Bernadette McClelland

MAY 23, 2022

On the weekend I was clearing out my office in preparation for our move to the USA. “Bruce Barton, the father of modern advertising, suggests we apply the Bible suggestion to ‘agree with our adversary, early’ Now actually this is a feminine trick. Remember to Include Her. Agree With Them.

Workbooks 195

Workbooks Real Estate Energy Call-back 195

Hubspot Sales

JANUARY 13, 2021

Think of an experience you had when you were trying to make a purchase, and the salesperson helping you lacked confidence. Perhaps they weren’t sure of the product’s features. Or maybe they didn’t do a good job explaining how their product can help you solve your problem, because they didn’t understand what you were looking for. Over-apologizing.

Proposal 125

Proposal Journal Buyer Prospecting 125

MTD Sales Training

JANUARY 4, 2018

Many salespeople ask us for our best tips on how to sell. If the buyer feels you have taken the time to find out salient facts about them before contact, they will maybe give you a listening ear. If the buyer feels you have taken the time to find out salient facts about them before contact, they will maybe give you a listening ear.

Buyer 257

Buyer Cold Calling Objections Call-back 257

Close.io

JULY 16, 2018

That means that when you dial a prospect and they can’t see you, 93% of the potential success of your cold call comes down to the tone of your voice. That means that when you dial a prospect and they can’t see you, 93% of the potential success of your cold call comes down to the tone of your voice. What am I talking about?

Cold Calling 107

Cold Calling Closing Call-back Energy 107

Increase Sales

JULY 8, 2017

Isn’t it funny that we fail to recognize the abundance within our lives? I was watching a video about a young person who was born with limited height, with no arms, with no fingers, abandoned at birth and in spite of this scarcity she learned to play the piano with her toes and use her voice to sing. Click Here for Video.

Lead Rank 111

Lead Rank Lead Scoring Facebook Video 111

No More Cold Calling

MARCH 22, 2019

We don’t look or act like our grandmothers. Grandmothers have always worked … but not always outside the home. It was 2007. At a luncheon hosted by a major magazine, a panel of four women discussed their careers and what inspired them. The oldest was 53 years old, a business owner with two children at home. My grandmother was born in 1885.

Travel 278

Travel Cold Calling Call-back Face-to-face 278

criteria for success

MARCH 2, 2022

When we talk to sales managers about sales development, we tend to get some similar questions: Where is the best place to start? What areas of sales development should be prioritized? How do I support my salespeople in their sales development efforts? What’s the best way to motivate my salespeople so their sales development efforts don’t plateau?

Sales Management 104

Sales Management Insurance Insurance Pivotal 104

No More Cold Calling

FEBRUARY 19, 2015

We had lots of fun constructing them with our friends, and then seeing how far apart we could get and still hear each other. If only all our interactions were filled with this kind of simplicity. This childhood game taught us an important lesson: You can’t listen and talk at the same time. But we’ve lost the art of conversation.

Social Media 120

Social Media Cold Calling Small Business Small Business 120

Increase Sales

APRIL 17, 2017

” The site provides the example of a slight decline or elevation in the pitch of one’s voice at the end of a declarative statement. When we do not recognize our own cadence, this suggests we do not recognize the cadence of others. How well we manage both sets of emotions speaks to our level of emotional intelligence.

Facebook 86

Facebook Sales Conversion Examples 86

Babette Ten Haken

JULY 26, 2018

All of us have a professionally profitable voice. What does ours sound like? Each day, when working with colleagues and clients, we have infinite opportunities to leverage our defining voices. Because our professional voices are not something that is “nice” to have. Authoritative? Dictatorial?

SME 58

SME Engineering Retention Coaching 58

The Brooks Group

MAY 13, 2020

Indeed, as sales professionals, it’s becoming painfully apparent that the limitations of virtual selling stem largely from the inability of our virtual landscape to effectively replicate the real world. Do you have any specific concerns about the details of our product or service? What do you think of what I said?

Relationals 85

Relationals Face-to-face How To ACT 85

DiscoverOrg Sales

SEPTEMBER 26, 2018

The reason is, objections allow us to get an idea of what our prospect is feeling internally. And so if we’re not hearing any objections, if everything seems to be going according to plan, they’re lovey dovey and it’s what we call “happy ears” – those are the sale cycles that tend to draw out. In fact, Gong.io

Objections 154

Objections Sales Cycle Call-back Vendor 154

Pointclear

NOVEMBER 16, 2017

While what we do for a living is talk, a more important part of our job is to listen. Once the cold automated voice spoke, my mind would shout, “Hang up!” The moment a phone contact is made, we’re all ears. " The most important thing in communication is hearing what isn't said" –Peter Drucker. Think of those annoying robo calls.

