Bernadette McClelland
NOVEMBER 18, 2015
We see the word ‘Oui’ and our thoughts immediately transport us to a romantic and foreign land! To a land that “embodies everything religious zealots everywhere hate: enjoyment of life here on earth in a myriad little ways: a fragrant […]. The post The Hidden Power of ‘Oui’ appeared first on Bernadette McClelland.
MTD Sales Training
NOVEMBER 11, 2015
A salesperson attended one of our programmes recently and asked ‘how many ways are there to measure whether you are successful, other than meeting your sales quota?’. It’s a good question and many people would say there’s probably only one success factor that matters; hitting your figures each month. But is it possible that you could be successful by other means?
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Sales and Marketing Management
NOVEMBER 30, 2015
Issue Date: 2015-11-01. Author: Tim Riesterer. Teaser: What if one basic technique could convince your prospect that the change you’re proposing is superior to the status quo? What if one basic technique could convince your prospect that the change you’re proposing is superior to the status quo?
Anthony Cole Training
NOVEMBER 30, 2015
Great closing pitchers get batters out. They always don't get people to strike out. Sometimes runners get on base, but then the next batter hits into a double play and now there are two outs and no one on base. The third batter hits a fly ball to the outfield, the outfielder catches the ball – ballgame. Another save for the closer.
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.
The Pipeline
NOVEMBER 30, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . I have written several times about the importance of time in sales, how time really is the currency of sales; while everything else in sales may be variable, success will be determined by a number of unique and individual factors. Time is the only standard element we all share, what we do with it is the differentiator.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Bernadette McClelland
NOVEMBER 11, 2015
OK! So, this topic could be construed as a little ambiguous ;), but let’s play anyway so please keep on reading to the end! I have just returned from a whirlwind business trip to the UK to roll out a […]. The post The 5 Step Pathway to Corporate Game Playing appeared first on Bernadette McClelland.
MTD Sales Training
NOVEMBER 30, 2015
It’s a tough question, this one. Your prospect has gone out to tender or has asked other companies as well yours to present their solutions. They are someone you would like to work with but you’re. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
NOVEMBER 30, 2015
Issue Date: 2015-11-30. Author: Shapiro Negotiations Institute. Teaser: When it comes to reinforcing what employees have learned through training, many organizations fall down on the job. When it comes to reinforcing what employees have learned through training, many organizations fall down on the job.
Steven Rosen
NOVEMBER 23, 2015
Thanksgiving is the time to celebrate and be thankful for our family and friends and all the wonderful blessings we have. I would like to wish all my American friends a Happy Thanksgiving. Be careful not to eat too much turkey, as it is high in L-tryptophan and can make you sleepy. Most of your customers will shut down in less than 4 weeks. If you are chasing your 2015 sales numbers you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line.
Advertisement
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
NOVEMBER 26, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . Last week I wrote a piece about the importance, and more specifically, the must have attributes of Next Steps. Had questions around the topic, most were relating to what to do if one of the three attributes were not attained. At that point you have a choice, retrace and see how you can firm up the loose attribute, or, drop it and move on to the next prospect.
Mr. Inside Sales
NOVEMBER 23, 2015
I know, we’ve already been through this objection, but sales reps always want more input on it so here it is: The bottom line is that when someone says they want to think about it, it means they aren’t sold yet. And it could very easily mean that they aren’t sold on your solution, and they never will be because they have something else in mind. Your job is to either get to that hidden objection and learn what you need to do to overcome it, or get your prospect to reveal why they aren’t going to
Bernadette McClelland
NOVEMBER 10, 2015
We’ve read about it! We’ve heard about it! We’ve all noticed it out there… But the other day I actually witnessed it! I’m a huge fan of Shark Tank here in Australia and must admit, am enjoying the psychology behind […]. The post The Shark Tank episode that delivered more than a bite in the bum! appeared first on Bernadette McClelland.
MTD Sales Training
NOVEMBER 24, 2015
The dictionary defines philosophy as ‘a system of principles for guidance in practical affairs.’ When we philosophise about something, we think deeply and critically about the way things. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Advertisement
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
NOVEMBER 25, 2015
Issue Date: 2015-11-25. Author: Michael Elmgreen, Chief Revenue Officer, Handshake. Teaser: For wholesalers, Black Friday is not only an opportunity to finish the year strong financially, but also to differentiate by empowering their retailers for success. By implementing some basic tactics wholesalers can create a winning game plan. For wholesalers, Black Friday is not only an opportunity to finish the year strong financially, but also to differentiate by empowering their retailers for success.
