Bernadette McClelland

SEPTEMBER 5, 2022

We started out at 8am and up … and up… and up… we climbed. Not only were my legs getting their regular workout but as we climbed another few hundred feet so were my lungs. We don’t listen to that intuition, that gut feel, that nagging thought, that inner feeling! It was stunning! Need to be liked?

Everest 370

Everest Call-back Sales Leadership Exercises 370

Bernadette McClelland

MARCH 17, 2023

7 Traits We Can Adopt From Our Irish Friends IRISH BY NAME: IRISH BY NATURE There is something very romantic about the Irish. It is particularly valuable for all of us, especially for those who are experiencing huge setbacks and challenges in today’s climate. Durty Nelly's Pub 3.CREATIVITY: Limerick University 5.ADAPTABILITY

Loyalty 397

Loyalty Face-to-face Travel Up-Sell 397

Partners in Excellence

MARCH 18, 2024

We have become masters at describing our “how.” ” That is, we present all the capabilities of our products and solutions, the “how” of achieving a goal or solving the problem. We provide endless content, demos, and discussions focused on the capabilities of our products. Who does this issue impact?

Face-to-face 114

Face-to-face Opportunity Customer Closing 114

Steven Rosen

MARCH 23, 2022

Transforming your managers from good to great coaches can dramatically impact sales. ” First, you are not empowering your sales reps, who may perceive you as a micromanager. .” ” First, you are not empowering your sales reps, who may perceive you as a micromanager. Do You Want To Increase Sales Performance?

Coaching 292

Coaching Sales Management Face-to-face Sports 292

Understanding the Sales Force

NOVEMBER 10, 2023

The Analogy We heard the “Sound of Freedom” was a good movie and we loved it, but we were moved even more by the closing messages displayed on the screen. We didn’t know what we didn’t know. Beyond Sales I don’t know enough about corporate taxes so we have an accounting firm for that.

Company 212

Company Hiring Scale Forecasting 212

Steven Rosen

FEBRUARY 7, 2024

Rika discusses how she incorporates recognition into her team meetings and the positive impact it has on morale. Her insights emphasize the significant impact of personalized recognition on individuals and the broader company culture. This simple act of sending a personalized message profoundly impacts the recipients.

Video 156

Video Motivation Sales Leadership Meeting 156

Smooth Sale

FEBRUARY 29, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Business Growth Depends Upon The Impact We Make Individually, we each possess a unique mindset, goals, and methods for achieving our desires. It’s a known fact that open minds can open closed doors, and business growth depends on the impact we make.

Hiring 106

Hiring Gatekeeper Media Benefit 106

Partners in Excellence

APRIL 22, 2024

But what does this really mean, particularly when we have so much competing for our attention, and when we invest so much in getting the attention of others? Too often, it seems we focus more on the mechanics of what we do. By paying close attention to those we engage. Attentiveness is a form of empowerment.

ACT 96

ACT Motivation Groups Closing 96

Partners in Excellence

MARCH 11, 2024

ChatGPT and its colleagues are, too often, a debilitating cheat for sellers who don’t want to put in the work. Most focused on efficiency, few focused on impact, differentiation, and value. We know how they work and shouldn’t have an expectation of much more–at least used in these ways.

Ideal Customer Profile 108

Ideal Customer Profile Face-to-face Engineering Industry 108

The Pipeline

SEPTEMBER 21, 2021

Here we will look at two aspects of the same attribute, the ability to be “where the buyer is at.”. When we look at how our friends in Marketing see the world, three simple categories. Assuming we can make them become Aware, they will start the Consideration of how to address their new awareness? Where The Buyer Is At.

Buyer 345

Buyer Demographics Video Territories 345

Steven Rosen

MAY 15, 2021

We wanted to better understand what skills were important and the level of support companies provide their sales managers in terms of skill development. To better understand the reasons why I spoke with several sales leaders who were, in fact, providing support to their sales managers. I decided to speak to a few more companies.

Survey 358

Survey Coaching Training Sales Management 358

Partners in Excellence

MARCH 25, 2024

Preface: Who doesn’t know Keenan ? What are their problems, how do we help them better understand them? How do we identify the GAP between where they are and where they need to be? How do we identify the GAP between where they are and where they need to be? How do we help them close that gap, achieving their goals.

