Bernadette McClelland

SEPTEMBER 23, 2012

'Are Your Sales Suffering from Lag Time ? We have all heard the phrase ‘what you focus on is what you get’. Using the well worn metaphor of the red car…. If you were to buy a red Mazda 3 because you like them (no affiliation here except as a past owner), you had seen a few around but not that many, and then all of a sudden you started to see them everywhere, that’s because your brain, to keep it simple, never needed to consider those red cars prior and so deleted them from your conscious m

Salary 317

Salary Campaigns B2B Sales 317

The Sales Heretic

SEPTEMBER 27, 2012

Have you tapped into the power of QR codes yet? If not, what are you waiting for? QR codes have enormous potential as sales and marketing tools. For those unfamiliar with them, a QR (Quick Response) code is a square-shaped bar code (like the one at left) that can be scanned with a smartphone’s camera, [.].

Tools 322

Tools Sales Marketing Prospecting 322

SBI Growth

SEPTEMBER 26, 2012

According to your reps the pipeline is full of deals. You need to close a few of the big ones in the late stages of your sales process to hit your number this year. How do you know if these late stage deals will close in Q4? This blog will focus on five ways to reduce the perception of risk associated with your solution. Q4 is difficult. The holidays are an obstacle to getting face time with prospects and customers to secure those last minute deals.

Closing 303

Closing Lead Rank Lead Scoring Customer 303

The Pipeline

SEPTEMBER 24, 2012

Sales is not without its share of wife’s tales or empty sayings, passed down from one generation of sales people to the next. Some are considered universal, despite the fact that it has been a long time since they related to anything in specific to selling consistently and successfully. But they sound good, and you generally get “bonus” points for saying them in the right discussion, on social media or sales seminars.

Social Media 287

Social Media Intent Objections Account 287

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

Bernadette McClelland

SEPTEMBER 24, 2012

'Time Management is a Myth. We can never manage time. There are only ever 24 hours in a day that have been given to us so how can we ever manage that? What we can do however, is manage ourselves during that time. And that becomes another conversation altogether uncovering a whole heap of issues, fears, procrastination strategies at best. In saying that, here are 5 thoughts you may like to consider if you find yourself veering off course or chasing that next shiny object: Discover exactly where y

Social Media 281

Social Media Exercises Proposal Media 281

SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? HR has a stake in this as the governor of company-wide behavior modification, including the Sales Department. SBI’s research has uncovered some essential Rep behaviors. Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

The Pipeline

SEPTEMBER 26, 2012

Sales books are no different than other books or forms of literature, especially in one respect. Before we even get to content, quality or other attribute, books generally fall into one of two general categories: Fiction – Or – Non-Fiction. You know what I am talking about, you pick up a sales book, an enticing title, a slick smiling face, ready to learn and improve your craft only to discover that the author is not at all practicing seller.

Handbook 282

Handbook Face-to-face Cold Calling Up-Sell 282

Jeffrey Gitomer

SEPTEMBER 27, 2012

Tweet When you say something about yourself, it’s bragging. When other people say it about you, it’s proof. That is the essence of the testimonial. In this brand new webinar you’ll learn: How to create powerful testimonials. Why video is the new testimonial format. Overcoming your hesitation to ask for testimonials. Where and how to promote testimonials.

Webinar Metrics 249

Webinar Metrics Advertising Advertising Promotion 249

MTD Sales Training

SEPTEMBER 27, 2012

There is no doubt that to be successful in sales, you need a tremendous amount of confidence. You have to believe that you can MAKE things happen. You have to believe that you can control destiny. In. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 271

How To Sales 271

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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

Sales

SBI Growth

SEPTEMBER 27, 2012

I was awestruck by this number: 36%. What is this number? In a preview of the 2013 Content Marketing Benchmark Report by Joe Pulizzi of the Content Marketing Institute , only 36% of businesses believed their content marketing is effective. After a few years of hyper-growth content marketing adoption, it is easy to think this number should be higher.

Buyer Persona 267

Buyer Persona Marketing Education Vendor 267

The Pipeline

SEPTEMBER 25, 2012

Hanging Out with @GlobeSmallBiz : How to develop a Winning Sales strategy. Last week I had the opportunity to participate in The Globe and Mail’s Report on Business’ Small Business interview series on Google+ Hangout. As the title suggests, we discussed a number of topics relating to sales, and sales challenges important for small business owners. This was not only a great use of the technology, but we covered a number of key issues potential pitfalls, and opportunities for small business owners

Strategy 266

Strategy Small Business Small Business How To 266

Jeffrey Gitomer

SEPTEMBER 28, 2012

Tweet. One of the most powerful aspects of sales is being different. What is WOW!? WOW! is sales. WOW! separates the strong from the weak. WOW! separates the sincere from the insincere. WOW! separates the sales pros from the cons. WOW! separates YES from NO. WOW! is the full measure of your sales power and the way you use it. Are you WOW!? Is WOW! a factor in your selling process?

Guidelines 225

Guidelines ACT Comparison Proposal 225

MTD Sales Training

SEPTEMBER 26, 2012

Hi all, Yes, I’ve made it! When I was in my early twenties I thought it was a zillion years away. But as I woke up this morning on my 40 th birthday I suddenly thought “Where did all those years go?!”. I woke to find the whole of the house decorated by my wife Donna and daughter Holly who remind me of what I do all of this “stuff” for. Here’s “Team McPheat” at a recent wedding.

Industry 265

Industry Media Consumer Lead Rank 265

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Data

SBI Growth

SEPTEMBER 28, 2012

You’ve hired a sales consulting firm to assist with a gap in the sales organization. Your goal in this case is “speed to a result” that’s why you hired them. How do you ensure the execution goes well and you don’t get fired for making a poor investment? The first question your SVP or CEO asked was “why can’t we do this internally”? You were able to provide sufficient data to convince him/her to approve the project, now what?

