Bernadette McClelland

NOVEMBER 26, 2014

'Lessons Mark Bouris and Julie Cross have gallantly taught me this week. They say when the student is ready then the teacher will come. Thursday morning, I was invited to a breakfast hosted by the City of Yarra and fortunate enough to meet Mark Bouris who was the speaker. Mark is the Chairman of Yellow Brick Road, a financial services company, founder of Wizard Home Loans that was sold to GE Money for $500million in 2004 and he was also the successful host of the Australian series of The Celebr

SME 366

SME Social Media Influencer Up-Sell 366

MTD Sales Training

NOVEMBER 26, 2014

'Nowadays there is more pressure than ever before to meet or speak with as many prospects as you can and to optimize your time more effectively. I recently met with Mark Jones – Head of. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meeting 292

Meeting Webinar Metrics Closing Prospecting 292

The Pipeline

NOVEMBER 27, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Given that today is Thanksgiving in the States, it is not the time for heavy reading (maybe heavy eating), so today’s post is an audio delight that you can take with you and enjoy. It is a recent interview I did on Biz Radio Canada, talking about what else, Pipeline and Sales. You can use it to distract you from the other in line or at the mall, or stop you from getting trampled as you reach for that last discounted super-duper flat screen.

Hiring 292

Hiring Discount Sales Cycle Pipeline 292

No More Cold Calling

NOVEMBER 25, 2014

'Here’s what you might have missed from No More Cold Calling this month. Winter is right around the bend, and while the colder temperatures might be a welcome change of pace for some, cold calls are still the bane of every salesperson’s existence. End the year with a bang using the only prospecting strategy that converts prospects into clients more than 50 percent of the time.

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

Advertiser: ZoomInfo

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Intent Data

The Sales Hunter

NOVEMBER 25, 2014

' This week in the United States we celebrate Thanksgiving. A time to pause, reflect and to be thankful for all that we have. For many it’s a day to gather with extended family and friends, eat too much food, watch too much football and who knows what else. Let me share 10 reasons why […].

Selling Skills 275

Selling Skills Motivation Sales 275

The Pipeline

NOVEMBER 26, 2014

'Yes it is that time of year again, time for the Art Of Sales in Toronto, and while January may seem a bit away, it’s not, and now is the time to plan ahead. Not only that but readers of The Pipeline can take advantage not only of promotional pricing, but the Early Bird pricing in effect until December 5th, 2014. You will also want to check back to learn about a contest I will be running where some lucky readers can win tickets to this event, more on that as we get close to Christmas.

Conference 255

Conference Journal Microsoft Loyalty 255

Sales and Marketing Management

NOVEMBER 27, 2014

'Issue Date: 2014-11-01. Author: Staff. Teaser: Given how hard it is to muster the courage and energy to give feedback in the first place —  and the fact that it just as often leads to a worker being less motivated, not more — who needs it, ask Sheila Heen and Douglas Stone in their book, “Thanks for the Feedback: The Science and Art of Receiving Feedback Well.

Energy 252

Energy Motivation Leads Marketing Qualified Lead 252

Understanding the Sales Force

NOVEMBER 24, 2014

'It may have been in episode 4 or 5, in season 1. It was definitely in the HBO series Band of Brothers. Thanks Chris, for recommending it. I can''t believe I''m a decade late watching this! A soldier was telling an officer that after the drop into Normandy, he simply hid in a ditch. The officer asked if he knew why and he replied, "Because I was scared!

245

245

MTD Sales Training

NOVEMBER 28, 2014

'Earlier this week we brought you the first installment of my Q&A Session with Mark Jones who is Head of Learning & Development at MeetingZone Ltd. MeetingZone specialise in unified. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meeting 262

Meeting Closing Sales 262

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Sales

The Pipeline

NOVEMBER 24, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca . There certain things that people tend to “speak” in sales circles, which tend to be “tribal” in nature and are often mouthed to suit the circumstance or attain peer acceptance. But when you dig a bit you find that some of the things they speak to or of, don’t always reflect the way they actually execute.

Decision Maker 244

Decision Maker Influencer Objections Segment 244

Score More Sales

NOVEMBER 28, 2014

'Social is a state of mind, not a platform. Social is a way of doing business, not a trend to jump on the bandwagon with. Social is how we did business years ago. My grandmother was a larger-than-life social figure in the geographic community she lived in. She was my role model. We called her Mimi, and I’ve written about her over the years because she was such a big influence on me in business.

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

The Sales Heretic

NOVEMBER 24, 2014

'Need a bit of inspiration? A fresh insight? Or just a good laugh? Check out these powerful quotations. And feel free to share them! “Each failure to sell will increase your chances for success at your next attempt.” —Og Mandino “The key to a successful business is not necessarily being the best, but having customers who [.].

Sales 234

Sales Customer 234

MTD Sales Training

NOVEMBER 25, 2014

'Sales meetings are those events that can make or break a salesperson’s day. When they are encouraging and inspiring, they can build you up for the whole day and have you motivated to become the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales Meeting 230

Sales Meeting Motivation Meeting Sales 230

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Intent Data

The Sales Hunter

NOVEMBER 25, 2014

'Have you asked yourself why your competitor is able to offer what your customers believe is the same thing as what you sell for less money? Your customer is wondering this. They are wondering why you are more expensive and the competitor is less expensive. Comparisons are simply not fair. I don’t say this […].