Lead Generation 100

Lead Generation Lead Rank Lead Scoring PointClear 100

Janek Performance Group

JUNE 7, 2023

“Why didn’t you tell me about this sooner?” ” the prospect says with slight frustration. You’re perplexed, knowing you diligently followed up with phone calls, emails, and LinkedIn messages for the past six months to secure this appointment. It would be a challenging task.

Lead Rank 62

Lead Rank Lead Scoring Face-to-face Groups 62

Increase Sales

JULY 21, 2012

One recent executive coaching and career transition client shared he heard my voice in his head all week repeating the following: “Quit thinking about it, just do something!” The darkness surrounds us almost permeating into every pour of our skin further immobilizing us. We cannot even see daylight! Get up from the chair!

Journal 179

Journal Face-to-face Facebook Consumer 179

Pipeliner

APRIL 22, 2018

We have a voice within us that whispers to us when we knowingly stray. The problem is there is another voice that whispers to us, and tries to convince us we aren’t really straying. That voice tries to justify its unruly behavior. I learned a great deal working for Xerox. Can Sales Ethics Be Taught?

Forecasting 70

Forecasting Education Groups Competition 70

LeadFuze

OCTOBER 11, 2023

population listening to a podcast at least once, it’s safe to say that this medium has become an integral part of our daily lives. Ever felt like you’re sailing in the rough seas of sales, struggling to keep your boat steady against unpredictable winds? Ready to set sail? What is the podcast about sales prospecting?

Training 52

Training Webinar Metrics Industry Resources 52

Shari Levitin

MAY 19, 2022

Several years ago I received a call from Maria, one of our biggest sales training clients. Several years ago I received a call from Maria, one of our biggest sales training clients. Many trainers love the sound of their own voice (like I did). Yet the pitfalls in face-to-face training are amplified in virtual training.

Training 62

Training Hiring Face-to-face Call-back 62

Igniting Sales Transformation

FEBRUARY 15, 2019

The old adage about having 2 ears and 1 mouth makes a lot of sense, especially when it comes to selling. Since our job as sellers is to solve problems for our prospects and customers, listening is a key component of being successful in selling. Unfortunately, too often salespeople talk more than listen. How listening works.

Microsoft 86

Microsoft Ideal Customer Profile Conference Lead Rank 86

The Science and Art of Selling

NOVEMBER 3, 2014

You can achieve good rapport easily by matching your body language, voice tonality, and words you use to those you want to influence. In addition, we make sense of our experience through words. All of our memories, imagination, and current experience are made up of elements of the EEE™ Representational System. Be flexible.

Influencer 93

Influencer System Face-to-face Skype 93

The Pipeline

MARCH 18, 2011

Sign up for our Email Newsletter. Always looking for the quick (and easy) way to make our quota without needing to care too much about the people we happen to be dealing with at the moment. And our retarded attitudes limit our ability to do anything outrageous. Frankly, most of us need our heads-examined.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Sales Hacker

FEBRUARY 17, 2021

For me, the majority of my first sale roles did indeed involve our CEO in the early stage. Scott’s newsletter makes a great point: as buying teams get bigger and bigger, our sales teams need to grow with them. Scott’s newsletter makes a great point: as buying teams get bigger and bigger, our sales teams need to grow with them.

Energy 121

Energy Up-Sell Call-back Case Study 121

Pointclear

DECEMBER 12, 2013

But there’s too much noise today, and your marketers and salespeople are plugging their ears. put there by networks, for the most part, with good intentions towards fulfilling our desire for entertainment (and generating revenue), but without the situational context that’s required to meet people’s needs. Uses Microsoft Dynamics.

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

InsideSales.com

MAY 18, 2020

Second, a pitch that is pertinent to them specifically makes a customer’s ears prick up and keeps their attention. It doesn’t matter how good a product is if you don’t have a great salesman to market it. RELATED : 5 Must Read Sales Books for Inside Sales Reps . Be Persistent natural salesperson habits. Listen and Remember.

Referrals 96

Referrals Follow-up Account Based Marketing Up-Sell 96

CloserIQ

MARCH 17, 2019

Of course, every team understands that its customer service is the voice and face for its clients. Organizations should think of their workers as the ears and eyes of their operations. As such, inappropriate handling of clients isn’t acceptable as it can damage the reputation of a company.

