Bernadette McClelland

FEBRUARY 20, 2023

On moving to the USA from Australia, I knew there would be a huge component of personal and professional growth. After all, when you shift your environment, something energetic happens. You meet people you never would have met. Do I enjoy sales training? It’s easier! You FEEL different. You FEEL different.

Travel 195

Travel Telecommunications Sage Buyer 195

Gong.io

SEPTEMBER 3, 2020

No one said sales was fair. Because the questions sales leaders had all-but-written-off as impossible to answer. And some sales leaders (1000 of them, give or take) are already getting ahead. Questions like: Which competitors are really coming up in my deals? 1: Who’s in your deals? Sorry, sales reps.

Buying Cycle 143

Buying Cycle Competition Follow-up Sales 143

Understanding the Sales Force

DECEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. One attendee asked the hypothetical question, "What is the most difficult part of the sales process?" Listen intently.

Sales Process 302

Sales Process Webinar Metrics Intent Groups 302

Julie Hanson

FEBRUARY 28, 2024

Eating, chewing gum, rocking back and forth - you’ve likely seen your fair share of distracting behavior in virtual meetings. Some are memorable simply based on their shock value alone. Like the time I saw a client gnaw on a chicken leg like he was at the Renaissance Festival! Humans intuitively respond to movement.

Film 62

Film Face-to-face Wireless ACT 62

Gong.io

NOVEMBER 12, 2021

So you want to learn what skills the best-of-the-best sales pros use to close more deals, crush their goals, and make boatloads of cash? To emulate what the top sales professionals do, you can: . and hope “sales skills osmosis” works. Try and find the time on their calendar to listen in on calls ?and It’s tough.

Cold Calling 118

Cold Calling Negotiation Face-to-face Objections 118

Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Before you close this tab to panic-update your resume, wait till you hear which fifth: writing cold emails, entering call notes in your CRM, and scheduling calls. How much time?

Lead Rank 102

Lead Rank Lead Scoring Top of Funnel How To 102

Janek Performance Group

SEPTEMBER 26, 2023

To paraphrase the renowned sales guru Mark Twain, The difference between the right word and almost the right word, is the difference between telling your sales manager that the deal is dead, versus, the deal is no longer viable. Words are the hammers and nails of sales. ” Ah, the innocence of youth!

Maximizer 62

Maximizer Face-to-face Consumer Sales 62

Hubspot Sales

MARCH 27, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sales is an increasingly consultative profession. The sales rep-prospect relationship cuts both ways — as your prospects qualify you, you need to qualify them back. Keep this question vague.

Top of Funnel 101

Top of Funnel Hubspot Buyer Prospecting 101

Bernadette McClelland

MARCH 14, 2017

Each one of us has the opportunity to make a positive impact on someone else’s life. Here’s the magical, paradoxical thing! One of the examples cited in the article was to allocate tasks to participants that would have them either giving their time or wasting their time. The secret is in giving your time.

Skype 319

Skype Intent Sales Leadership Groups 319

Bernadette McClelland

JANUARY 31, 2019

And today, our personal branding extends way past a name on a building, a copyright mark that we might put against our initials, or the bio we choose to add to any profile we put on the web. It can be a series of questions, a brilliant proposal, a boardroom presentation that knocks the socks of the audience, ad infinitum.

Call-back 308

Call-back Ideal Customer Profile Face-to-face Conference 308

Understanding the Sales Force

JULY 1, 2014

Understanding the Sales Force by Dave Kurlan. Certainly, I couldn''t have been paying attention or it wouldn''t have taken me 28 years to figure this one out! For years I have been instructing salespeople to ask this powerful, game-changing question. What is the magic question? is the question.

Decision Maker 228

Decision Maker Follow-up Positioning Up-Sell 228

Smooth Sale

MAY 23, 2023

Productive businesspeople learn to welcome and treat those they meet as equals. If you sometimes feel invisible, you will likely know that the better sales goal is to allow each person to express themselves fully. The question becomes, how can one become visible in an era that is more hectic than ever?

Hiring 78

Hiring Influencer Networking Lead Rank 78

Sales and Marketing Management

JANUARY 29, 2018

I always knew networking was a great avenue to develop business, but I never thought it could be nearly your entire sales strategy. At one point, I realized that if I had 20 contacts who referred me just one lead a month I could make an entire business with just 20 people. You have to stay on people’s radar.