Up-Sell 107

Up-Sell Sales Leadership Motivation Closing 107

Partners in Excellence

SEPTEMBER 22, 2023

To effectively engage our customers in business conversations, we have to understand the and be able to talk to them about their business problem first. But then, we have to first know what types of organizations have these problems? Then we have to ask the question, Who in the organization is most impacted by the problem?

Customer 104

Customer Face-to-face Enterprise Enterprise 104

Partners in Excellence

MARCH 6, 2024

We seem to be on diverging paths, and this creates problems for both buyers and sellers. We always seem to lead with our products and focus our conversations on those. We don’t help them by repeating what they already know. But we already know that because of the plummeting responses. We focus on selling a product.

Buyer 119

Buyer Incentives Incentive Discount 119

Partners in Excellence

SEPTEMBER 13, 2023

We are trained on what our products do. We know their capabilities, features and functions. We may know the “problem” they solve. But does this mean we really understand our customers’ problems? How do we characterize or define the problem and the issues related to it? How does it impact them?

Customer 99

Customer Data Follow-up Relationals 99

Partners in Excellence

APRIL 11, 2024

It’s crazy to think that we purposely design our organizations to fail. Who would think of that, particularly in selling? We are driven to succeed, to over achieve our goals. We constantly talk about winning. If this is true, why do we see year after year of declining performance and results?

Scale 109

Scale Maximizer Quota Revenue 109

Partners in Excellence

JANUARY 29, 2023

In the past year, we’ve seen 100’s of thousands of layoffs, particularly in technology segments. Customers have become depersonalized widgets that we move along our selling assembly lines. We demand the highest levels of performance, focus, work from these people. Yet we display no loyalty to them.

Loyalty 123

Loyalty Segment Report Research 123

Partners in Excellence

JANUARY 30, 2024

Let us show you how our product solves this problem… ” “You need more in your pipeline, let us show you how we solve that problem… ” Every prospecting message I see focuses on the sender, their products, and their companies. What would happen if we changed our outreach strategies to focus on problems?

Face-to-face 92

Face-to-face Buying Cycle Outbound B2B 92

Partners in Excellence

APRIL 10, 2024

Any reader who was trained as an engineer or anyone with experience in assembling machines (or Ikea furniture) will recognize the Tolerance Stack Up Error. When we are designing a machine, we specify the dimensions and performance characteristics of each part in the assembly. They are specified as Part 1, 1″ +/- 0.1″,

Case Study 87

Case Study Marketing Qualified Lead Scale Engineering 87

Smooth Sale

APRIL 4, 2024

However, if you don’t put the right strategies in place, you will likely struggle to create the right impact with your company. Whether your goal is to improve productivity or ensure that you deliver exemplary service to your customers and clients, we guarantee a piece of software for you to explore that can apply to every industry.

Lead Rank 102

Lead Rank Hiring Social Media Influencer 102

SalesProInsider

FEBRUARY 7, 2024

Impact is the consequence of what is going on with your prospective client, and the consequence of what will happen if they use your service and work with you. Why is impact important? Who will this impact? The post The Impact of Impact in Your Sales Conversations appeared first on Sales Pro Insider.

Conversion 77

Conversion Motivation Follow-up Sales Process 77

Partners in Excellence

NOVEMBER 20, 2023

.” At least with respect to our products, we have endless content, training, years of experience. We can answer any question customers are likely to have about our products and solutions. We can compare them, factually, with the alternatives, showing how our approach might be superior. Wisdom is knowing about people.

Data 102

Data Objections Tools Industry 102

Partners in Excellence

APRIL 26, 2024

We obsess about how we succeed. We develop strategies, contingency plans, prep and rehearse. We are driven to succeed for those big things. We treat the little things differently. We may skip them, thinking they aren’t important. We may not prepare well, winging it. After all, we’re busy!

CRM 68

CRM 68

Sales Hacker

APRIL 4, 2024

But with the guidance of David Nour, CEO of Nour Group , we will prepare you to have the most effective sales kickoffs. We’ll do this, in part, by ensuring you don’t make the ten biggest SKO mistakes we often see. The people who take the stage should have experience and expertise in the subject matter.

Webinar Metrics 90

Webinar Metrics Analysis Motivation Follow-up 90

Partners in Excellence

FEBRUARY 22, 2024

“Discovery” has been an important part of the sales process ever since I started selling (Yes, that was back when we had first chipped a wheel out of stone.) In all our training, we’ve gotten playbooks, done role plays, and learned how to conduct discovery and what questions we should be asking the customer.

