Bernadette McClelland

MARCH 30, 2023

How We Burned The Boats and Lived To Tell The Story TODAY is the day ONE YEAR AGO EXACTLY we flew out of Australia with 6 suitcases, 2 carry-ons and 2 backpacks and our head, heart and gut saying ‘do it’! And during those 12 months, we have been asked these 7 questions many times over: 'How did you just up and move?'

Networking 397

Networking Licensing Up-Sell Banking 397

Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. This content is for those who are not willing to accept those success rates. Here’s the framework: Are you contacting the right people? Do you know how you help? Does the person you are contacting trust you?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

No More Cold Calling

FEBRUARY 1, 2024

And why does taking these conversations offline give your sales team a competitive advantage? When you introduce someone, you put your reputation on the line. You want to know this person will be informative, insightful, and leave your contact with information they can use, even if they don’t buy.

Social Media 194

Social Media Referrals Media Lead Generation 194

Partners in Excellence

MAY 6, 2024

She learned I was working with the North American teams in changing their approach to their markets and driving more aggressive sales growth. There has, often, been a stigma associated with sales people, nurtured by movies like Boiler Room and GLengarry Glen Ross. In Europe, the stigma with sales is, often, greater.

Software 68

Software Software Pivotal Up-Sell 68

SMEI

APRIL 25, 2024

In today’s fast-paced business world, professional selling plays a vital role in driving economic growth and innovation. In this blog post, we’ll explore the critical role of professional selling and why it’s more important than ever. That is why better selling is so urgently needed now.”

Microsoft 96

Microsoft Consumer Closing Motivation 96

The Pipeline

NOVEMBER 14, 2020

It has been a long hard year; you deserve to do something special for yourself. Not a guilty pleasure, but the gift of continuous sales success. That’s right, you don’t even have to leave your home to improve your prospecting, sales, and overall success. Like everything else this year – it’s Virtual!

Prospecting 369

Prospecting Buyer Revenue Pipeline 369

Mr. Inside Sales

JULY 24, 2023

Though we’re sometimes not aware of our tone and demeanor, other people do feel its impact, and they react to it as well. I was a little harried, and I approached a local who was sitting by a fountain. I knew he did, so I said, “Sure you do. How do I get there?” I said, “Good afternoon, how are you?”

Face-to-face 234

Face-to-face Gatekeeper Call-back Inside Sales 234

Understanding the Sales Force

OCTOBER 25, 2023

On the bright side, I do know how to use the microwave oven! Yesterday, I had a craving for an apple fritter and you can’t do much worse health-wise than a yummy, gooey, apple fritter. Yesterday, I had a craving for an apple fritter and you can’t do much worse health-wise than a yummy, gooey, apple fritter.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

No More Cold Calling

MARCH 25, 2021

Who paved the way for women in sales? You didn’t have the right to vote or run for office. If you had to work, you only had a few options: nurse, housekeeper, cook, or factory worker. Blazing a Trail for Women in Sales. Most notable among early women sales leaders is Lucinda W. Modern Trailblazers.

Hiring 379

Hiring eBook Cold Calling Scale 379

Smooth Sale

APRIL 6, 2024

Photo by rebeck96 Attract the Right Job Or Clientele: How to Prepare Your Real Estate Business for Success Becoming a realtor can be lucrative if you can get your business off the ground right from the beginning. Your business stands to endure the test of time by getting help from professionals and delivering the value clients seek.

Real Estate 96

Real Estate Social Media How To Media 96

Partners in Excellence

MARCH 10, 2024

Preface: I’m departing from my normal process of introducing a new story about selling. Every once in a while you see something so special, moving, and important, you have to change things. Some with very distinguished leadership and selling careers. People who have managed 1000s and led multi-billion efforts.

Hiring 113

Hiring Face-to-face Up-Sell Follow-up 113

Smooth Sale

MARCH 26, 2024

Photo by Mr-Panda via Pixabay Attract the Right Job Or Clientele: Updating Your CV with Professional Help Is Beneficial One of the most vital parts of your job hunt is your CV. It’s the document you choose to use that lays out your entire professional and educational history to entice employers to hire you.

Outsourcing Services 117

Outsourcing Services Hiring Salary Networking 117

Partners in Excellence

MARCH 12, 2024

One thing that struck me in Don’s contribution is the joy in “doing the work.” ” Reflecting on other stories, everyone is excited to “do the work.” ” Another thing struck me: “And I love what professional selling is not. Sales IS business. It isn’t prescribed for you.

Face-to-face 115

Face-to-face Sports Territories Forecasting 115

SalesFuel

APRIL 10, 2024

Sellers who want to succeed must build sales credibility to stand out. Before salespeople can be thought of as 'trusted advisors,' they first must have a high level of sales credibility.” What is sales credibility? But how can you both gain credibility and demonstrate it? One way is to do your research.

Research 115

Research Hiring Social Media Trends 115

SMEI

APRIL 23, 2024

In the world of sales, it’s a common misconception that a great product is enough to guarantee success. As the excerpt from “Open the Mind and Close the Sale: The secret to success in Selling!” They can build relationships, address customer needs, and provide solutions that go beyond just making a sale.

Training 109

Training Guarantee Competition Closing 109

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. They come from all over the world, they represent B2B, technology , basic materials, SaaS, industrial products, professional services, B2B2C and B2C.

Analysis 115

Analysis Motivation Education Influencer 115

Adaptive Business Services

APRIL 10, 2024

I remember 20 years ago selling a sign to an attorney. While I was rarely an early adopter, I had sold various products that featured cutting edge technologies and I was always quite successful at doing so. Mind you, when I was given my first Blackberry, I rebelled. This includes people who I know and respect.