Customer Service 89

Customer Service Customer Real Estate Scale 89

Zoominfo

DECEMBER 7, 2017

Did you know 60-70% of marketers say they don’t truly understand their buyers ( source )? Let that sink in. We don’t need to tell you that’s a problem—it’s obvious. If you don’t understand your target audience, how will you produce effective content? Influence their buying decisions? Or form productive relationships with them?

Buyer Persona 100

Buyer Persona Buyer B2B Company 100

Chorus.ai

APRIL 2, 2019

As any revenue leader knows, you put your best foot forward and then as the end of the quarter comes nearer, you have to get laser-focused on which deals are at risk (and therefore may need your attention), where your reps may have “happy ears,” where you might get lucky (bluebird, anyone?), The first quarter just ended.

Revenue 48

Revenue Benefit Film Forecasting 48

Crunchbase

JUNE 13, 2022

This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and we are honored to feature and promote their contribution on the Crunchbase blog. Working in sales involves a lot of talking. Talking less and listening more is a good rule of thumb when it comes to sales. Source image.

Closing 98

Closing Call-back Face-to-face Intent 98

Partners in Excellence

MAY 5, 2014

” We are learning the importance of networking to increase the breadth and depth of our relationships. ” Sometimes, I think we are building relationships with our devices and technologies. Rather than looking at the people in the meeting, we are looking down at our devices.

Networking 123

Networking Facebook Referrals LinkedIn 123

The Pipeline

APRIL 1, 2011

Sign up for our Email Newsletter. Stored in Attitude , Cold calling , Communication , Guest Post , Productivity , Prospecting , Sales Strategy , Sales Technique , Voice mail , execution. I’ve been working with several sales teams making a whole lot of phone calls, and am getting an earful about reaching a prospect’s voicemail.

Pipeline 223

Pipeline Twitter Call-back Cold Calling 223

The Accidental Negotiator

NOVEMBER 5, 2021

How you react to a threat may determine how the negotiation turns out Image Credit: Jim Rafferty. As negotiators we all understand that threats and ultimatums are a part of the process of negotiating no matter what negotiation styles or negotiating techniques are being used. Dealing With A Threat. Are They Likely To Follow Through With The Threat?

Negotiation 52

Negotiation Face-to-face Call-back Intent 52

SalesLoft

MAY 17, 2017

With such a deluge of information assaulting your eyes, ears, and inbox each day, a quality personal referral is more powerful than ever before. I recently found out that one of our prospects was connected with our VP of Sales, Derek Grant, and actually worked together at Pardot for a few years, so knew each other pretty well.

Referrals 52

Referrals Cold Calling Call-back Benefit 52

Hubspot Sales

OCTOBER 23, 2018

Nothing comes easy in sales -- it’s always earned. But I’ve noticed a strange phenomenon: even the most seasoned and confident account executives can flinch when it comes to securing budget from their head of sales. Having led teams at Automil, HackerRank, and LinkedIn, Don has just about heard it all; and reveals his top tips below.

How To 102

How To Face-to-face Outbound Lead Rank 102

Mindtickle

DECEMBER 2, 2022

In this blog post, we’ll share our secret sauce for measuring sales productivity so you can do the same at your organization. Here, we use our Sales Readiness Index to measure which reps are demonstrating the right skills, will, and in-field behaviors. With so much tough news, what can sales leaders do about this all?

Hiring 52

Hiring Lead Rank Lead Scoring Forecasting 52

LeadFuze

JULY 8, 2021

In our last round of sales recruitment, we actually had to fire someone on their first day. In our last round of sales recruitment, we actually had to fire someone on their first day. Our post today will pull back the curtain and detail our 7-step interview process for hiring SDRs. We’ve learned the hard way.

Hiring 98

Hiring Face-to-face Sales Qualified Lead Lead Rank 98

Janek Performance Group

FEBRUARY 7, 2023

“We have a game-changing, disruptive technology, but the economic environment is slowing down our sales,” said a CEO recently. Selling disruptive technology has an image problem. Selling disruption would get more respect if it was not called disruptive. There needs to be more than technological innovation to ensure sales success.

Decision Maker 62

Decision Maker Scale Lead Rank Transportation 62

Rob Jolles

FEBRUARY 27, 2023

Listen Here On Apple Podcasts It takes courage to find your voice, open up, and invite others to open up to you. Step on a stage for a presentation, or walk into a clients office with a message to deliver, and we all feel something. Michelle’s take on imposter syndrome, and how to cope with it. Now, here’s your host, Rob Jolles.

Call-back 40

Call-back Travel Exercises Workbooks 40