Bernadette McClelland

JUNE 13, 2016

He was on time but walked out of his office, shook my hand and checked his watch. ‘I’m so stressed’, he said. ‘I’ve got projects, deadlines and priorities coming out of the proverbial. I’m not bringing my A-Game, I know it and the last thing I want is for other people to start to notice it’. People like my client, James, are constantly looking for shortcuts, secrets and simple ways to get even more done in the same amount of time so they can get in front of the eight ball.

LinkedIn 195

LinkedIn Intent Resources Research 195

MTD Sales Training

JUNE 14, 2016

When I was searching for a new car I did all the necessary research and visited a number of dealers for a test-drive that would convince me I had made the right decision. I don’t have many needs in a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Research 212

Research Sales 212

No More Cold Calling

JUNE 16, 2016

Your referral network is larger than you realize. Have you ever played the game, “ 6 Degrees of Kevin Bacon ”? Or perhaps seen the Kevin Bacon Visa Check Card ad from 2002? The concept is simple: We’re all connected … sometimes in the most absurd and unbelievable ways. Finding those connections is key to lead generation and getting referrals.

Lead Generation 178

Lead Generation Lead Rank Lead Scoring Referrals 178

Understanding the Sales Force

JUNE 16, 2016

Image Copyright 123RF Stock Photo. If you are a regular reader, you might recall this great article on Selling to a CEO. In that article I also mentioned some of the expanded Sales Competencies that Objective Management Group (OMG) now measures. Before April, Relationship Building and Mastery of Social Selling were findings in our evaluations but now, they are full blown competencies with complete sets of attributes.

Social Selling 170

Social Selling Data Twitter LinkedIn 170

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 Pipeline

JUNE 13, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . Every tribe has its myths, collective beliefs, and things they claim to believe, things they avoid or adhere to, for sales the concept of Feature/Benefit is a go to favourite. While some believe this mode of selling may be outdated, and have moved beyond, the essence of most sales conversations, for many, Feature/Benefit is still the staple of their approach.

Benefit 163

Benefit Vendor Face-to-face Objections 163

The Sales Hunter

JUNE 14, 2016

An objection from a customer is not a reason to panic. Thinking you’re never going to have a customer object to something is not realistic. Here are 10 responses to consider: 1. Ask the customer to share with you more insight as to why they raised the objection. I always say it’s not the […].

Objections 156

Objections Customer Customer Service Consultative Selling 156

Bernadette McClelland

JUNE 16, 2016

It was a crazy bucket list trip designed to simply do different things. You know, stretch the imagination and show our kids you’re never too old to dream big, push your boundaries and then execute, no matter how sore your muscles might end up becoming. But like anything in life, nothing is ever so basic and straightforward. I mean, what fun would it really be if we couldn’t share our experiences and link them to helping others think differently.

Travel 150

Travel Hiring Call-back Groups 150

The Pipeline

JUNE 16, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . Here is an example of an element discussed in Monday’s post. It’s hard to see the difference when you all look the same. Time for Sales and Marketing to step up and say something that makes a difference for the buyer. Ever wonder why buyers would rather go it on their own? I did when I was watching my favourite Sunday morning political pundit parade, these commercials were one spot apart in the same break.

Buyer 152

Buyer Up-Sell Examples Tools 152

Understanding the Sales Force

JUNE 15, 2016

Image Copyright 123RF Stock Photo. I was reviewing a sales leadership evaluation with my client, a CEO, who was a bit confused over how this was different from a sales management evaluation. He wondered, "Aren't sales managers and sales leaders the same?". He had a sales force that was typical of a mid-size business with a Sales VP (the sales leader), 2 sales managers, and about 15 salespeople between them.

Sales Leadership 146

Sales Leadership Sales Operations Sales Enablement Sales Management 146

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Sales

Score More Sales

JUNE 16, 2016

At the Sales Machine 16 conference this morning it was inspiring to hear from both Seth Godin and then Simon Sinek. Many takeaways will be in future posts. For now the big one Seth talked about that really struck home for those in sales and sales leadership is this post’s focus.

Conference 151

Conference Sales Leadership Sales B2B 151

SBI Growth

JUNE 16, 2016

Organizations must have a strategic sales operations team in order to hit their revenue growth objectives. Ultimately, the sales ops strategy must increase the sales team’s ability to do their jobs well. We recently spoke with Steve Rutledge, the SVP.

Sales Operations 149

Sales Operations Strategy Objections Revenue 149

Sales and Marketing Management

JUNE 14, 2016

Issue Date: 2016-06-15. Author: AlexAnndra Ontra. Teaser: In today’s business world, everyone communicates visually. Presentation management combines the tasks that both marketing and sales need to succeed in their roles, into one platform. Its combined features automate collaboration between sales and marketing, bridging the gap between their roles.

Marketing 139

Marketing Sales 139

Understanding the Sales Force

JUNE 13, 2016

In my last article, we discussed big data and big lies in the sales assessment space and touched on OMG's 230,000,000 data points. Most of the data points are very consistent across cultures and continents but there is one that varies wildly depending on the role, the country, and the culture.

