Bernadette McClelland
OCTOBER 1, 2014
'3 Business Lessons Learnt Whilst Travelling Half The World! It’s a long one this week… Each year for the past few years, I make my annual pilgrimage to the USA. I do it for two reasons – one is business where I combine working with corporate sales teams, small businesses and honing my skills in the area of sales development so I can stay one step ahead of my clients and continue to deliver value.
Jeffrey Gitomer
OCTOBER 6, 2014
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us. Networking Sales Uncategorized 21.
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The Pipeline
OCTOBER 27, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . There are certain universal concepts and sayings in sales that everybody just nods to, “sure, of course, that’s hockey, motherhood and apple pie, of course.” And then they go in about selling like they always have whether they implement the concept or not. One of these concepts is around listening. “Come on Tibor, everyone knows you gotta listen, this is nothing new.” Then they double down and tell me “Tibor, I am
Sales 2.0
OCTOBER 22, 2014
'This post is going to be biased. Sorry. I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. I read that book in 2008 and it rocked my world. Now he’s got a new book focused on sales , The New Rules of Sales and Service. David pretty much defined content marketing about the same time Hubspot were thinking that way and now Hubspot is a newly-minted public company.
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MTD Sales Training
OCTOBER 15, 2014
'We have spoken many times about the key skills required to become an expert salesperson, and we always keep coming back to the specific skill of being able to listen effectively. Listening is a skill. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Bernadette McClelland
OCTOBER 1, 2014
'3 Business Lessons Learnt Whilst Travelling Half The World! Each year for the past few years, I make my annual pilgrimage to the USA. I do it for two reasons – one is business where I combine working with corporate sales teams, small businesses and honing my skills in the area of sales development so I can stay one step ahead of my clients and continue to deliver value.
No More Cold Calling
OCTOBER 21, 2014
'Relationships are the key to sales effectiveness. If you’re not taking time to build relationships, then you’re making the biggest sales mistake there is. Whether a business is ultrahigh tech or low tech, personal relationships have always been what seal the deal in B2B sales. There is significant research about why customers make buying decisions.
The Pipeline
OCTOBER 6, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . I continue to be amazed that despite all that is written about the importance and success of referrals, how few sales people actually leverage this proven and effective method of sourcing new sales opportunities. Whenever I ask a group of sales reps “How many people here ask for referrals?” I still find that way less than half raise their hand.
Jeffrey Gitomer
OCTOBER 13, 2014
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
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MTD Sales Training
OCTOBER 23, 2014
'Fear is one of the most debilitating emotions a human being can experience. It can stop you emotionally and physically from carrying out even mundane tasks, depending on the level of fear. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
OCTOBER 5, 2014
'Issue Date: 2014-10-06. Author: Tim Minahan, CMO, SAP Cloud. Teaser: Social media is big and it’s only getting bigger. By recognizing and embracing its power, marketers can transform the very nature of business and engagement and deliver their customers to new worlds of excellence. Social media is big and it’s only getting bigger. By recognizing and embracing its power, marketers can transform the very nature of business and engagement and deliver their customers to new worlds of ex
Understanding the Sales Force
OCTOBER 20, 2014
'In the old days, after speaking at a conference, I would frequently be told that I was the top-rated speaker at the event. More recently, people have told me that I "Rocked!" One time, as I was being introduced, an audience member came up to me and said, "Don''t Suck!" We can''t always be rock stars. I apologize if it sounded like I was bragging. I didn''t mean to.
No More Cold Calling
OCTOBER 16, 2014
'Even when there’s nothing on, we’ll always have reruns. You’ve heard it: Television will kill radio. Video killed the radio star. And technology will eliminate the time-consuming, face-to-face aspect of communication. Um, no. Because the more things change, the more they stay the same—in sales and in life. Old but Not Irrelevant People have always been fascinated with—and even enthralled by—technology.
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The Pipeline
OCTOBER 2, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Whenever I do a piece about prospecting, specifically cold calling, one of the push backs I get is about the script. People feel limited and restricted by them, well not actors, who seemed to have found a way to take scripts, other people’s scripts, and not only use them creatively and expand beyond the words on the page (or screen), but make good money with in the process.