Hiring 71

Hiring CRM Training Sales 71

Anne Miller

MARCH 13, 2024

The bad news is you are not alone; your competition is also there talking to these same prospects. How do you stand out? Each was professional, followed a conventional formula and each was well delivered. Creating images with words underscores your message and distinguishes you from the crowd.” Your Turn 1.What

Lead Rank 118

Lead Rank Networking Face-to-face Follow-up 118

Partners in Excellence

MARCH 8, 2024

I’ve been getting a variety of people telling their stories on, “ Why I Am So Interested In Selling.” But I decided to do an experiment, I asked ChatGPT to put herself in the role of a seller, answering the question (I actually created several scenarios–a seller, a high performing seller, a manager.

Incentives 77

Incentives Incentive Compensation Salary 77

Allego

MARCH 12, 2024

In the ever-evolving landscape of B2B sales, the quest for a seamless and efficient buying experience remains a critical challenge. Determined to mend the fragmented B2B buying journey, Hannah Ajikawo , the visionary founder of Revenue Funnel , has strong ideas on how sales enablement can help solve the problem.

Top of Funnel 118

Top of Funnel Lead Rank Pivotal B2B 118

Janek Performance Group

FEBRUARY 6, 2024

In sales, preparation is the steps taken to understand prospects and clients at each stage of the sales process. Yet, research in LinkedIn shows 70 percent of B2B buyers think sales reps are not adequately prepared. These deficiencies can hinder selling or drive buyers away. They lack pre-call planning and research.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Hubspot Sales

NOVEMBER 14, 2023

Did you know NASA plans to build houses on the moon by 2040 ? This means that in 17 years, you might be selling space voyages. Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) and more about how we'll sell them. Let's dive in.

Hubspot 101

Hubspot Lead Rank Data Social Media 101

Adaptive Business Services

FEBRUARY 28, 2024

I received my first formal B2B sales training in 1977. It was a modified version of the Xerox Professional Selling Skills (Xerox PSS) program although we did not sell copiers at that time. As you might guess, given the decade, it was heavy doses of handling objections and closing the deal. Mortal combat.

Closing 71

Closing Sports Buyer Selling Skills 71

Alice Heiman

DECEMBER 13, 2022

Anthony Iannarino has some bad news for sales leaders who are depending on 20 year old sales models. Tell me about your problems and let me tell you about my solution” won’t even get you a second meeting.”. Sales teams must be retrained to create value not sell benefits. They just don’t work anymore.

Lead Rank 131

Lead Rank Lead Scoring Leads Marketing Qualified Lead 131

Smooth Sale

MARCH 9, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: What Do You Need to Know About SEO? With good SEO, you can ensure your website appears first in search results. Accordingly, our collaborative blog outlines what you need to know about SEO. __ Need to Know About SEO What is Search Engine Optimization?

Paid Content 101

Paid Content Outsourcing Services Lead Rank Lead Scoring 101

Hubspot Sales

JANUARY 29, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sometimes, the insight you get can help you shape more sound, thoughtful sales efforts — giving you a framework to help you better understand your prospects and how to cater to them.

Remedy 86

Remedy Software Software Up-Sell 86

Smooth Sale

FEBRUARY 14, 2024

There are also numerous moving parts that you must manage daily. Instead, figure out in what areas you can improve and be willing to put in the hard work it will require to do better. Begin by including a list of goals and the types of resources you require to meet each.

Company 117

Company Hiring How To Face-to-face 117

Partners in Excellence

APRIL 16, 2024

Preface: Every once in a while, by pure chance, we meet someone who is inspiring. I first met Inshal about a year ago. It involved interviews of senior sales executives. Each was a senior sales executive responsible for $100s of millions to billions in revenue. This is my experience with Inshal Khawaja. Marketing, sure.

Everest 105

Everest Social Media Call-back Media 105

Janek Performance Group

NOVEMBER 10, 2021

Do you know the difference between an amateur and a professional? The amateur will practice until they get it right while the professional will practice until they can’t get it wrong. There are no secrets or shortcuts to becoming a high-performing sales professional. But that’s one of the main problems.

Sports 118

Sports Training Groups Sales 118

Alice Heiman

DECEMBER 20, 2022

Years of trust can evaporate in a matter of moments if you forget this simple rule. Utilizing a founder led sales model, Twistellar has grown globally and still relies on Dmitri’s long term relationship strategy that in many cases takes years to mature from conversation to trust to a project. Are you selling #b2b services?

SalesForce 131

SalesForce B2B Motivation Referrals 131

Hubspot Sales

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent.

Buyer 112

Buyer Data Survey Sales Cycle 112

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Sales Qualified Lead 105

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 105

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. There's AI — obviously — and all the ways it's changing how we sell. While these changes seem daunting at first, they also signal new opportunities to innovate, grow, and adapt. Let's dive in. Use AI to augment, not automate.

Lead Rank 108

Lead Rank Lead Scoring Sales Qualified Lead Scale 108

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Are you ready for a shocking, next-level revelation that's going to turn your world upside down? That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. You're welcome.

Prospecting 107

Prospecting Cancellation How To Revelation 107

Partners in Excellence

MARCH 4, 2024

I first met Pete when he was running North American Sales at a small technology/professional services company. From an early age he explained to me that sales was the only field with unlimited income. One summer, he had attended a sales conference at Hershey Park. Maybe you could say it was in my blood?

Conference 73

Conference Insurance Insurance Construction 73

The Center for Sales Strategy

JUNE 28, 2023

It’s common knowledge that professional athletes who reach peak performance no longer need coaching, right? The same can be said for your sales team. Coaching helps your team members by boosting their confidence, improving their performance, and helping them see things they’re unable to see – they’re too busy selling!

Coaching 92

Coaching Up-Sell Sales 92