B2B 101

B2B Up-Sell Customer Data 101

SalesFuel

MARCH 12, 2024

Establish Workplace Behavioral Guidelines Listen to All Impacted Team Members Include Conflicting Parties in Resolution Design Establish Workplace Behavioral Guidelines We all come to the workplace, whether in person or online, with previously established expectations. Arguments don’t usually resolve on their own.

Guidelines 116

Guidelines Hiring Conference Motivation 116

Smooth Sale

APRIL 12, 2024

Consider how these techie tools could amplify your skills and impact whether telemedicine or AI. Could you be the hero who tackles global health issues head-on? Now, that’s what we call making a mark! Embracing the Digital Revolution The digital world is reshaping medicine faster than you can say “AI.”

Insurance 102

Insurance Insurance Hiring Influencer 102

SalesFuel

MARCH 6, 2024

Research from LinkedIn revealed that sellers who hit quota shared common habits. “We We asked 2,187 sellers globally about 104 behaviors and correlated them to the top performers who exceeded quota,” explains Raul Murguia. These “deep sellers” put effort into actions that impacted their selling success for the better.

Quota 96

Quota Hiring Networking Referrals 96

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? We face issues we may not have experienced before.

Customer 112

Customer Face-to-face Buying Cycle Loyalty 112

Smooth Sale

APRIL 10, 2024

Learning new transferable skills is a confidence booster that reminds us that what we’re currently doing is not the end of our career. A job is an opportunity to get paid and learn skills that you can take with you, but sometimes we can forget this. Of course, there’s only so much we can do for ourselves.

How To 102

How To Benefit Motivation Lead Rank 102

Partners in Excellence

FEBRUARY 15, 2024

They aren’t sitting around, twiddling their thumbs wondering what to do with their time, they are filling it with high quality/impact efforts. They aren’t sitting around, twiddling their thumbs wondering what to do with their time, they are filling it with high quality/impact efforts. And we lose them to another company.

Leads 101

Leads Marketing Qualified Lead Sage Maximizer 101

SalesFuel

APRIL 10, 2024

Sellers who want to succeed must build sales credibility to stand out. And nearly 40% want to work with reps who know and understand their customers. We found the majority of salespeople do at least some research into the companies they sell into,” he writes. Only 24% of U.S. What is sales credibility?

Research 115

Research Hiring Social Media Trends 115

Pipeliner

MARCH 20, 2024

Open minds can open closed doors, and business growth depends on the impact we make.’ Our impact depends upon: The company we keep. The people with whom we collaborate and share ideas. Whether we strive to work for the greater good. However, most are unaware of the gatekeepers residing within their mindsets.

Gatekeeper 80

Gatekeeper Benefit Follow-up Motivation 80

Partners in Excellence

DECEMBER 13, 2023

The family is getting together for the Holidays, I knew we would be spending a lot of time cooking. We were in a professional kitchen, with two professional chefs as instructors. We were in a professional kitchen, with two professional chefs as instructors. It made sense, after all, we followed the recipe without any changes.

Follow-up 122

Follow-up Groups Enterprise Enterprise 122

Partners in Excellence

AUGUST 30, 2023

We come into conversations with our own biases, hopes, dreams, beliefs, values, fears, experiences, points of view, and goals. We engage others, each with their own biases, hopes, dreams, beliefs, values, fears, experiences, points of view, and goals. Perhaps, we come to agreement–for the moment–on some common goals.

Cancellation 97

Cancellation Conversion Influencer Up-Sell 97

Partners in Excellence

FEBRUARY 8, 2024

Every day I think we have reached bottom with the level of stupid advice I see in my social feeds. Every day, I’m surprised that we can find new depths of stupidity. Sadly, too much of this is from smart people who should know better. It’s rare that I see someone suggest, “Why do we accept this?

Buying Cycle 113

Buying Cycle Outbound Data Channels 113

Partners in Excellence

APRIL 24, 2023

” Somehow, we have created a distortion field, believing that achieving quota and helping customers are independent. The implicit thinking is, we don’t have the time to help, we are chasing after our number. And the belief is that we can make our goals without being helpful to our customers.

Quota 100

Quota Ideal Customer Profile Face-to-face Commission 100