Networking 201

Networking Pipeline Referrals Face-to-face 201

Pipeliner

APRIL 11, 2024

It can be an elusive target, though, given the typical focus in working to insure your products and services delivered to a client are the very best that they can be. Delivery excellence is critical but it’s simply one element of client satisfaction, albeit the one that receives the most attention. Not by a long shot.

Guarantee 52

Guarantee Hotels B2C Enterprise 52

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. What is a B2B sales funnel? . Now, there are a few naysayers who proclaim that “SaLeS fUnNeLs ArE dEaD.” .

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Bernadette McClelland

JANUARY 2, 2017

Each one of us has the opportunity to make a positive impact on someone else’s life. Here’s the magical, paradoxical thing! One of the examples cited in the article was to allocate tasks to participants that would have them either giving their time or wasting their time. The secret is in giving your time.

Skype 290

Skype Sales Leadership Intent Groups 290

Alice Heiman

JUNE 25, 2020

At many companies, salespeople and marketers focus on products when talking to customers – not business problems. . The challenge is to get your sales and marketing team to focus on your c ust omer ’s business problems. The question “Can you do that for me?” means your messaging hit a nerve.

Banking 147

Banking Buyer Meeting Conversion 147

The Pipeline

OCTOBER 16, 2018

Questions, specifically in sales, are like burgers, some are surprisingly satisfying, exceeding expectations, others leave underwhelmed, asking yourself why you bothered, again? Which is why I tell you to read The Ten-Day MBA if you want to succeed in selling to business people focused on moving their business forward.

SME 225

SME Objections Buyer ROI 225

criteria for success

SEPTEMBER 1, 2022

In my world of sales and sales training , I hear the term “consultative selling” thrown around quite a bit. First, it's about establishing comfort and trust between the buyer and the seller, and second, it's about understanding your prospect’s problems at a deep level. First of all, being a consultative partner means two things.

Consultative Selling 105

Consultative Selling Selling Skills Up-Sell Buyer 105

Hubspot Sales

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. Prospects are busy, and your call is undoubtedly interrupting their work. Meeting booked, and attention earned.

Buyer 103

Buyer Decision Maker Vendor How To 103

Gong.io

SEPTEMBER 17, 2021

Sales cliche: Top sales pros could sell ice to eskimos. Sales reality: Today’s top sellers know their jobs aren’t about tricking buyers into a sale. Your job isn’t to use closing techniques, it’s to lead. Here are 8 sales closing questions that are 0% closing gimmicks and 100% effective.

Closing 118

Closing Proposal Call-back Buyer 118

Smooth Sale

MARCH 9, 2023

Some will say, ‘don’t waste your time; just pass.’ On the other hand, we may miss out on a rare opportunity making the time spent well worthwhile. By asking questions to learn more, we gain the insight to make an informed decision. What are your rules for partnering? Will there be a steep learning curve?

Hiring 78

Hiring Cancellation Banking Networking 78

Alice Heiman

DECEMBER 21, 2022

In today’s competitive business landscape, having an effective sales strategy is more important than ever. Many companies manage their sales teams separately from other departments such as marketing, operations, and customer enablement. The goal of sales is getting to revenue. The traditional SalesOps pipeline approach.

Lead Rank 131

Lead Rank Marketing Qualified Lead Sales Qualified Lead Churn 131

Smooth Sale

DECEMBER 26, 2022

From a sales perspective, inclusion can put the representative who tries it at the top of the sales scoreboard. When we reach out to prospects, enter a corporate office, or attend a networking event, the more critical factor is to treat everyone respectfully for the magic to begin happening. is the real question.

Hiring 78

Hiring Loyalty Networking Up-Sell 78

Gong.io

MARCH 27, 2019

Ones that will set your sales calls on FIRE? ONE: Discovery is a process, not an event. Discovery calls aren’t a STAGE during the sales cycle. Your buyer’s situation is in flux. If you do “set it and forget it” discovery, your deal will go off the rails. Right under your nose.