Comparison 226

Comparison Competition Customer 226

Score More Sales

NOVEMBER 26, 2014

'Imagine a time when you can work totally on the go with your mobile device – phone or tablet – to create business, follow-up with customers, train your team, assess your pipeline, and work a smooth system. Not only will those in sales be able to manage their territories this way but also sales leaders will have incredible access to data and insights – even being able to reinforce learning.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

Sales and Marketing Management

NOVEMBER 25, 2014

'Issue Date: 2014-11-25. Author: Armando Mann. Teaser: CRM software has never been more powerful in painting a picture of your customers and prospects, but end-user frustration leads to data erosion. Here are three quick fixes. CRM software has never been more powerful in painting a picture of your customers and prospects, but end-user frustration leads to data erosion.

Data 216

Data Software Software CRM 216

Sales 2.0

NOVEMBER 24, 2014

'Every time a holiday comes around I can hear “ Uncle Paul Castain ” reminding us sales people not to slack off. He’s totally right about it too. Whenever you think it might be a bad idea to call someone or send an email because “people aren’t working”, just do it! (For example, some of the best emails I’ve sent were sent to business executives on the weekend.).

Guarantee 199

Guarantee Prospecting Examples Customer 199

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

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Retail

The Sales Hunter

NOVEMBER 23, 2014

'Your competitors may be taking a break and slowing down as we head into the holidays. What should you be doing? The EXACT OPPOSITE! That’s right. Don’t slow down now! Check out the video to see what I mean: Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the […].

Motivation 206

Motivation Video Exact Sales 206

Increase Sales

NOVEMBER 22, 2014

'Years ago I read that Peter Drucker was the author of SMART goal setting criteria. I had also read that Zig Ziglar was also the author. Regardless of whom established these criteria, they have been around for well over 30 years. Yet, we continue to read about everything from the decrease in the obesity rate, ongoing failed business strategy execution and even missed sales targets.

Workbooks 154

Workbooks Facebook Motivation Tools 154

A Sales Guy

NOVEMBER 25, 2014

'In the world of SaaS and cloud solutions, the demo is everything. As the demo goes, so goes the sale. Give a shitty demo, and you’re not gonna get the sale. Give a good demo, and you’ve just increased the chances closing the deal. Give a killer demo and get ready to cash your fat commission check and prepare for Presidents Club. With the demo carrying so much weight in the sale, treating them as a way to highlight every feature your product or solution has is stupid, annoying, unnec

Report 142

Report Buyer Commission Exact 142

Partners in Excellence

NOVEMBER 24, 2014

'I worry, sometimes, that we take the process of hiring, onboarding, coaching, developing and managing the performance of sales people too casually. Too often, managers tend to treat sales people as commodities. There’s an attitude of quickly hiring the best that’s available, if that person doesn’t work out, we can fire them and hire someone new.

Hiring 119

Hiring Churn Buying Cycle Quota 119

Advertiser: ZoomInfo

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Lead Qualification

The Sales Hunter

NOVEMBER 27, 2014

'Today is Thanksgiving Day in the United States. Not surprisingly, as many families and friends gather today, they think about reasons they are grateful. (Yes, they typically are eating a lot of food too, but hopefully a little reflection is mixed in there as well!) As I look back over this past year, I find myself […].

Selling Skills 202

Selling Skills 202

Increase Sales

NOVEMBER 26, 2014

'If we are professional salespeople, do we need to seduce our ideal customers or potential buyers? I recently read a marketing blurb sent to me where the word “seduce” appeared respective to sales. For me, this word suggests that our potential customers or clients will not accept us on face value and so we must undertake some other questionable behaviors to lure them to buy from us.

Small Business 140

Small Business Small Business Face-to-face Lead Rank 140

Sales Training Connection

NOVEMBER 24, 2014

'Sales managers and developing trust. Sales managers must develop the trust of their sales team and help their team members to trust each other. Trust takes time to create but can be lost in a wink of an eye. While trust takes time, it doesn’t just evolve over time. It takes explicit thought and action. When trust exists, everything on the road to excellence is a little bit easier; without it some things are more difficult and others are out of reach.

Sales Management 111

Sales Management Hiring Intent Coaching 111

Partners in Excellence

NOVEMBER 27, 2014

'The days of product, even solution based differentiation are long passed. We can no longer count on great products to provide sustained differentiation and competitive advantage. Don’t get me wrong, great products and solutions are the foundation of our businesses and the value we create for customers. They are the things our customers buy and implement to achieve their own strategic growth goals.

Knowledge Base 96

Knowledge Base Hiring Churn Face-to-face 96

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

Comparison

The Sales Hunter

NOVEMBER 22, 2014

'Gambling is best left for Las Vegas. If you want to know where you will come out at the end of a quarter or the end of the year, you have to have a solid prospecting strategy. Is your closing ratio based more on the roll of the dice or is it based more […].

Prospecting 201

Prospecting Selling Skills Video Closing 201

Increase Sales

NOVEMBER 28, 2014

'So here we are again, the day after Thanksgiving, Black Friday, a day because of a business strategy to see black ink instead of red ink on the balance sheets for many businesses. Today retailers, especially the “big box stores,” may finally reach the black because their low ball prices are finally drawing in the buyers. For small businesses here in the US, Black Friday should be a monthly business strategy where financials are reviewed and strategic questions are asked.

Strategy 131

Strategy Small Business Small Business Analysis 131

Engage Selling

NOVEMBER 27, 2014

'How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team. I often suggest taking a step back before conducting interviews and hiring a new team member. There are a few things you […].

Hiring 91

Hiring Motivation How To Sales 91