Understanding the Sales Force
NOVEMBER 23, 2015
Last week, during my travels to Poland and back, I experienced how companies are using customer service as sales tools. In most cases, customer service tends to be vanilla, bland, and although professional in its approach, it is typically highly unspectacular. However, sometimes, customer service is so good, or so bad, that their brand statements go beyond what marketing or sales could ever do.
The Pipeline
NOVEMBER 23, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . One attribute many successful sales people possess is clarity of purpose, this helps them plan and execute more effectively, as well as help them review their actions and results more objectively. Because they are more focused on ‘purpose’ rather than self, any negatives that may surface during those reviews are weighed against results and how they may have moved them towards their purpose.
No More Cold Calling
NOVEMBER 19, 2015
Face-to-face matters in referral selling. “We need to postpone our deal until next quarter.” Yikes! No sales leader wants to hear that. It could wreck the company forecast and commissions. What could reps have done differently? Maybe nothing. Sometimes deals are out of our control. A company gets acquired, the economy tanks, the sales leader quits, the sky is green … or whatever.
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.
Mr. Inside Sales
NOVEMBER 16, 2015
I don’t know why tie downs aren’t used more by sales reps selling over the phone. They serve several crucial functions, including: Getting confirmation that the point you just made was understood and accepted by your prospect. This is especially important when selling over the phone as you don’t have the physical clues that tell you how it’s going. Using tie downs is also instrumental in building that all important yes momentum.
MTD Sales Training
NOVEMBER 23, 2015
Why is it that many salespeople hate internal sales meetings? You know, the ones where everyone sits round a desk and covers off the trivia and very quickly get bored with the whole process because. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
NOVEMBER 23, 2015
Issue Date: 2015-11-20. Author: Gregg Schwartz. Teaser: Every custmer is on a customer journey. Instead of thinking about how to work customers through your sales process, think about the customer’s view of the conversation and try to adapt your tactics to match the customer's buying process. Every custmer is on a customer journey. Instead of thinking about how to work customers through your sales process, think about the customer’s view of the conversation and try to adapt your
Understanding the Sales Force
NOVEMBER 16, 2015
This is an article about getting your sales message to resonate - every time. However, before we can discuss that, I need to share a current, real world example. So bear with me. Just like the news programs which, before the Paris attack, had been talking mostly about political debates and candidates, I have been discussing various aspects of the science behind sales selection.
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
NOVEMBER 19, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . Definitions are an important factor in sales success, talk to the best sales people, best here being measured in results, not likability, and you will find that they thrive on clear definitions, it is their competitive edge. To identify weak sales people, look for those with plenty of opinion, but little or no clarity in approach or definitions for core elements of their success.
No More Cold Calling
NOVEMBER 12, 2015
Try a “No Toys at the Table” policy for sales reps. When did it become the norm to answer the phone during dinner or to check email while having a conversation? We’re so wired for 24/7 connectivity that we have developed FOMO —fear of missing out. The unfortunate result: While we stay up-to-date on what’s happening online, we’re not paying attention to the people right in front of us.
Mr. Inside Sales
NOVEMBER 11, 2015
Anyone who has to cold call as part of their sales career knows how hard it can be. Many sales reps cringe as they dial a number and wait for the receptionist to answer: “Who’s calling?”. “Will he know what this call is regarding?”. These and other questions create such call reluctance that it’s no wonder the programs that claim “Cold calling is dead!
MTD Sales Training
NOVEMBER 6, 2015
Last week, one of my trainers and I were on our way to visit a prospect when we stopped off at a Starbucks for a drink. We ordered our favourites and sat down. I was just looking around while we waited for our drinks to be delivered to our table, when I noticed the pricing on the menu on the wall. Frankly, I had never paid much attention to the prices; I just ordered what I wanted in the size I wanted.
Advertisement
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.
Sales and Marketing Management
NOVEMBER 22, 2015
Issue Date: 2015-11-01. Author: Hassan Kotob. Teaser: Creating a wealth of content is one thing; making the most of these digital assets as part of the revenue-generation process is another. The reality is that many organizations lack clear insight into what digital assets exist and who is creating, approving, accessing or distributing that content.
Understanding the Sales Force
NOVEMBER 5, 2015
Yesterday I was looking at the dashboard in my new car and noticed that one of the gauges could be swapped out. There aren't any fixed gauges on this dash because the gauges, ranges and needles are displayed digitally. I can even change their color! The thing that caught my interest though, was the flashlight effect where the ticks to either side of the needle are brighter and bolder to draw attention to where the needle is pointing.
The Pipeline
NOVEMBER 12, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . As we head to the finish line 0f 2015, there is a tendency among many in sales to maximize their “closing” activities. Spurred on by their managers to close business, sales people get distracted from executing on the entire cycle, and focus on the here and now, and sacrifice future opportunities.
Expert insights. Personalized for you.
273 
Let's personalize your content