leader, you must have a solid content marketing strategy in place. How can you consistently create compelling content that your audience cares about? Watch here as we speak with Toby Murdock, CEO and co-founder of Kapost. Kapost.

Strategy 174

Strategy Marketing Video 174

Bernadette McClelland

JUNE 25, 2016

Once upon a time, two salespeople of Irish decent, met at an Irish cafe on the north side of Sydney, shared a cup of coffee and… Collaborated! Spending time with Cian McLoughlin , who has recently written, published and launched his new book ‘The Rebirth of the Salesman’, was enlightening to say the least and of course, it had to be, both our names begin with Mc :), but I digress!

Decision Maker 199

Decision Maker Demographics B2B SalesForce 199

MTD Sales Training

JUNE 16, 2016

There are not many truths in life that we can rely on these days. The rate of change is so great that what many people relied on as truth just a few years ago has radically altered. I suppose the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 209

Prospecting Influencer 209

Sales and Marketing Management

JUNE 23, 2016

Issue Date: 2016-06-24. Author: Lou Schachter and Rick Cheatham. Teaser: If the market for what your company sells stops growing, or a newly emerged competitor releases an offering that is transforming the marketplace, how your sales team responds could determine the fate of your company. If the market for what your company sells stops growing, or a newly emerged competitor releases an offering that is transforming the marketplace, how your sales team responds could determine the fate of your co

Company 168

Company Marketing Sales 168

The Pipeline

JUNE 27, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . As we head in to the second half of the year you realize you need to prospect and get some more opportunities in your pipeline. As you seek advice from your peers, one veteran tells you “You gotta buckle down and make more calls”, sage advice from someone who is under quota. Then you turn to a younger colleague and ask, not direct but by text, what she does, she tells you “OMG, get in to the 21st century, forget that calling stuff, you need to b

Prospecting 200

Prospecting Sage Quota Pipeline 200

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Sales

SBI Growth

JUNE 24, 2016

Chris Lonnett, vice president of Americas market development and operations at Motorola, recently spoke with SBI to discuss how he carries out his data plan inside an enterprise organization. Often, sales ops teams struggle to derive meaningful insights from data.

Data 168

Data Enterprise Enterprise Marketing 168

Understanding the Sales Force

JUNE 20, 2016

It isn't as good as the Father's Day gifts I received from my wife and son, but I love it just the same. My team at Objective Management Group (OMG) built a great new tool and this one does not help us to more effectively evaluate sales forces and assess sales candidates. We're already pretty darn good at that. The new tool allows me to quickly grab and analyze data faster and more effectively than I ever could before.

Decision Maker 168

Decision Maker Groups Objections Top of Funnel 168

Bernadette McClelland

JUNE 28, 2016

WOW! What a random collection of categories to demonstrate thought leadership. I read a great article last week by Sam Shoolman, Head of Sales, ANZ at Hubspot, titled, ‘Why Australia Needs More Women in Sales’ Sam and I contributed to an online dialogue around what some of the barriers were for women here in Australia, and what we could do to create more opportunities in supporting women who wanted to enter the field of professional B2B selling or supporting those already on the fron

Lead Rank 150

Lead Rank B2B Call-back Up-Sell 150

MTD Sales Training

JUNE 21, 2016

When you ask what motivates your prospects, you will probably get a multitude of answers. Some may say profitability, others increased productivity, still others decreased staff turnover. Whatever it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Motivation 201

Motivation Prospecting 201

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Data

The Sales Hunter

JUNE 21, 2016

You’ve got the big call and you know you need it, which alone is stress, but making it worse is your boss told you how important the call is to both the company and your career. This is a common occurrence. The stress getting ready for a call can be immense, and in the end, […].

Company 174

Company Sales Cold Calling Consultative Selling 174

The Pipeline

JUNE 20, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . I witnessed an interesting exchange the other day, two Sales VP’s were exchanging views on hiring, on=boarding and development of sales people. One offered up that he only wants to hire A players, “people who do not want to prospect all their career”. For context, this VP had a team of SDR’s and account managers.

Hiring 198

Hiring Referrals Territories Prospecting 198

SBI Growth

JUNE 26, 2016

SBI recently spoke with John Mansour, founder and managing partner at Proficientz. Proficientz specializes in product management, product marketing, and sales enablement.