Call-back 111

Call-back Face-to-face Buyer Follow-up 111

Hubspot Sales

OCTOBER 24, 2023

Interview anxiety is real and can easily shake your confidence. To help you ace your interview, we’ve curated this massive list of interview tips to win over your interviewers with a smile and a stellar conversation. There’s one rule of thumb for acing interviews: show them you know them.

Face-to-face 86

Face-to-face Positioning Trends Research 86

The Sales Hunter

OCTOBER 1, 2019

Sales is a two-way street. Get over yourself and your feelings, because they don’t count! A key way to measure how the prospect feels about you and your potential to help them is by how much information they’re willing to share with you. Take a moment to put yourself in your prospect’s shoes.

Sales Qualified Lead 182

Sales Qualified Lead Prospecting Video Negotiation 182

Sales Hacker

DECEMBER 29, 2022

Have you ever walked into a store, told the salesperson what your requirements were, and they pointed you in the direction of the solution that answered your needs? I’ll walk you through what solution selling is, why you should adopt it as part of your sales process, and how to do it right for today’s buyer.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Understanding the Sales Force

MAY 1, 2014

Understanding the Sales Force by Dave Kurlan It''s a big problem with many of the sales blogs you read. One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. Although that was the original plan in 2006, it is no longer on my radar. Get tougher about accountability.

Hiring 218

Hiring Webinar Metrics Channels Policies 218

Shari Levitin

JANUARY 11, 2023

Sales success requires the discipline to stick to routines and employ daily success habits whether you feel like it or not. Here are 5 ways you can put sales discipline into action right now. He is regarded as one of the “Top 100 Comedians of All–Time” by Comedy Central. He recommends hanging a big calendar on the wall.

Sales Goal 62

Sales Goal Call-back Social Media Energy 62

Shari Levitin

JANUARY 11, 2023

Sales success requires the discipline to stick to routines and employ daily success habits whether you feel like it or not. Here are 5 ways you can put sales discipline into action right now. He is regarded as one of the “Top 100 Comedians of All–Time” by Comedy Central. He recommends hanging a big calendar on the wall.

Sales Goal 62

Sales Goal Call-back Social Media Energy 62

Gong.io

NOVEMBER 12, 2021

So you want to learn what skills the best-of-the-best sales pros use to close more deals, crush their goals, and make boatloads of cash? To emulate what the top sales professionals do, you can: . and hope “sales skills osmosis” works. Try and find the time on their calendar to listen in on calls ?and It’s tough.

Cold Calling 71

Cold Calling Negotiation Face-to-face Objections 71

Gong.io

NOVEMBER 19, 2021

The moment a customer voices a sales objection, it’s tempting to do two things. Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. Handling sales objections well is a skill that separates good reps from their top-performing peers. It’s key to climbing your leaderboard.

Objections 108

Objections How To Face-to-face Call-back 108

Anthony Cole Training

FEBRUARY 23, 2015

A Guest Blog By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group. Hello, this is Mark Trinkle with Anthony Cole Training Group and I want to ask you one simple question. Who is your competition? It means caring a lot about the dialogue and very little about whether or not there is a sale to be made.

Competition 120

Competition Insurance Insurance Call-back 120

SBI Growth

DECEMBER 17, 2013

Sales Reps hear through the grapevine about a sales or marketing improvement project. Then they ask their managers what’s going on. I include some tips on launching change communications. It has samples of communications to use in various situations related to Sales improvement. You know this one.

Majestic 302

Majestic How To Channels Territories 302

Adaptive Business Services

MARCH 1, 2023

While we can’t cover every aspect of selling in three simple steps, these are the critical ones. These 3 steps are the glue that holds the selling process together and they are repeatedly deployed throughout the sales cycle. At the end of every meeting, every exchange, you must set expectations for what happens next and when.

Insurance 71

Insurance Insurance Sales Qualified Lead Guarantee 71

Hubspot Sales

MAY 5, 2020

For many leaders, when we hear the term remote sales management, our blood pressure starts to rise. Sales teams are hard enough to manage already, let alone remotely.". Let’s explore some crucial components you can keep in mind when constructing your own sales enablement strategy. Divide and conquer in weekly meetings.

Inside Sales 101

Inside Sales Sales Enablement Face-to-face Call-back 101