Bernadette McClelland

JANUARY 14, 2024

The World Economic Forum and Jobs of the Future Report tells us CRITICAL THINKING is one of the key skills you need, regardless of whether you are in a sales-related role or a sales leadership role. In our personal lives, evidence does exactly the same – provides the facts. Take a punt and do the thing! Let’s Go!

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

Sales and Marketing Management

MAY 15, 2020

The sales teams positioned to succeed during this time will be those who help rather than haggle customers – understanding, too, that “success” will look somewhat different these days. Here are best practices for securing sales while remaining sensitive to customer circumstances amidst crisis. Focus On Customer Relationships.

Loyalty 296

Loyalty Cancellation Churn Demographics 296

Steven Rosen

DECEMBER 3, 2023

Do you Need a Top Sales Leadership Coach? This same principle holds true in sales leadership. Just as top athletes rely on coaches to maximize their performance, sales leaders can also greatly benefit from a skilled coach’s insights, guidance, and support. This accountability helps them stay focused and motivated.

Sales Leadership 156

Sales Leadership Coaching Face-to-face Sports 156

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.

Sales Management 81

Sales Management Face-to-face Social Selling Sales Leadership 81

Partners in Excellence

MARCH 8, 2024

What was fascinating was the sharp contrast with the dozens of responses from outstanding sales practitioners I’ve been sharing. ” to lots of sales people. ChatGPT: Selling is a dynamic and multifaceted profession that attracts individuals for various reasons. Focus on the top 3 things, provide a brief explanation.

Incentives 77

Incentives Incentive Compensation Salary 77

Partners in Excellence

APRIL 11, 2024

Why I Love Sales Sales was never a career option I aspired to. Little did I know that I’d fall in love with a profession I once despised. I met entrepreneurs, small business owners, and professionals from a variety of industries. Yet, if I wanted to start my own company it was necessary to learn how to sell.

Face-to-face 105

Face-to-face Sales Methodology Compensation Segment 105

No More Cold Calling

MARCH 8, 2021

Today is International Women’s Day, and I’m reflecting on women pioneers—trailblazers who paved the way for women in sales, entrepreneurship, engineering, law, and other male-dominated professions. Decades later, the 1919 Sex Disqualification (Removal) Act paved the way for more women to enter the legal profession. Wife of U.S.

Hiring 377

Hiring Engineering Call-back Lead Rank 377

Partners in Excellence

MARCH 4, 2024

Why am I obsessed with sales? Wrote: Haat Zvi category: General sales , March, 2024 Spoiler: This is not an article about advanced sales strategies or tactics, nor about recommended management practices or about advance planning and mapping of the decision makers. Sales have fascinated me for three decades.

Face-to-face 73

Face-to-face Lead Rank Lead Scoring Decision Maker 73

The Pipeline

JUNE 6, 2014

In 2007, fewer than 30 universities had recognized sales programs. In 2014, the number has grown to close to 100, evidence of the success of sales programs in educating the next generation of sales professionals. In some ways it speaks to a reality that should be of great interest to companies and future professionals.

Education 314

Education Hiring Sales Talent Salary 314

The Sales Hunter

APRIL 23, 2019

Not many people dream of having a career in sales. Let’s be real here: sales was probably not your first choice. For many of you, although afraid to admit, sales wasn’t even your second, third or fourth choice. You see, sales was not my first or second choice. Sales is what I fell into.

Sports 269

Sports Advertising Advertising Sales 269

No More Cold Calling

DECEMBER 6, 2019

Cold calling is a duplicitous, disingenuous sales tactic. If you make 100 calls, you’ll talk to about 20 people, schedule 10 sales appointments, and if you’re lucky, close one new deal. No wonder our profession has such a bad reputation. Why would you bother with a sales system that gets such dismal results? Still cold!

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Partners in Excellence

JULY 12, 2022

It seems in virtually every professional endeavor that the prep work is as important, sometimes, more important than the actual work itself. Every professional athlete prepares for the event. Profession after profession, we observe two things about the highest level performers. We need to make more calls!”

