Bernadette McClelland

MARCH 18, 2013

'3 leadership lessons from my Nana. I have 45 first cousins on my Dad’s side of the family. My Dad is the middle child of 13 children. My nana was widowed when my Dad was only 7 (you can do the maths). Clearly she was a born leader. You can imagine 70 odd years ago the lack of resources this family would have had especially after my grandfather died without leaving a will, when hand me downs was the norm, barefoot was as common as daylight and sardines on toast or bread and dripping was a treat.

Fashion 358

Fashion Resources Lead Rank Lead Scoring 358

SBI Growth

MARCH 11, 2013

In B2B corporate environments, Social Selling gets a Sales Rep’s foot in the door. But the transition from a virtual conversation to a real opportunity is complex. During this transition, Reps are met with a wall of bureaucratic process and resistance. This article is for B2B Sales Reps who work in complex sales environments. I discuss how these Reps align themselves with the Buyer’s process to be successful.

Buyer 333

Buyer B2B Lead Rank Lead Scoring 333

The Sales Heretic

MARCH 19, 2013

I was meandering through a store recently when I came upon a display for a new electric toothbrush. The biggest, boldest words on the signage and the packaging were “New Quadpacer Mode!” I thought to myself, “Finally! I’ve been waiting my whole life for someone to make a toothbrush with Quadpacer Mode! I love Quadpacer [.].

Benefit 329

Benefit Marketing Sales 329

The Pipeline

MARCH 13, 2013

By Tibor Shanto – tibor.shanto@sellbetter.ca. Sales people are constantly working at communicating value to their buyers, especially in the early stages of the cycle, lead gen to prospecting and engaging the buyer to where they could complete an effective Discovery process. After sellers have done all the work involved in getting to the point where they can engage with a buyer, I am always surprised at how easily they are willing to undermine it, and risk their opportunity by saying something

Lead Gen 310

Lead Gen Decision Maker Lead Rank Lead Scoring 310

Advertiser: ZoomInfo

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.

Sales Cycle

Steven Rosen

MARCH 8, 2013

There are so many sales books written, which make it difficult to separate the engaging books from the dry academic ones. “ Selling Fearlessly: A Master Salesman’s Secrets For the One-Call-Close Salesperson” is an engaging book loaded with real-life selling stories. It. is written for all salespeople but specifically targets the one-call-close simple-sale salesperson.

Sage 302

Sage Face-to-face Up-Sell Coaching 302

Understanding the Sales Force

MARCH 11, 2013

Understanding the Sales Force by Dave Kurlan If you're anything like me, you get 300 emails a day and there simply isn't time to respond to it all during office hours. That is one of the reasons why working hours often begin in the wee hours of the morning and don't end until the late night television shows are over. Email does not replace phone conversations but it is a terrific tool for reaching many people with the same message.

Proposal 295

Proposal Groups Follow-up Objections 295

SBI Growth

MARCH 4, 2013

Plagued by Sales Rep turnover? Is it high compared to your competitors? If this is a trend, do you know why? This post is to help discover the root cause of Sales Rep turnover. It is for HR Business Partners working with Sales Leaders. Included is a tool that helps pinpoint your root cause of turnover. $25 Million a year! Is this a problem to resolve?

Hiring 326

Hiring Outsourcing Services Lead Nurturing Demand Generation 326

No More Cold Calling

MARCH 14, 2013

Marketing guru Graham McGregor shares his biggest sales blunder—not staying in touch with his referral network. I’ve made plenty of mistakes in my sales career. Have you? Graham McGregor, my colleague in New Zealand, is a master at staying in touch. A cool marketing guy and prolific writer, he regularly sends me short e-books. He even sends notes and booklets the old-fashioned way—in the mail.

Referrals 288

Referrals Advertising Advertising Networking 288

The Pipeline

MARCH 8, 2013

By Tibor Shanto – tibor.shanto@sellbetter.ca. When working with sales teams there are some specific things I look for to understand the makeup of the team and its members. These are things that indicate how open they are to learning, to change and to commit to the effort it takes to change THEIR reality. There generally different indicators based on their industry, tangible vs. none tangible, and the nature of the sale.

Face-to-face 300

Face-to-face Account Energy Groups 300

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Sales

Steven Rosen

MARCH 25, 2013

For most B2B companies the largest promotional investment is the sales force, yet most companies fail to utilise this resource to its full potential. As corporations continue to struggle in these difficult economic times, sales executives will need to focus on reinforcing the foundation of their sales organizations in order to survive. What do we know?

Hiring 283

Hiring Coaching Face-to-face Promotion 283

MTD Sales Training

MARCH 27, 2013

On our courses, we often ask sales people ‘what exactly do you sell?‘ After we’ve got through the list of products and services, they cotton on that people, their prospects, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Exact Course Prospecting Consultative Selling 296

Understanding the Sales Force

MARCH 6, 2013

Understanding the Sales Force by Dave Kurlan Each morning my son and I build a story from the playlist we hear on the radio. Consider today's playlist from Sirius/XM's 70's station: Lucy in the Sky with Diamonds. I Wish. Skyhigh. Disco Lady. Diamond Girl. No Sugar Tonight. Could it be I'm Falling in Love. So the story goes that Lucy was up there in the sky with her diamonds and I just wish she hadn't been blown sky high because she's a Disco Lady who just loves those diamonds.

Proposal 278

Proposal Margin Follow-up Data 278

SBI Growth

MARCH 18, 2013

An event occurs: the top sales rep resigned. You get on the phone and try to ‘save’ him. Discussions around career, tenure, experience and longevity ensue. He tells you “he loves this place… will miss everyone… got a better opportunity.” You get your boss on the phone with him. You get the CEO on the phone with him. Nothing works: he leaves for greener grass.