Strategy 168

Strategy Segment Sales Enablement Marketing 168

Sales and Marketing Management

JUNE 30, 2016

Issue Date: 2016-07-01. Author: Oren Ezra. Teaser: iPads and other tablet computers havee changed the sales game and help sales reps achieve their goals faster and smarter. iPads and other tablet computers havee changed the sales game and help sales reps achieve their goals faster and smarter.

Sales 159

Sales 159

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.

Retail

Bernadette McClelland

JUNE 23, 2016

Now it’s important I say one thing here: I was Tony Robbins peak performance coach for Asia Pacific for a three year period coaching his clients across 12 countries – I did not coach Tony himself ! You could say I crossed to the dark side for a few years, worked with the guy who is known for the big hair, big teeth and big hands, but I never did drink the coolade!

Coaching 150

Coaching Face-to-face Trends Demographics 150

MTD Sales Training

JUNE 9, 2016

In sales, our natural goal is to make as many people or businesses as we can more successful or profitable than they are currently. That’s the bottom line…it cements the long-term relationship. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Closing 201

Closing How To Retention Sales 201

Understanding the Sales Force

JUNE 24, 2016

You'll regularly find me writing about the science - the data - that differentiates top sales performers from the bottom. But today, I'll move into the world from which everyone else in this space operates - anecdotal evidence and opinions. I will cite two sources for this article: The 130 sales consulting firms that partner with me at Objective Management Group (OMG) and provide our award-winning sales force evaluations and sales candidate assessments; The tens of thousands of salespeople, sale

Groups 159

Groups Objections Data Sales 159

The Pipeline

JUNE 30, 2016

The Pipeline Guest Post – Gerald Vanderpuye. Just Touching Base! In baseball, a player who is touching base is not in danger of being put out. In sales, we must continue to touch-base or follow-up as it’s also known to stay in the game of sales. When your rep loses a real opportunity, it’s because of a poor follow up. You sales rep couldn’t touch base either in the right manner or failed to follow-up enough. .

Follow-up 189

Follow-up ACT Up-Sell Sales Qualified Lead 189

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?

Marketing

SBI Growth

JUNE 28, 2016

Market research provides a deep understanding of your market, accounts, buyers and users. It’s a critical piece to your organization’s strategy. But do you understand how to do market research inside your company? Watch here as we demonstrate both its importance.

Research 159

Research Marketing How To Account 159

Sales and Marketing Management

JUNE 19, 2016

Issue Date: 2016-06-20. Author: Joel Felcher. Teaser: The marketing industry was transformed by technology well ahead of sales. Here are three key tactics that cutting-edge sales teams have gleaned from marketers to gain a leg up on the competition: The marketing industry was transformed by technology well ahead of sales.

Marketing 159

Marketing Competition Industry Sales 159

Bernadette McClelland

JUNE 19, 2016

Modern day master salespeople, like masters in any discipline, think differently than the masses. They are in tune with the idea of serving others, from the word go, instead of serving themselves first. They don't operate within the horse trading mentality of 'give me what I need and I will give you what you need'. I think that Martin Luther King was probably the epitome of a contemporary modern day sales person.

Scale 150

Scale Campaigns Influencer Follow-up 150

MTD Sales Training

JUNE 30, 2016

You may have heard the saying that there is no such thing as reality, only people’s perception of that reality. Without getting too Einsteinian today, there is absolute truth in that statement. I’m. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 198

Prospecting 198

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Account Based Marketing

Score More Sales

JUNE 16, 2016

At the Sales Machine 16 conference this morning it was inspiring to hear from both Seth Godin and then Simon Sinek. Many takeaways will be in future posts. For now the big one Seth talked about that really struck home for those in sales and sales leadership is this post’s focus.

Conference 151

Conference Sales Leadership Sales B2B 151

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

SBI Growth

JUNE 23, 2016

To hit your revenue growth objectives, your products must be priced correctly. If they’re not, products will not be profitable and your company will no longer be able to innovate. In order to do this, you must have a comprehensive.

Strategy 149

Strategy Objections Revenue Company 149