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.
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.
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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.
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: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
The Sales Hunter
NOVEMBER 17, 2015
I know it’s hard to believe, but 2016 is right around the corner! There are definitely some things you should be doing now to ensure your 2016 gets off to a great start. Below are the 10 that I definitely think you should not overlook: 1. Learn the 2016 company objectives for each of […].
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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.
Increase Sales
NOVEMBER 16, 2015
What makes for good salespeople? Some might respond with top sales skills. Others may suggest a great sales process. While there may be some who believe outstanding marketing is behind good salespeople. All of these may contribute to creating a sales force that is both efficient and effective; however I think the main talent, attribute, skill, call it what you will is something that is far more illusive and harder to identify.
The Sales Hunter
NOVEMBER 15, 2015
If you think hanging around negative people isn’t going to affect you, think again! Your career is too important to let it be influenced by the negative attitudes of people around you. And don’t fall into the false idea that you will be the one to pull them out of their negativity. That approach […].
Sales and Marketing Management
NOVEMBER 18, 2015
Issue Date: 2015-11-01. Teaser: We are taught from a young age to believe in the power of sustained attention, but psychologist Josh Davis says if your workforce is struggling to be productive, they may not be daydreaming enough. We are taught from a young age to believe in the power of sustained attention, but psychologist Josh Davis says if your workforce is struggling to be productive, they may not be daydreaming enough.
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In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
A Sales Guy
NOVEMBER 16, 2015
The ONE (or 50) Things You need to Know to Get Y our Customers Attention. There are a million things sales people need to do to get the customers attention and make the sale. But there is one that is far more important than any of the others. What is it? It’s knowing, ahead of time, what problems your customers are struggling with. I’m constantly amazed. at how often sales people reach out to a customer with no clear understanding what problems their customers COULD be dealing wit
Increase Sales
NOVEMBER 14, 2015
First glance at this headline many mid-size to small business owners to even sales managers probably internally believe “heck yes, my salespeople are expensive.” Possibly some may even have a second thought about how to reduce that cost. Cost is the word that determines if those in leadership roles have either a scarcity mentality or an abundance mentality.
The Sales Hunter
NOVEMBER 17, 2015
If you’ve been following for the past few weeks, I’ve been digging into 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone. Today we’ve reached #9. I think it can be quite effective if the company you’re trying to reach is larger and has multiple divisions and/or locations: Call a different […].
Sales and Marketing Management
NOVEMBER 17, 2015
Issue Date: 2015-11-11. Author: Stephen Davis. Teaser: Data, even that from a business phone system, tells an important story that helps shape decisions. Digging into the data sourced by a UC system can provide an untapped stream of knowledge for key employees, including a call center manager. Data, even that from a business phone system, tells an important story that helps shape decisions.
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Sales Training Connection
NOVEMBER 18, 2015
While hardly a new idea, professional sport teams increasingly are hiring psychologists to work with their players. Individual athletes, like golfers and tennis players, are too. In all cases the goal is the same: Gaining an edge and lifting performance to the next level. Since I happen to be a psychologist by education, I wondered what type of advice my professional colleagues are providing and whether it might be helpful to Sales?
Increase Sales
NOVEMBER 20, 2015
Have you heard about the Self-Determination Theory (SDT)? This theory is about an intrinsic psychological motivation need that all humans have. When we begin to peel away this theory, we can see autonomy is inherent to self leadership. The SDT defines autonomy as being able to make a choice. I disagree with a recent posting by Seth Godin in which he stated “Human beings thrive on the quest for total control.
The Sales Hunter
NOVEMBER 14, 2015
I can’t emphasize enough how beneficial it is to get involved in your community. Explore not only the local business schools at colleges, but also cultural events. By doing this, you will broaden your perspectives — as well as your talking points when it comes to interacting with senior level managers and c-suite executives. […].
