Bernadette McClelland
APRIL 16, 2014
'I’m ‘Coming Out’ today… Well, in a non sexual way. Coming out also means declaring something that others don’t know about you and if we thought long and hard about it, I am sure all of us in both our personal and professional lives would be able to ‘come out’ about something. What stops us though is that it usually means we make ourselves wrong.
SBI Growth
APRIL 18, 2014
'The majority of marketing leaders report dissatisfaction with results from Marketing Automation. Frost & Sullivan reveals 75% not accomplishing what they expected. Failed implementations of Marketing Automation litter the battlefield. CMOs know their marketing automation isn’t delivering results but aren’t sure what to do. Do you fix or replace?
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The Pipeline
APRIL 14, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. I was never big on Shakespeare, took me long enough to master English as my third language, good old Willie just confused things that much further, I must admit that I do have an appreciation for the phrase from Hamlet “The lady doth protest too much, methinks” Not only as a parent, but perhaps in a similar vein working with sales people, as exemplified by a recent exchange with a rep I am working with.
MTD Sales Training
APRIL 15, 2014
'Sales. A great profession, isn’t it? The world would stop if people didn’t sell things. I love buying things. I have toys and gadgets that surround me in my business and personal life. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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.
Bernadette McClelland
APRIL 16, 2014
'I’m ‘Coming Out’ today… Well, in a non sexual way. Coming out also means declaring something that others don’t know about you and if we thought long and hard about it, I am sure all of us in both our personal and professional lives would be able to ‘come out’ about something. What stops us though is that it usually means we make ourselves wrong.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
APRIL 16, 2014
'Join me on May 8th, 1:00 PM – 2:00 PM PDT , as along with the folks from Exponential Sales, we explore sales from the singular view of execution. The best sales organizations are those who excel at executing their sales process; from demand generation, to prospecting to closing and growing accounts. The best sales processes are those that evolve and reflect the changing nature of their clients and markets.
No More Cold Calling
APRIL 17, 2014
'Because no one ever taught them how to sell. How many of us studied sales in college? Engineers, scientists, accountants, lawyers—these folks all study their crafts. But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. But most of us are left to figure things out on our own.
Understanding the Sales Force
APRIL 17, 2014
'Understanding the Sales Force by Dave Kurlan Yesterday I was in the office, preparing for the today''s formal introduction of Objective Management Group''s (OMG) award-winning, new and improved, fourth generation, Sales Candidate Assessment ( View the 25-minute Webinar here ) when the phone rang and I answered. Not only was it a cold call, but it was one I could write about - the best kind!
SBI Growth
APRIL 17, 2014
'Ask a small company Sales VP about his biggest fear. You’ll hear a common response: losing my best guys. Many small companies live by the Pareto principal. 80% of their revenue comes from the top 20% of their team. Losing one top performer can ruin the entire year. This is why Sales VPs list Talent as one of their biggest needs.
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The Pipeline
APRIL 17, 2014
' By Tibor Shanto - tibor.shanto@sellbetter.ca. I recently saw an ad for a sales program, and that big bold letters enticing me to buy read: “How To Get Ahead Of Your Buyer”. While I get where they were coming from, or more accurately who they were trying to appeal to, but there was just something wrong with the way it was phrased. I think one of the biggest challenges sales people have is not to get ahead of the buyer, it seems to me that getting ahead of the buyer is the same as “leaving t
Sales 2.0
APRIL 15, 2014
'In a previous post I went on about how uninspiring (and ineffective) it is for a sales person to call a prospect to “just touch base”. On the other hand, I’m all for sales people using the telephone to stay in touch. So what’s the solution? If you must call what do you say. Here’s one idea: have an idea. As you may know I’m fortunate at the moment to sometimes be a buyer and sometimes a seller.
The Sales Hunter
APRIL 15, 2014
'Do you know there are 6 things top-performing salespeople do to sell more in less time? The beautiful thing is anyone can do them. You don’t need special skills, but rather the discipline to make it happen. Here’s the list: Secret #1: Never end today until tomorrow is planned. Don’t allow yourself to start the […].