Outsourcing Services 125

Outsourcing Services Face-to-face Segment Ideal Customer Profile 125

Janek Performance Group

NOVEMBER 20, 2023

In the hustle and bustle of sales, it is easy to get caught up in targets, quotas, and deadlines. We often find ourselves chasing the next opportunity, deal, and sales milestone. Gratitude, often overlooked in traditional sales training, holds significant potential for enhancing our success.

Face-to-face 77

Face-to-face Chemicals Journal Quota 77

Partners in Excellence

APRIL 5, 2024

They come from all over the world, they represent B2B, technology , basic materials, SaaS, industrial products, professional services, B2B2C and B2C. This theme underscores the importance of human connection in sales, beyond mere transactions. This altruistic aspect of sales is a significant motivator for many.

Analysis 113

Analysis Motivation Education Influencer 113

No More Cold Calling

MARCH 25, 2021

Who paved the way for women in sales? Yet, even with gender biases and cultural norms working against them, there were women trailblazers in every century, including women sales leaders. Blazing a Trail for Women in Sales. Most notable among early women sales leaders is Lucinda W. Picture yourself in 1900.

Hiring 379

Hiring eBook Cold Calling Scale 379

SalesFuel

MARCH 14, 2024

A carefully curated and consistent message of reliability and integrity transfers to your personal and professional life. Hanging a plaque, making a statement, or professing your expertise is the easy part. Photo by Irishsurnames.com SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement

Company 111

Company Real Estate Hiring How To 111

Bernadette McClelland

NOVEMBER 13, 2022

It’s time to let the cat out of the bag or as my husband would say, release the genie out of the bottle… I am like so many of you out there – I want to make an impact and I’m ready for another professional growth spurt. It’s kind of like… ‘ Go Big or Go Home !’ not giving them anything at all.

Ideal Customer Profile 195

Ideal Customer Profile Decision Maker Enterprise Enterprise 195

Sales 2.0

MARCH 1, 2023

This is the third in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Regie helps sales, marketing, and success teams write engaging content faster using AI.

Opportunity 195

Opportunity Buyer Tools Collateral 195

Sales and Marketing Management

JUNE 20, 2019

Author: Todd Caponi Every year, Gallup publishes a study focused on the most and least trusted professions. Like clockwork, this year’s results show sales once again in two of the bottom three positions, only trusted more than members of congress. Today, the world of sales is once again shifting under our feet.

Lead Rank 179

Lead Rank Lead Scoring Hotels Sales Qualified Lead 179

Crunchbase

MAY 17, 2023

In a world where growing at all costs is no longer accepted, pressure on sales teams to make the most of every interaction is at an all-time high. While companies scramble to restructure and reevaluate their go-to-market motions, one role continues to unlock a better sales experience for buyers and sellers alike: solutions consulting.

Hiring 111

Hiring Sales Process Lead Rank Engineering 111

Bernadette McClelland

JULY 4, 2023

I am also grateful to Edward Jones USA , America’s largest financial services firm for sponsoring my event and the 60 strong enterprise sales professionals who were there to join in my presentation, book signing and drinks afterwards on a school night. It was, and still is, a protection strategy for many and something very human.

Collateral 195

Collateral Intent Enterprise Enterprise 195

SugarCRM

APRIL 23, 2024

Jill is a trailblazer in social selling and digital sales transformation, renowned for her dynamic approach to reshaping the role of sales and companies around the world. Context is one of the most important things you have as a professional seller; you have to be able to put things into the context of the customer.”

B2B 29

B2B Eloqua Social Selling Networking 29

Sales Gravy

JANUARY 1, 2024

Sales professionals are constantly seeking new strategies to enhance their performance and edge out the competition. Interestingly, one crucial aspect that often gets overlooked is physical sales fitness. Sales is a demanding profession that requires both mental and physical stamina.

Energy 74

Energy Face-to-face Exercises Travel 74

SalesFuel

MARCH 13, 2024

Working in an industry with a high burnout rate, it’s important to monitor and care for your well-being in sales. Kogan also suggested that professionals can complete small tasks daily to improve their emotional fitness and well-being. In particular, sales is a constant, on-the-go profession.

Hiring 98

Hiring Harvest Scale Microsoft 98

MTD Sales Training

AUGUST 29, 2012

Over the years, it seems the concept of a “Professional” has lost its luster. The word “professional” is loosely defined by most simply as, “Someone who gets paid for what they do…”, and that may apply to many professions. Just how much time and resources have you invested in education and training in your profession?

