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

The Pipeline

JUNE 29, 2021

“What if we don’t change at all … and something magical just happens?” Even if it does not scare the buyer, it serves little purpose before buyers understand a reason to change. Change takes guts, both for you and the buyer, why would they follow someone who is more talk than action?

Harvest 352

Harvest ACT Buyer Objections 352

The Pipeline

JUNE 9, 2020

Where we are now in 2020, it is easy to see the need to make this technique that much more proactive. Specifically, who the legs pf the stool or your dance partners should be. But with new opportunities driving a review of all elements of business and society, it may require that we bring new people to hold up their needed leg.

Pivotal 354

Pivotal Hiring Face-to-face Distribution 354

SMEI

APRIL 25, 2024

In this blog post, we’ll explore the critical role of professional selling and why it’s more important than ever. As Indra Nooyi, former CEO of PepsiCo, puts it, “Selling is something we do every day in almost every aspect of our lives and business.

Microsoft 100

Microsoft Consumer Closing Motivation 100

Force Management

APRIL 6, 2023

As leaders, we serve as guides for our teams through challenging times. Last month on the Revenue Builders Podcast, we talked to multiple leaders who have guided teams successfully through crises. In the current economic landscape, when the challenges are unpredictable, it helps to have guides of our own.

Leads 119

Leads Marketing Qualified Lead Revenue Strategy 119

Zoominfo

FEBRUARY 13, 2021

Everything we do for our customers is based on understanding how data and analytics affect business operations. So we pay close attention to the data and business analytics leaders making an impact in every industry. Previously we wrote about leaders in social responsibility , who successfully use data in their everyday work.

Analytics 246

Analytics Data Insurance Insurance 246

Smooth Sale

SEPTEMBER 25, 2023

Irrespective of where you were in the world, the day in question became synonymous with the day a then-serving police officer publicly murdered George Floyd, Derek Chauvin. Speechless For me and most of my community we remained in shock by the events that ensued and found it difficult to etch the incident from our memories.

Networking 113

Networking Scale Hiring Media 113

Smooth Sale

OCTOBER 6, 2023

Although we are not held in high esteem by everyone or most people, we can create favorable memories for family and close friends. On the personal side, we must reconcile how we want others to remember us. When we heed the lessons, we realize how we can do better.

Hiring 78

Hiring Networking Video Lead Rank 78

Mereo

FEBRUARY 28, 2024

We at Mereo spoke with expert Tim Ohai , a leading growth consultant and founder of Kupu Solutions who formerly served in leadership roles at Workday, Shell Oil and Pennzoil, about what leaders like yourself can do to foster a healthier business culture in 2024. And we had some great rain, and it was doing well.

Lead Rank 77

Lead Rank Motivation Lead Scoring Groups 77

Babette Ten Haken

SEPTEMBER 17, 2018

Do we really understand the difference between customer service delivery and customer experience delivery? Or, do we use the two terms interchangeably? That means we assume customer service is someone else’s responsibility. That means we assume customer service is someone else’s responsibility. Certainly not ours.

Customer Service 229

Customer Service Ideal Customer Profile Customer Face-to-face 229

SalesProInsider

SEPTEMBER 20, 2023

What stands in the way of you working with the people who you want to serve? Time and again, we see that the very top performers are those who have both the Skill and the Will. And that’s good news because you’re the one who can fix that. Skill and Will. So, what’s standing in the way of your success?

Energy 155

Energy Sports Motivation Training 155

BuzzBoard

JANUARY 23, 2024

Mathematics Makes a Big Difference in Keeping Humans Ahead of AI “We would have to progress a lot deeper in our understanding of creative thoughts, ethics, and consciousness before we would even have the building blocks to think of how to create an AI that would be able to wipe out humanity.” Further answers lie in the technique.

Lead Rank 105

Lead Rank Analytics Analysis Trends 105

Sales Hacker

MARCH 23, 2023

Sales is the transfer of conviction and inspiration: The person who is most certain during the interaction will win. Related: Entrepreneurial Selling: The Simple Mindset Shift That Wins More Deals Your attitude is your energy field, and when you align and connect with your client’s needs to serve a need they can feel it.

Closing 98

Closing Harvest Top of Funnel Lead Rank 98

Smooth Sale

AUGUST 31, 2023

My Story Perfection rarely exists, and upon anticipating new adventures, we generally know that only some things will work out as we expect, particularly for business. But those who take immediate action to right a wrong are the ones who generally come out ahead. – We cannot do XYZ, but what if we are to offer ABC?

Hotels 102

Hotels Customer Travel Hiring 102

Mereo

MARCH 21, 2024

When they engaged Mereo to address this, we conducted a win-loss analysis and discovered that the majority of the sales cycles were really about three to four months. They focus too much on just one member of the buying committee and fail to serve all members’ needs. A trusted advisor who Seeks to Serve … Asks questions and listens.

Decision Maker 41

Decision Maker Sales Cycle Analysis Channels 41

Partners in Excellence

NOVEMBER 3, 2023

But on reflection, I realized that his observation is an indication of how “we”–all of us, have lost our way. These tools and technologies, any tool technology, doesn’t exist for their own benefit, they exist to serve the needs of people who use the tools. We are driven to mechanize everything we do.