Partners in Excellence
NOVEMBER 17, 2015
“Tell Me About Your Business Pain… ” We all recognize this, or it’s variants as a classic start to a prospecting or discovery call. Each of us has probably used this phrase thousands of times. The motivation behind this question is great. It’s focusing us on the customer, getting to understand them, their problems and concerns.
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Engage Selling
NOVEMBER 18, 2015
No matter what you want to believe, social media in B2B sales is here to stay! The question is not how to avoid it, but rather “what pieces should I use and how should I use them to attract and retain the best clients for my business?” Join me today for 8 specific ideas that […]. No matter what you want to believe, social media in B2B sales is here to stay!
Increase Sales
NOVEMBER 19, 2015
Have you ever witnessed those entrepreneurial businesses that seem golden. They start one small business and then jump to an entirely different industry with equal success. Eventually as you watch them, something happens and usually around their third to fifth venture sales failure begins to take over. During the last 30 plus years within the Chicagoland and Northwest Indiana regions I have personally seen this intersection of sales failure and success ego.
The Sales Hunter
NOVEMBER 20, 2015
Welcome to a new column I will be sharing with you each Friday. My goal is to share in a concise way a critical insight I’m seeing from my perspective as I meet and discuss with senior level leaders each week. If you want to receive the Executive Sales Leader Briefing in text form in an […].
Partners in Excellence
NOVEMBER 18, 2015
As sales people, we know we have to engage our customers in disruptive thinking. We need to them to think about their businesses or functions differently, we need them to see new opportunities, we need them to recognize changes going on all around them. As we look at our customers from the outside, what we see is a corporate level view. We see the positioning of the company, we see the priorities of top management.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Engage Selling
NOVEMBER 17, 2015
Not all clients are created equal. Nor should you be compelled to treat them equally. There’s no law stating you must sell to everyone, or keep servicing clients that are the wrong fit for your business. It’s as fair to say that your business has outgrown some types of customers as it is to say […].
Increase Sales
NOVEMBER 18, 2015
Lately I have been watching the statistics on this blog and noticed those postings that directly mention increase sales, sales growth or any topic with the word “sales” receive far more traffic than the postings about leadership, workplace culture, customer service, strategic planning, organizational development, etc. What these traffic numbers tell me is people are seeking how to increase sales, how to achieve sustainable sales growth and yet maybe ignoring all the other nuances within the sal
Your Sales Management Guru
NOVEMBER 16, 2015
Sales Compensation Planning for 2016. It takes time to get it right. As sales leaders or executives everyone must be focused on exceeding the end of year sales quota’s and budgets-but alas- it is mid-November and December will be quickly on top of you. Over the next few weeks I will be discussing the components that all companies must begin to work on during the 2016 budgetary and business/sales planning process.
Customer Centric Selling
NOVEMBER 18, 2015
Sales Tips: Don't Walk into a Sales Call Blindfolded. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Virtually all companies claim to be “customer-centric” but set many of their sellers up for failure with the prodigious amount of product training they provide. Sellers’ “comfort zones” become talking about offerings.
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Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.
Engage Selling
NOVEMBER 16, 2015
The Miami beach dining scene is always in flux. In fact, when Chris and I leave in April we always place bets as to which “new favorites” will still be around for us to enjoy when we return in 6 months. This year we had a number of casualties including two local spots, Sienna Tavern and […].
Increase Sales
NOVEMBER 15, 2015
Usually around this time of year, some mid-size to small businesses are beginning to engage in some sort of strategic planning process. Now some small business coaches to consultants will suggest the first step in this process is data analysis and that is the wrong first step. Data analysis cannot happen until the data is collected. This means gathering up numerous financial records.
The ROI Guy
NOVEMBER 19, 2015
You’ve invested a lot of time and effort in developing your B2B value selling / ROI tools and program, But the evolution from product to value can have its challenges. trying to get your sales reps and specialists to better communicate and quantify your unique value. So how do you know if your getting it right, and where your program might have gotten off-track?
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