Score More Sales
OCTOBER 3, 2014
'If you are in sales, take a look at your email inbox now. How many emails do you have? What is your process for dealing with email? I’ll share some ideas, but first, please take this 3 minute survey on how you deal with email. I will post the results AND will be sharing aggregated responses when I talk about sales productivity at Dreamforce on October 14th (9AM at the Marriott Marquis if you are going to Dreamforce) There are no names attached to this survey – so please be honest.
MTD Sales Training
OCTOBER 14, 2014
'Many salespeople ask us about the best way to broach the subject of taking notes in a client meeting. Some actually state they’re worried about asking or simply taking out their notebooks because it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
OCTOBER 2, 2014
'When trying to communicate a complex product story articulating your differentiation is key, but oftentimes it’s just not enough. Here are five steps that help your company tell their product story loud and clear.
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.
Understanding the Sales Force
OCTOBER 9, 2014
'Earlier this week, I spoke to a great audience of sales leaders at the EcSell Institute Fall Sales Coaching Summit in Dallas where my topic was, How to Hire a Great Salesperson that Will be Great. I asked the attendees if they had ever hired a great salesperson that still failed and everyone there said, "Yes!" I asked if anyone could explain how or why a great salesperson could fail, and the group offered up many guesses, but weren’t able to come up with my top 4 reasons.
No More Cold Calling
OCTOBER 28, 2014
'Get out of your office to reignite your passions. If we’re not learning, we’re dead. I didn’t coin that phrase, but that’s my belief. Learning is exciting and transforming. That’s one of the key reasons I’ve attended Dreamforce for the past three years—last year as a guest blogger for Salesforce.com and this year as a speaker.
The Pipeline
OCTOBER 16, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . There is an old saying that goes: There is no such things as an old joke, just old people. Meaning no matter how old you are the first time you hear a joke it is new to you, no matter how long it has been out there. Which explains why I am going to sound a bit old in this piece, which is alright, because I will be talking about all the “NEW” out there that sellers are being told (sold) they should be consuming if they want to succeed.
Steven Rosen
OCTOBER 14, 2014
'October 14, 2014 – Star Solutions That Achieve Results Inc. (STAR Results) has launched its global 2015 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers.
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?
MTD Sales Training
OCTOBER 22, 2014
'When people make decisions, they have a shift of perspective. That is, they stop wondering about the choices they can make and now start to live with the consequences of that decision. The word comes. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
OCTOBER 27, 2014
'Issue Date: 2014-10-27. Author: Amit Khanna, President of Small and Medium Business, SalesGenie. Teaser: In an era when statistics show that as much as 60% of a purchasing decision has been made before companies even realize that a buyer is a prospect, are salespeople even relevant? In an era when statistics show that as much as 60% of a purchasing decision has been made before companies even realize that a buyer is a prospect, are salespeople even relevant?
The Sales Heretic
OCTOBER 15, 2014
'Too many businesses and salespeople waste enormous amounts of time, money and effort trying to sell to “everyone.” Savvy ones, though, focus their resources on their “ideal” prospects, resulting in easier, faster and bigger sales. But how do you figure out who your ideal prospects are? Listen to my appearance on Breakthrough Radio with Michele [.].
No More Cold Calling
OCTOBER 2, 2014
'Don’t let your sales team rely too heavily on technology. Remember the movie Space Cowboys (2000)? Four long-retired test pilots—played by Tommy Lee Jones, James Garner, Clint Eastwood, and Donald Sutherland—are sent into space to repair an old Soviet satellite, a mission only they know how to accomplish. As this is Hollywood, they are teamed up with two young astronauts who see them as geriatrics—out of shape and out of date—and treat them like they belong in an old-age home.
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The Pipeline
OCTOBER 30, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . I was talking to a rep the other day, he was telling me about his approach to structuring his week to help him succeed. He set certain activities to specific days, and filled in the rest of the time with things that were dependent on the buyers’ calendars. He had time set for writing account reviews, Thursday afternoons, this way if he had to get something from the clients he still had time in the week.
The Sales Hunter
OCTOBER 1, 2014
' 1. Give the customer two options. Doing this allows them to feel in control. Many people don’t want to be sold. Giving them an option allows them to feel they’re in control. 2. State your offer with confidence with a strong voice and strong body language. If you can’t state your price with confidence, […].
MTD Sales Training
OCTOBER 16, 2014
'When negotiating with a client recently, I noticed she was often coming back to the issue of pricing for our services, trying to get me to reduce the fees for some specific services we were offering. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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