Education 281

Education Training Engineering Industry 281

Adaptive Business Services

APRIL 10, 2024

I’ve been in sales all of my life and I confess that I barely understand the changes to my profession that people are discussing on LinkedIn and other places on the web. I was a fairly early adopter of CRM (late 80’s) but have since avoided most sales enablement tools. The post Am I a Sales Luddite?

Hiring 71

Hiring CRM Training Sales 71

Pipeliner

JANUARY 5, 2023

When sales is successful and beneficial, age-old principles and characteristics are involved. If we go back in time, rediscover these, and bring them forward to be fully applied today, we see that they benefit not only sales and commerce but all of society. Professional Meaning. What does meaning do for a profession?

Networking 94

Networking Call-back Top of Funnel CRM 94

Zoominfo

NOVEMBER 4, 2021

Sales professionals work hundreds and hundreds of deals every year. “Pretty Big Deal” is talking with everyone, from chief revenue officers to recently hired sales development reps. Anyone with a great sales story to share can tell it here. The biggest stars in pro sports have career-defining plays.

Hiring 100

Hiring Sports Cold Calling Negotiation 100

Partners in Excellence

MARCH 8, 2024

One of the lines in this story is so consistent with what we read in other stories: “What truly fuels my passion for sales is the opportunity to solve complex problems for my customers. However, the inklings of my affinity for sales were always there, quietly nudging me towards this path. ” Enjoy!

Energy 73

Energy Engineering Lead Rank Lead Scoring 73

Partners in Excellence

MARCH 30, 2022

It’s not just the money, it’s the professional challenge. It’s someone else’s job to figure that out–they complain to managers, sales enablement, or point their fingers at the customer, saying it’s the customer’s problem. These top performers are proud to be sales people.

Hiring 96

Hiring Revelation Compensation Up-Sell 96

Sales and Marketing Management

FEBRUARY 8, 2019

Author: Richard Lowe There’s no doubt in my mind that the world of software sales has evolved drastically in recent times with the growth of Software as a Service (SaaS) creating the need for new skills and knowledge from professionals in this arena. The impact on sales leaders is notable.

Hiring 201

Hiring Sales Cycle Face-to-face Software 201

SugarCRM

APRIL 23, 2024

Jill is a trailblazer in social selling and digital sales transformation, renowned for her dynamic approach to reshaping the role of sales and companies around the world. Context is one of the most important things you have as a professional seller; you have to be able to put things into the context of the customer.”

B2B 26

B2B Eloqua Social Selling Networking 26

The Sales Hunter

JUNE 10, 2014

In the sales profession, one of the touchiest subjects is price. I rarely run into a salesperson or sales manager who does not want to discuss price. Arguments are varied, but in the end they are centered around one core contention: The price point is a big reason for lost sales. The argument of price […].

Discount 273

Discount Selling Skills Sales Management Sales 273

The Pipeline

MARCH 20, 2017

Sales like many other crafts, vocations, or professions, continues to evolve, or should. While some completely fade away, others leave a lasting impact on how people sell, and become broadly accepted, evolve to become a mainstay of professional selling; these develop over time to become Fundamentals, our second F.

Fashion 189

Fashion Cold Calling Call-back Follow-up 189

Zoominfo

OCTOBER 28, 2020

When I think of sales floors of the past, I think of Mad Men – esque scenes of phones ringing, men yelling, and glasses of whiskey being passed around every time a deal closes, or doesn’t. Yet modern day sales floors look quite different. What’s It Like Being A Woman In B2B Sales? Here’s. Here’s. The catch 22?

B2B 246

B2B Hiring Demographics SalesForce 246

Zoominfo

JUNE 12, 2019

The B2B sales arena has a few social celebs of its own. In today’s post, we’ve compiled a list of the top sales influencers on our radar. Leading off our list is sales consultant and coach, Jeb Blount. Jeb carries his sales wisdom over to all his social media channels and spreads his expertise to the masses.

Influencer 188

Influencer B2B Social Media Twitter 188

Zoominfo

DECEMBER 16, 2020

Yet there are some professionals out there that don’t take that statement as true. Sales professionals — yes, even managers — on frontlines of business development. Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. .

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219