Bernadette McClelland

JUNE 4, 2016

It was over three decades ago that I stood on the top of one of the World Trade Centres, marveling at the dizzy heights around me, in awe of an expanse as far as the eye could see and almost holding in my hand the miniature like Statue of Liberty far into the background. Thirty five years later these world monoliths are no longer, and instead I have the opportunity to reflect and share a very special moment with thousands of other people who are at Ground Zero.

Follow-up 224

Follow-up Conversion Objections Revenue 224

Sales and Marketing Management

JUNE 5, 2016

Issue Date: 2016-06-06. Author: Ben Rigsby, Co-Founder and Chief Creative Officer, ECOS. Teaser: Salespeople have a more narrow window than ever to capture an audience’s attention, but assuming shorter is better risks skipping critical information for no reason. Here are a few keys to finding the sweet spot between brevity and effective communication.

Sales 212

Sales 212

MTD Sales Training

JUNE 8, 2016

I’ve just finished listening to another Tony Robbins CD. He’s someone who I’ve always admired, not only because of his knowledge and awareness of what makes us do what we do (although he’s up there. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 180

Sales Training 180

The Pipeline

JUNE 7, 2016

June 9, 2016 10:00 AM PT/1:00 PM ET. Communication is central to sales success, and communication is a multi-faceted experience. Sure the message is key, a bad message can set you back; while a great crystal clear message, delivered on target can be a crucial to your success. But what happens with a perfectly crafted message that misses the mark, does not land the way it was intended?

Webinar Metrics 168

Webinar Metrics Case Study ROI Lead Rank 168

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.

Sales Cycle

The Sales Hunter

JUNE 7, 2016

One of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking. The questions have to fit your personality and your market and allow you to move the process forward. Below are what I’ve found are the 10 best sales questions you can use. The questions […].

Customer 157

Customer Sales Marketing Cold Calling 157

MTD Sales Training

JUNE 9, 2016

In sales, our natural goal is to make as many people or businesses as we can more successful or profitable than they are currently. That’s the bottom line…it cements the long-term relationship. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Closing How To Retention Sales 201

The Pipeline

JUNE 9, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . I just can’t help myself, but sport analogies are so great when it comes to making some points about sales. You know when your team is down by some outrageous score, no hope of a come back, Jesus or not, just like the Raptors in game 5. But still you have fans yelling “Defence, Defence, Defence” as though the louder they yell, the more times they yell it will somehow make a real difference, as though they can make the rally “trend”.

Lead Rank 160

Lead Rank Lead Scoring Trends Sports 160

Bernadette McClelland

JUNE 7, 2016

In the imitable words of the Skyhooks song: “If I did not have an ego I would not be here tonight. If I did not have an ego I might not think that I was right. If you did not have an ego you might not care the way you dressed. If you did not have an ego you’d just be like the rest”. (For those wanting a little Australian culture). The thing is we all have an ego.

Sales Leadership 150

Sales Leadership Face-to-face Loyalty Discount 150

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

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Sales

The Sales Hunter

JUNE 5, 2016

Do you know what sales leaders are doing Friday afternoons?! They are selling! Unlike so many other salespeople who start to see Friday afternoons in the summer as a time for taking it easy, sales LEADERS are out there making things happen. As we head into summer, you have to make a decision. Are […].

Motivation 137

Motivation Video Sales Selling Skills 137

The Pipeline

JUNE 6, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . I recently took in a discussion where one of the panelists addressed the question of preference and decision making. Specifically, individuals’ tendencies (or lack thereof) to change their mind once they have developed a primary preference. The Decision Journey. The gist of it was that as people begin the decision journey, especially in instances where they know they will have to make a decision, be that a purchase decision, one person to date v

Lead Rank 160

Lead Rank Lead Scoring Objections Call-back 160

Score More Sales

JUNE 10, 2016

How many times have you heard someone describing their company’s value proposition only to hear them spew out features and benefits of their services or products? Having a strong value prop is one key to making the “short list” when companies are searching online and need to narrow down their search before engaging.

Benefit 144

Benefit Company B2B 144

Pointclear

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales.

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Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

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Data

The Sales Hunter

JUNE 10, 2016

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Recently […].

Sales 124

Sales Cold Calling Consultative Selling Selling Skills 124

Mr. Inside Sales

JUNE 10, 2016

Last week I gave you the first Three Proven Techniques to help you increase your chances of getting your calls returned. Now let’s look at the final two: Proven Technique Number Four: Combine your voice mails with an email campaign for maximum effectiveness. The number one law in all marketing is repetition. That’s why Coke-a-Cola still buys millions of dollars of ads every year.

Campaigns 124

Campaigns Call-back Follow-up Prospecting 124

DiscoverOrg Sales

JUNE 8, 2016

For staffing companies, the Applicant Tracking System (ATS) is one of those tools with which salespeople and recruiters have a love-hate relationship. Yes, it makes things considerably more efficient and quite a bit more streamlined than mountains of paperwork and file folders. But there’s also a cost behind automating the core sales and recruitment processes.