Data 146

Data Sales 146

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Data

Mr. Inside Sales

JUNE 17, 2016

Most sales reps hate getting objections. When they get them, their hands start to sweat, their heart takes the elevator down into the pit of the stomachs, and they start wishing they had gotten that graduate degree and avoided sales altogether. This is how most sales reps react when they get objections, but not the top producers. Top producers view and react to objections very differently.

Objections 122

Objections Sales Qualified Lead Call-back Prospecting 122

The Sales Hunter

JUNE 17, 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: Top […].

Sales 121

Sales Sales Leadership 121

Sales and Marketing Management

JUNE 13, 2016

Issue Date: 2016-06-13. Author: Max Cates. Teaser: Millennials thrive in a team environment and are adept at problem solving through collaboration with others such as fellow salespeople and sales managers. The days of the lone wolf road warrior may be a thing of the past, as this new generation becomes full-time salespeople. At the same time, the sales coach who is a lone wolf – taking on the sole responsibility for training, planning and execution – may be equally outdated.

Sales Coaching 139

Sales Coaching Coaching Training Sales 139

Anthony Cole Training

JUNE 14, 2016

Here is the opening paragraph from the IQ Matix Blog – The Law of Cause and Effect by Adam Sicinski. “A person becomes what they think about all day.”. Understanding the Law. The universal law of cause and effect states that for every effect there is a definite cause , likewise for every cause there is a definite effect. Your thoughts, behaviors and actions create specific effects that manifest and create your life as you know it.

Sales Management 120

Sales Management Sales 120

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

SBI Growth

JUNE 14, 2016

No market is without competition. Are you prepared to compete, and ultimately win? Watch here as my colleague, Matt Sharrers and I discuss how to beat your competition and grow revenue. We’ll walk you through how define your competition, and.

Competition 120

Competition Revenue How To Marketing 120

The Sales Hunter

JUNE 12, 2016

It’s summer and that means that those appointments you have scheduled may not happen as planned, especially if you don’t confirm them. I highly recommend you confirm them with voicemail. Using this approach will result in fewer appointments being cancelled. Check out the video to see what I mean: Sign up below for […].

Video 121

Video Motivation Cancellation Sales 121

Sales and Marketing Management

JUNE 16, 2016

Issue Date: 2016-06-17. Author: Judd Marcello, vice president of marketing at Smartling. Teaser: Incorporating the following four key elements to personalize global content will ensure your messages and brand resonate in any language, all cultures and every market. Incorporating the following four key elements to personalize global content will ensure your messages and brand resonate in any language, all cultures and every market.

Prospecting 120

Prospecting Customer Marketing 120

Increase Sales

JUNE 16, 2016

For many in sales, the thrill of the chase is everything. These “hunters” love to find and chase down sales leads. Credit www.gratisography.com. Within the SMB world, this thrill of the chase can present a psychological problem for the salesperson and a a business growth problem for the SMB owner, executive or sales manager. The problem for the salesperson is the activity associated with hunting for new sales leads.

Sales Qualified Lead 90

Sales Qualified Lead Leads Marketing Qualified Lead Churn 90

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

Anthony Cole Training

JUNE 16, 2016

5 Things to Do to Own a Sales Team Built for Growth.

Sales 120

Sales Sales Management 120

SBI Growth

JUNE 15, 2016

Strategy 159

Strategy Sales 159

Fill the Funnel

JUNE 13, 2016

Finally anyone, and I mean anyone, can create beautiful web pages and entire sales funnels that look beautiful and convert like crazy. No longer does an individual sales rep need to learn how to work with messy code and HTML to create stunning web pages. No more waiting for a marketing team or web developer to get you on the calendar. This is brand new and goes on sale at the lowest price June 14th (Tuesday) at 8:00 am Pacific for three hours by using the following Coupon Code for Fill the Funn

Top of Funnel 67

Top of Funnel Funnel Lead Generation Webinar Metrics 67

Increase Sales

JUNE 14, 2016

One of my colleagues, Trish Bertuzzi wrote a book entitled The Sales Development Playbook. This business book was directed to those with inside selling roles. In reading the Amazon reviews by others, I noticed one reviewer who took to demeaning Trish as the author. Several other colleagues noticed the same reviewer who chose not to reveal his name.

Facebook 75

Facebook Sales Coaching Coaching Sales 75

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

HeavyHitter Sales

JUNE 14, 2016

    Who are the most accurate sales forecasters, and what separates them from the least reliable? I recently conducted a study of the forecasting habits of more than 350 business-to-business salespeople and sales managers to answer this question.  Forecasting accuracy varies during the year. For example, the accuracy of the forecasts from the first quarter was different when compared to the fourth quarter.

Forecasting 65

Forecasting Sales Forecasts Research Scale 65

SBI Growth

JUNE 17, 2016

Campaigns 136

Campaigns Marketing Strategy 136

A Sales Guy

JUNE 13, 2016

We’ve been taught to sell to our clients’ needs. This lesson is one you need to toss out. It’s not effective and can hurt you. . I have a question? Are you selling to need? When you engage your clients, are you looking to find your clients need? We’ve been taught for years to find our customers needs and then sell to them. We have been taught to ask lots of questions, find their need then position your product to fit their need.

Quota 65

Quota Positioning Opportunity Customer 65