Compensation 323

Compensation Quota Commission Territories 323

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Data

Sales and Marketing Management

MARCH 28, 2013

Issue Date: 2013-03-29. Author: Michael D. Krause. Teaser: A good lawyer knows the answers to every question before asking it. It may not be quite the same with salespeople, but there are some key questions to avoid. A good lawyer knows the answers to every question before asking it. It may not be quite the same with salespeople, but there are some key questions to avoid.

Prospecting 274

Prospecting 274

The Pipeline

MARCH 20, 2013

by Tibor Shanto – tibor.shanto@sellbetter.ca. There is an ongoing debate as to whether training, specifically sales training, is effective and whether it truly delivers results over the long run. As you would expect there usually10 more opinions than there are participants at any given time, and as it is with most things in sales there is no absolute or right answer.

Quota 288

Quota Guarantee Conference Energy 288

Steven Rosen

MARCH 26, 2013

Don’t Hire the Plug and Play. Welcome to Sales Management TV. My goal is to provide you with insights and pearls that you can easily use in your day to day work. I am Steven Rosen author of 52 Sales Management Tips and executive sales coach. This week’s tip is about hiring the right candidate. You have a vacant territory and you have narrowed your search down to two candidates.

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Hiring Sales Management eBook Territories 278

MTD Sales Training

MARCH 7, 2013

The way that sales professionals sell has gone through massive changes over the last few decades and the sales process has gone from a one way “push the benefits” monologue on the behalf. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 293

Buyer Benefit Sales Process Sales 293

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

Jeffrey Gitomer

MARCH 27, 2013

Tweet RSS readers may click here for the video. The post Closing the Sale | The Definitive Answers You Won’t Like appeared first on Jeffrey Gitomer’s Sales Blog.

Closing 277

Closing Video Sales Training 277

SBI Growth

MARCH 5, 2013

This post is written to help educate CEOs on why the number got missed. Perhaps the quarter is not shaping up well. The number is a tiny spot on the horizon. The board is going to be on your rear end if this doesn’t get fixed quickly. Your background is in operations, not sales and marketing. You need help understanding the issues in order to fix them.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation 320

The Sales Heretic

MARCH 4, 2013

Recently, a friend of mine in Colorado posted a complaint on Facebook about a major retailer that was doing an online promotion. The promotion ended at midnight, but when she went to the web site to take advantage of it, shortly after 10 pm Mountain Time, she discovered that the retailer meant midnight Eastern Time. [.].

Retail 267

Retail Promotion Facebook Sales 267

The Pipeline

MARCH 4, 2013

By Tibor Shanto – tibor.shanto@sellbetter.ca. Probably the most important role in a sales organizations ability to ensure successful and consistent execution of their sales process is the front line sales manager. They are the ones that distill the central message down to the local team. They are the ones who ensure that the discipline and the measures that are required to succeed are implemented, adhered to and improved, both in day to day interactions with their team members, and in their de

Coaching 282

Coaching Account Examples Sales 282

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

Understanding the Sales Force

MARCH 13, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted an article that linked to two additional articles I wrote for EcSell Institute and Top Sales World. Speaking of Top Sales World, they just published a page showing all of the greats (I'm honored to be included) that have been inducted into their Sales & Marketing Hall of Fame in the past 3 years.

Coaching 264

Coaching Sales Management Decision Maker Competition 264

MTD Sales Training

MARCH 28, 2013

Our profession is full of myths and misconceptions. It has a plethora of ideas and techniques that have followed sales people down the ages, some of which have been built on shaky ground, others on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 286

Buyer Sales 286

Jeffrey Gitomer

MARCH 8, 2013

Tweet What are you doing to keep your salespeople? Here’s a list of 23.5 elements to build and grow a stellar sales team: 1. Structure a fair compensation package that is commission based The more they sell, the more they earn. People get into sales because it’s got the potential for great financial rewards. Create an attractive package. 2.

Incentives 255

Incentives Incentive Compensation Referrals 255

SBI Growth

MARCH 7, 2013

In this post we will explore the power of storytelling in competitive deals. Storytelling is an undervalued skill. It is the reason you lose competitive deals you think you should have won. There have been many sales methodologies focused on uncovering needs. They will tell you to match your solution to those customer needs. This is only part of a successful strategy.

Competition 319

Competition Buyer Persona Campaigns Face-to-face 319

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Account Based Marketing

The Sales Heretic

MARCH 12, 2013

You made the sale! Congratulations! But are you leaving money on the table? Could the order be bigger? Very possibly. Because there are a number of good reasons why your customer should buy more from you than they had originally planned. Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this [.].

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Strategy Customer Sales 267

The Pipeline

MARCH 11, 2013

By Tibor Shanto – tibor.shanto@sellbetter.ca. There seems to be wide agreement that at any given time, only a small percentage of your target market is Actively Looking for what your are selling, estimates seem to be about 15%. A similar percentage, fall into a group I call Passively Looking, leaving about 70% of the target group is removed from the market, not looking, or working hard to look the other way, the Status Quo.

Marketing 282

Marketing Buyer Vendor Objections 282

Score More Sales

MARCH 1, 2013

The first day of a new month in selling offers so much promise. For those on a calendar year, it is the beginning of the last month of the first quarter. Time to make things happen! You’ve dusted off the holidays and Winter doldrums and Spring is around the corner. Time to close some of that pipeline you have out there or crank up the efforts to further build your pipeline.

Consumer 255

Consumer Outbound Study Positioning 255