Penetration 120

Penetration Gatekeeper Data Face-to-face 120

Increase Sales

JUNE 6, 2016

Not many industries or organizations devote their time and dollars to determining what problems exist. The National Association of Realtors did just that. Their Danger Report released over a year ago revealed the number one problem with those selling real estate is their overall incompetence. Having recently engaged in selling our home, I can attest the majority of real estate agents (over 50%) are door openers not real salespeople.

Real Estate 75

Real Estate Licensing Demographics Knowledge Base 75

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.

Retail

Fill the Funnel

JUNE 7, 2016

I want to tell you about an amazing new graphics technology that launched just this morning called Pixal. This brand new graphics program uses the latest HTML5 technology to create amazing graphics and banners. . So what is so special about HTML 5 banners and graphics? . Did you know they will be required by Google shortly? . That your prospects respond to them?

Prospecting 64

Prospecting Customer Funnel Top of Funnel 64

Mr. Inside Sales

JUNE 7, 2016

If you’re struggling to get your voice mails returned, then you’re not alone. Industry stats show that less than 10% of voice mails to new prospects are returned. Because of this, finding the right voice mail message, and knowing a few proven techniques, can be the key to not only making contact with those hard to reach sales leads, but also in developing relationships and getting new accounts.

Call-back 120

Call-back Guarantee Prospecting Follow-up 120

Cincom Smart Selling

JUNE 9, 2016

We’ve all heard it many times. It comes up almost every time you discuss B2B versus B2C selling. Someone feels compelled to profoundly state that people don’t buy from companies; they buy from people. They will inevitably go on to state with great conviction that even in a B2B scenario, people are doing the selling and the buying. Okay, I’m calling bull-pucky on this right now.

B2C 69

B2C Collateral B2B Ideal Customer Profile 69

Increase Sales

JUNE 4, 2016

Credit: Gratisography. Most sales professionals have sales goals and in many instances these are mandated to be SMART goals. By the way did you know that Zig Ziglar was the first salesperson I found to talk about SMART goal setting? Just as a fresher the acronym SMART stands for: Specific. Measurable. Attainable. Realistically set high (Stretch). Time driven or target date.

Facebook 75

Facebook Customer Service Training Motivation 75

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.

Cold Calling

A Sales Guy

JUNE 5, 2016

We’ve all been there. The customer is saying all the right things, but we don’t seem to be able to get the deal to move. We work our asses off for days, weeks and even months but then we get the dreaded email, sorry we’ve decided not to move forward. In Take 16 of #heykeenan I break down how you can know if your buyer is serious or not.

Prospecting 62

Prospecting Buyer Customer 62

Sales Training Connection

JUNE 6, 2016

One important core question presently circulating among those who care about sales training is: What percentage of sales training ought to be done in the classroom vs. some form of guided self instruction? The obvious secondary question is what goes where – that is, what should be done in the classroom vs. what should be assigned to some form of guided self-study.

Training 60

Training Study Negotiation Maximizer 60

The Brooks Group

JUNE 7, 2016

Getting new salespeople up to speed quickly is a pivotal factor separating Best-in-Class organizations from their less productive peers. Research from The Sales Management Association indicates that these firms have 10% greater sales growth rates, and 14% better sales and profit objective achievement. . But actually getting new sellers performing at their highest potential is easier said than done, with one in three salespeople lacking proficiency in about a dozen skills by the time onboarding

Hiring 58

Hiring Pivotal Loyalty SalesForce 58

Increase Sales

JUNE 9, 2016

If you are a SMB owners or executive, have you ever had one of these three thoughts when your sales were down or not where you wanted them to be? My salespeople are not motivated to sell. My salespeople are lazy. Why in the world did I hire this salesperson? Possibly you implemented one of these solutions without noticeable or sustainable improvement in your revenue: Assigning sales goals or quotas?

Motivation 70

Motivation Hiring Territories Compensation 70

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?

Marketing

A Sales Guy

JUNE 6, 2016

The days of telling sales people how to sell and how to do their jobs are over. Leaders, You need to spend less time telling your people what to do and more time helping them THINK about what they should do. It’s the 21st century, it’s time to stop telling and start enabling. If you are counting the number of calls your salespeople make, if you are having weekly meetings to check on how many appointments were set, and how many presentations were given – STOP IT.

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Call-back Quota Sales Meeting 61

SalesLoft

JUNE 8, 2016

Recharge sales! Keep it fresh! Don’t burnout! These concepts all sound simple, but during those mid-year months, keeping priorities aligned and motivations in check can be the hardest part of the quarter. Everyone is looking for ways to recharge sales processes, and keep these scorching summer days from causing mass sales burnout. In sales development, hustle is the name of the game , but when it comes to a sustainable, scalable process, that hustle simply doesn’t last.

Intent 52

Intent Engineering Video Call-back 52

Mindtickle

JUNE 8, 2016

I’ve previously talked about how some of our customers decided what was the best channel partner strategy for their business. But once they signed on the dotted line many found that was when the real challenges began. While each had different issues, the overriding theme was how important it was to make sure their channel partners were supported from the get-go.

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Channels Collateral Sales Qualified Lead Objections 52