Bernadette McClelland
OCTOBER 1, 2012
'How do salespeople REALLY scare their prospects? A salespersons’ biggest competitor today is not the business down the road or the salesperson sitting in his Porsche around the corner – it is a little word called ‘MAYBE’ The status quo is what most salespeople today are grappling with and that means change, on so many levels.
SBI Growth
OCTOBER 2, 2012
Turnover is a fierce headwind for leaders of Sales and HR. It is impossible to outrun the drag of vacant territories. Last week I talked with two Steves who faced this challenge and developed a sustainable solution. Here is their success story and an invitation to learn more best practices from SBI's “ Make the Number 2013 Tour.”. Steve Storer is a seasoned business leader at Cincom Systems, Inc. , a provider of software to simplify and improve business operations and customer communications.
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MTD Sales Training
OCTOBER 2, 2012
This question is for the front-line sales manager; the general in the field, the immediate supervising sales coach, the leader on the ground. The question is: Do your sales people follow your advice. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 3, 2012
You know how they say beauty is in the eye of the beholder; we can take a variation of that and apply to prospecting and many sales reps. Beyond the obvious, that attitude has a direct impact on execution and success, how you view a specific sales activity determines the outcome and quality of execution. Many sales people see prospecting, especially telephone prospecting, as an undesirable task, a dreaded chore, and approach it in that way, making it a negative activity long before they even be
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Bernadette McClelland
SEPTEMBER 30, 2012
'Abstract Selling Wins Hands Down. I am so bored with hearing the same old mantra ‘Sell them what they want and give them what they need’. What does that mean? I know what it means but you never get to hear the rest of the equation, so I thought I would share a few extra thoughts with you here. How many of us go into the supermarket to ‘just get a couple of things’ and walk out with a few other items that just happened to be at arms length or at eye level?
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MTD Sales Training
OCTOBER 4, 2012
If you have been around the world of professional selling for any length of time, then you have probably experienced the following baffling, sometimes even shocking turn of events: The sales. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
OCTOBER 3, 2012
Tweet If you’re looking for some magic formula—some wisdom of the ages—some quote from someone that ties it all together, that’s not the secret. The lost secret of leadership is found in one word: Encouragement. Encouragement is THE key to high self-esteem, high self-image, high attitude, higher productivity, and highest achievement. Every time someone is seeking to complete a task, complete a project, come close to a milestone, or compete for a victory, your encouragement may be the very words
Steven Rosen
OCTOBER 4, 2012
Coaching is the most important skill to effectively develop top sales performers. What I have found is that many sales managers have never learned how to be effective coaches. There is little or no training on coaching and senior sales leaders fail to role model and reinforce effective coaching. How many times do you have an agreement in a business review to do a specific activity and realise that a few months later that it didn’t happen?
SBI Growth
SEPTEMBER 30, 2012
When sales reps think about their compensation, the first thing they ask is “How can I make more?” The answer to that question can either push you up to better performance or push you out to a new company. Today’s post will give you a tool to decide if your comp plan is built to keep top players on board or push them out to a new job. Talented reps – with the right comp plan, support and product/service set – always make targets.
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MTD Sales Training
OCTOBER 3, 2012
You can have all of the sales techniques in the world, a great product and service, plus a more than fair price; but if the buyer does not believe in you or trust you, you will not be successful. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 5, 2012
A Failure To ACT! One impact of technology on selling, are the increased number of ways of organizations and individual sellers can “connect with their clients”, even when they don’t have to. A recent favourite is surveys. After all, what better way to give the illusion of caring, than to send the client a survey directly to them, especially when they have just interacted with someone at your company.
Sales and Marketing Management
SEPTEMBER 30, 2012
When coming to an agreement about the value of your product or service to a prospect, dropping price is a shortcut to building value; it in no way enhances the value of your proposition and in some cases can actually devalue your offer.
SBI Growth
SEPTEMBER 29, 2012
Tony Zambito recently wrote a compelling article about the need to inform the buyer. “Informing is about knowing how to provide valuable insights to the right people at the right time,” he said. What if the buyer isn’t buying from your company, even if they are informed? What if Marketing has actively informed the market with a sound content marketing strategy?
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Bernadette McClelland
OCTOBER 3, 2012
'4 Keys to being ‘In The Sales Zone’ Most business people who have the role of selling are generally optimistic by nature, they can see their future looks bright no matter what and that is part of why those who are successful succeed. There is a hunger, a drive, an energy that says they will not settle – they are in the zone. They tend to be ideas visionaries and visionaries drive business and business drives economies.