SBI Growth
APRIL 12, 2014
'Marketing is tasked with contributing to the bottom line. As a marketing leader you must be able to prove your ROI. But many marketing leaders struggle to position their team for success. One of the complaints we hear all of the time is lack of resources. “I don’t have enough people to get everything done.” This is especially true for small companies and marketing leaders in particular.
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Understanding the Sales Force
APRIL 14, 2014
'Understanding the Sales Force by Dave Kurlan Last week I wrote this article questioning the Death of SPIN Selling. Over the years I have questioned the impending death of other important areas like cold-calling, selling, sales process, salespeople and more. As we continue to discuss these issues and more like them, let''s think about why there are two camps - those who continue to prophecise the eventual death of salespeople and selling; and those who defend its existence and continued importan
Pointclear
APRIL 17, 2014
'In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick.
The Sales Hunter
APRIL 15, 2014
'Go ahead and sell naked some time. You’ll be surprised at what you can make happen when you’re naked. You’ll shock your customers, especially those who are used to dealing with a lot of salespeople. Oh, when I say “naked,” what I mean is going into a customer call with zero sales materials. Excuse me, […].
SBI Growth
APRIL 15, 2014
'A CEO wants a team equipped to win deals and make the number. If they aren’t winning, then the CEO needs a team to fix the problem. This article outlines the characteristics of the right team of problem solvers.
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.
MTD Sales Training
APRIL 17, 2014
'We often get asked to help salespeople craft their cold-calling script so that the recipient drools at the very thought of meeting with the salesperson and has sleepless nights waiting for the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
APRIL 17, 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.
The Sales Hunter
APRIL 13, 2014
'If you want to get your week off to a great start, find someone as optimistic as you and spend a little time with them. This is so effective because it will further boost your sales motivation — and theirs too! It will also remind you of something I speak of often: The importance of […].
SBI Growth
APRIL 16, 2014
'Q1 is over. You barely missed the number. You rolled out a new comp plan in Q4. It is a riskier plan for sales people, but pays big for performance. Due to this, some sales people received huge Q1 commission checks.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
No More Cold Calling
APRIL 15, 2014
'Why not put the technology away and curl up with a real book every once in a while? Something special happens when we read a real, printed book. We disconnect from technology and all its distractions. We retreat into our own heads to think, reflect, and enjoy a break from our always-connected world. My first book— No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust — was published in hardcover by Warner Books eight years ago this month.
Sales and Marketing Management
APRIL 13, 2014
'Issue Date: 2014-03-01. Author: Paul Nolan. Teaser: Do you continue to be frustrated and confused as to why so much of your sales training doesn't seem to stick? Companies are increasingly turning to daily or weekly quizzes and on-demand refreshers that can be accessed via mobile devices to reinforce what has been taught in more formal training sessions.
The Sales Hunter
APRIL 18, 2014
'One trait of being a sales leader — or for that matter a leader in anything — is to always be open to learning something new. Great leaders don’t just learn new things occasionally Rather, they learn new things each day. When I talk with people, I will often ask them what they’ve learned, and what […].
SBI Growth
APRIL 14, 2014
'You just wrapped up your first quarter review of the sales teams results. 80% of the number came from 20% of your reps. A select few are carrying the team trying to make the number. This type of activity is not sustainable. As a Sales Manager, you have tried everything. You are asking, “What is out there in the market that I’m not using?
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?
Pointclear
APRIL 15, 2014
'By Christopher Hosford, editor-in-chief, HosfordGroup. Last month I attended the Future of Business conference in New York City, sponsored by international software giant SAP. One of the featured speakers was Josh Linkner, founder and CEO of Detroit Venture Partners , whose company enables startups in the infamously dystopian town. But Linkner was not here to talk about bootstrapping Detroit.
Score More Sales
APRIL 14, 2014
'The right activity gets results. It is not just being busy that gets appointments and gets demos and gets deals. One of my favorite slogans in selling is: Never confuse activity with accomplishment. Stop telling everyonehow BUSY you are and start having a professional conversation around why you will be successful and accomplish the results you were hired for based on a plan that you have, or will put, in place.
The Sales Hunter
APRIL 12, 2014
'Are you making the most of your referral business? If you aren’t dramatically increasing the level of referrals you receive, you are missing out on profit. Why? Because the EASIEST way to sell without having to discount is through your referral business. People who are referred to you are least likely to ask for […].
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