Hiring 267

Hiring Tools Objections Sales 267

The Pipeline

SEPTEMBER 28, 2012

Ya right! Cause you never had an unexpected call from a client in dire need of your help. So first is it really dire? Most of the time not, and if not don’t waste your time, allocate to another part of your day or delegate it. If it is, deal with, but not at the expense of something else as important. Take a look: What’s in Your Pipeline? Tibor Shanto.

Pipeline 226

Pipeline How To Video Sales 226

Bernadette McClelland

SEPTEMBER 26, 2012

'Who Is Modelling You? “If you want to soar like an eagle – stop hanging with the turkeys”, in other words, hang out with those you want to be like. It will allow you to become the next best version of yourself by doing things that those you consider successful are already doing. You will fall into one of three groups of people – those who are at the top of their game , those who settle for mediocrity and those who struggle.

Lead Rank 207

Lead Rank Lead Scoring ROI Follow-up 207

Sales and Marketing Management

SEPTEMBER 26, 2012

Issue Date: 2012-09-27. Author: Mike Weinberg. Teaser: Most salespeople have the dual responsibility of managing existing customer relationships and acquiring new business and new accounts. But even your top salespeople will fail if too much time is wasted attacking the wrong targets. A few simple "who" and "why" questions provide a great way to narrow the field of prospects.

Prospecting 214

Prospecting Account Customer 214

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

SEPTEMBER 25, 2012

“Senior executives are beginning to realize.that sales force execution is the last remaining arrow in their quiver.” – from Making The Number. It’s the most important thing I can tell you. It lets you know what to work on. It tells you where you can have the greatest impact. It helps you figure out your professional priorities. It’s how you compare.

Hiring 267

Hiring Journal Sports Call-back 267

Understanding the Sales Force

SEPTEMBER 24, 2012

Understanding the Sales Force by Dave Kurlan Why do salespeople get more excited about big sales opportunities than they do about strong sales opportunities? I don't know about you but I get much more excited about an opportunity that has a strong likelihood of closing than a big one that has at best less than 50% chance. What about you? Salespeople are generally too optimistic and not skeptical enough about what they are hearing.

Opportunity 209

Opportunity Hiring Consultative Selling Forecasting 209

The Sales Hunter

SEPTEMBER 25, 2012

Allowing your customer to choose between two options will allow you to increase your sales by allowing your customer to feel like they’re in control. Many times customers will hesitate to buy something, even if it’s what they’re looking for, if they feel the salesperson is pressuring them. One way to engage your customer in the closing process and allow them to feel they’re in control is by asking them a question as part of your close.

Closing 219

Closing Customer Motivation Examples 219

Sales and Marketing Management

SEPTEMBER 22, 2012

Issue Date: 2012-09-01. Author: Paul Nolan. Teaser: There is a loud battle cry from people who have spent decades studying the factors that go into leading successful businesses. One point of emphasis, couched in terms suitable for an election year: It's your workplace culture that matters, stupid! There is a loud battle cry from people who have spent decades studying the factors that go into leading successful businesses.

Study 185

Study Leads Marketing Qualified Lead 185

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

SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. As part of our annual Q3 Research Tour, SBI surveyed over 10,000 sales reps. 66% of the respondents “agreed” or “strongly agreed” with the following statement: I believe increasing the time invested by my sales manager in coaching, training and development activities will have a positive impact on my performance.

Sales Management 267

Sales Management Hiring Comparison Quota 267

Understanding the Sales Force

SEPTEMBER 26, 2012

Understanding the Sales Force by Dave Kurlan You are driving down the highway and you see an enormous truck in your side mirror. The truck is moving very fast - twice your speed - and closing in quickly. You continue to look in the mirror and because of the way your side mirror is shaped, it appears that the closer the truck gets, the more likely it seems that the truck will simply run right over you.

Sales Management 192

Sales Management Proposal ROI Pipeline 192

The Sales Hunter

SEPTEMBER 22, 2012

If you want tremendous sales success, you are going to have to stop doing what average salespeople do. To see what I mean, check out this short video on what it takes to be a great successful salesperson.

Video 216

Video Customer Service Selling Skills Motivation 216

Pointclear

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. Prior to joining ITSMA in 1995, Dave held field marketing and sales positions with Oracle and Apple and started his career in 1984 as a market research analyst at The Ledgeway Group, now part of Gartner Group.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

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

No More Cold Calling

SEPTEMBER 27, 2012

Sales intelligence can identify connections between colleagues within an organization and prospects to reveal opportunities for meaningful sales contact. People buy from people. But how do you find, nurture, and build key referral connections? You find a quick and easy way to connect the dots between the person you want to meet and someone you know well.

InsideView 159

InsideView B2B Top of Funnel Webinar Metrics 159

Understanding the Sales Force

SEPTEMBER 27, 2012

Understanding the Sales Force by Dave Kurlan Can you remember that time, back in school, when you did something so embarrassing that you wanted to run away and hide forever? Of course you do - it was all about you. But I will wager any amount of money that you are the only one who remembers. The others who were there that day and anyone you might have told have long forgotten.

Call-back 191

Call-back ACT Pipeline Course 191

The Sales Hunter

SEPTEMBER 24, 2012

Rest assured I’m not turning into a negative person. No, I’ll always be the optimistic person who is determined to find a way to make things work. However, I will say it’s okay to fail on a sales call. Look at things this way: If you were to win on every sales call, shouldn’t that tell you you’re not asking for enough in one way or another?

Customer Service 184

Customer Service Call-back Compensation Motivation 184