The Pipeline
OCTOBER 1, 2012
All the pundits tell us that in “today’s economy”, buyers are just too busy to deal with anything unless they deem it to be critical to their success. This is why many sellers have difficulty getting through, they fail to penetrate the “prove value to me” wall erected by prospects, and in effect they fail the BS test. So if one does get through, it should not only be recognized, but should at the very least begin a real exchange about the buyers objectives and how the seller is in a position t
Score More Sales
OCTOBER 1, 2012
Being “on” every day when you have a front-line role in selling is a tough thing. Gaining access, having intelligent conversations, and working toward closing business EVERY day is also tough. Unlike some other jobs where you may not face customers, let alone make contact with people you hope will become customers, there is no time to be down or “off” Whether you’re selling technology, services, or are a distributor of products, coming up with one new way to put a
SBI Growth
OCTOBER 4, 2012
Recently a client of mine ran into a problem. They had a large project they decided was critical to complete this year. Unfortunately, no one on their sales team was qualified to do the work; a territory design project. Not only this, but this territory design will need to be updated year after year. All of a sudden, they had a problem that they couldn’t fix, and they were looking at paying to fill that gap for years on end.
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.
Sales 2.0
OCTOBER 1, 2012
The central point behind Jill Konrath’s second best selling sales book, SNAP Selling , is that buyers are now super-frazzled individuals. Sales people need to realize this and adapt their approach accordingly. No more long rambling emails or voice mails. But here’s something I am noticing more-and-more these days: it’s not only prospects that are super-frazzled (they still are that has not changed) but it’s everyone I deal with that is super-frazzled.
The Pipeline
OCTOBER 3, 2012
There is continuing progress in aligning sales and marketing, but there is room for more. I came across the following when I went to a company’s web site, under the “About Us” tab. And what follows is not unique to this company, and after reading it three or four times, I still have no clue. To be fair, six or seven paragraphs down, it did finally say in concrete terms who they are and what they do, but I was hungry and tired from the quest by then for it to have impact.
The Sales Heretic
OCTOBER 4, 2012
Fear is an emotion every salesperson is all too familiar with. We struggle with the fear of rejection, the fear of looking stupid and the fear of failure, among others. Achieving success in sales, however, means conquering those fears. In his terrific new book, Selling Fearlessly (Winthrop & Foster, $18.95), Robert Terson provides tools and tactics [.].
SBI Growth
OCTOBER 3, 2012
Bob and I are riding in the cart between the 3 rd and 4 th hole. He tells me: “ I am hiring a new sales leader. You have a relationship with Matt but it is time for a change.”. Bob is the CEO of a successful software company. He wants to grow faster. He thinks a new sales leader is the answer. Matt is his current head of sales. His CTO just delivered a new product that expanded the company’s addressable market 2x.
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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.
Sales and Marketing Management
OCTOBER 3, 2012
Many companies have taken cost-cutting initiatives over the last few years. In uncertain times, some leaders carefully select their growth opportunities and position themselves to capture market share. Others optimize their sales force effectiveness to improve competitiveness. One common mistake companies make is to reduce costs across the board by a fixed percentage, which weakens the competitive position.
The Sales Hunter
SEPTEMBER 29, 2012
If you are not closing more sales at full price, the reason could be three fatal mistakes you are making. You may not even be aware of these mistakes. In fact, most salespeople make them at one time or another. You can eliminate them, though. Check out the below video to see how. Selling at full price and becoming a high-profit salesperson are within your reach.
Understanding the Sales Force
OCTOBER 1, 2012
Understanding the Sales Force by Dave Kurlan We recently attended the funeral for a friend, Kevin Dully, who was only 53 years old. He was diagnosed with Leukemia 20 years ago and had been fighting for his life for most of them. He lived 19 years longer than he was expected to, but his best days were probably more like our worst days ever, in constant pain, discomfort, and with an inability to do many things which we take for granted.
SBI Growth
OCTOBER 5, 2012
This post is for Small Company CSOs and VPs of Sales. One of the core strengths of any small business is its ability to adapt and pivot with the market. Despite this luxury, the small company sales compensation plan is usually left on the backburner. This is a crucial mistake. To drive the right behavior and hit your targets, your sales compensation must evolve at the same pace as your company.
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?
Score More Sales
OCTOBER 2, 2012
There is nothing like sharing some good ideas to get others thinking and sharing too. In sales this is critical for your success – you cannot get stagnant. Based on great input, here are 25 MORE ideas to add to the 50 Ideas posted yesterday. Let’s keep them going! My co-presenter, sales coach Lynn Hidy from B2B Camp last week added 10 tips, author Robert Terson , Alan from Sales HeartBeat , and business writer M.
The Sales Hunter
OCTOBER 3, 2012
You might as well play the lottery if you think this is going to payout for you. This is especially true if it’s you, the salesperson, who has offered the idea up to send the prospect some information. Although you might think you’ve done a good job, what you’ve really done is give the customer an excuse to end the meeting. If your sales process requires several sales calls, then saying you are going to send them some information can work — but only if you’ve been able to
No More Cold Calling
OCTOBER 4, 2012
Referral sales happen all the time. Keep connecting and grow your business through referrals. Under the category of “You never know when…” what’s the probable time it takes for someone you know to make a referral introduction? (Just for the record, referral introductions can happen at any time, all the time. Read, “ Give Your Customers a Reason to Refer You.”).
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