Study 107

Study Exercises Groups Tools 107

SalesProInsider

FEBRUARY 8, 2023

What’s your mindset around follow-up efforts for reconnecting with prospects who have stopped responding? What about those who haven’t followed through on the actions that they said they would? Shift Your Mindset to Give THEM What They Need Neither of those mindsets serve you or your prospective clients well. Why courtesy?

Follow-up 132

Follow-up Prospecting How To Call-back 132

Janek Performance Group

APRIL 18, 2024

Here are three essentials: Project confidence Generate warmth Exhibit enthusiasm Confidence comes from knowing who we are, what we’re doing, and where we’re going. But for salespeople, it’s something we must project. This starts with knowing to whom we are speaking and the purpose. This denotes sellers who care.

Training 62

Training Outbound Inbound Benefit 62

Smooth Sale

APRIL 2, 2024

Think about the type of patients you want to serve and how you might do it. Every patient who enters a medical practice is seeking help, so it can be frustrating when administration errors or employees with a lousy attitude take over. Moreover, should you find these tips helpful, we suggest you read previous blog articles of interest.

Outsourcing Services 98

Outsourcing Services Hiring Media Networking 98

Keith Rosen

NOVEMBER 13, 2020

Do you know someone who, whatever they touch, turns to gold? And if he leaves, there will be no one else who can take care of our farm, our animals, and harvest our crops.”. The recruiter looked at the young man’s leg and said, “I’m sorry, but because of your leg, you aren’t fit to serve.”. “How lucky are we!”

Harvest 152

Harvest Hotels Sales Coaching Call-back 152

Mereo

MARCH 28, 2024

Leaders who did not focus on relationships often saw more opportunity losses. This allows your prospects to hear honest feedback from an actual buyer who became a client. Several of the ways we have discussed to build trust will also help you break the status quo. Connect your prospects to current clients.

Research 41

Research Face-to-face Decision Maker Buyer 41

Allego

NOVEMBER 8, 2022

Voya really wants to help the special needs community, people with disabilities and special needs, and caregivers of their loved ones who have special needs. They’re underserved, and there are things we can do as an industry to help them out. He also serves on Voya’s Enterprise Leadership Team.

Google 110

Google Sales Qualified Lead Sales Enablement Distribution 110

Pipeliner

DECEMBER 11, 2023

We delve into his groundbreaking book, “The Green Beans and Ice Cream Book: How to Motivate with Positive Reinforcement,” We had the chance to explore the nuances of effective leadership in today’s dynamic workplace. However, we also recognized the challenges associated with remote work.

Positioning 64

Positioning Motivation ACT Study 64

Mereo

DECEMBER 6, 2023

Often when we talk about Seek to Serve , we do so with a focus on business. Yet the power of Seek to Serve extends far beyond professional relationships and win-win outcomes. At Mereo, we do not just preach following a Seek to Serve philosophy. We live it. It has for our principal Joel Reed.

Banking 41

Banking eBook Groups Influencer 41

Nimble - Sales

NOVEMBER 10, 2020

We’re honored to announce that we’re now offering a free one-year license to all veterans and active-duty members who have served in the United States military! The Nimble team admires and respects the loyalty, dedication, and sacrifice of the U.S. service members and wants to support their entrepreneurship.

Licensing 127

Licensing CRM Loyalty 127

Partners in Excellence

MARCH 4, 2024

A decent salesperson is really just a consultant…a consultant who shows up before the paid consultants arrive. TO this day my favorite parts of the sales cycle are first meetings (who is this person, what are her problems, how might I or someone I know be able to help?) Then there is the science of sales. I am a nerd about this.

Conference 73

Conference Insurance Insurance Construction 73

Smooth Sale

OCTOBER 17, 2022

He served as a Squad leader, Platoon Sergeant, Drill Sergeant, Service School Instructor, First Sergeant, Operations Sergeant, and Senior Equal Opportunity Advisor. In our continually shrinking and complex world, we need leaders who know how to lead and maneuver through intricate group dynamics and communicate across different cultures.

Hiring 78

Hiring Engineering Education Lead Rank 78

Hubspot Sales

MARCH 25, 2024

But in all seriousness, difficult prospects are a fact of sales life, and dealing with a difficult buyer who makes a sale harder than it needs to will always suck — and from time to time, you're bound to deal with an especially difficult buyer who makes a sale especially harder than it needs to be, and that experience will especially suck.

Prospecting 98

Prospecting Cancellation How To Revelation 98

Allego

MARCH 31, 2021

In episode 22, Rhomes Aur , CEO of First Horizons Advisors, shares insights on achieving the right kind of growth, the role of financial services companies in serving communities, and the opportunities of virtual selling. Our advisors are our best recruiters now because of the way we do business.” — Rhomes Aur.

Banking 147

Banking Face-to-face Scale Hiring 147

Pipeliner

DECEMBER 21, 2022

Those who ultimately achieve their long-term vision versus those who make excuses and refuse to take the proper action will not do well in the end. We have no control over accidents or roadwork, but they are an excuse. We are almost all guilty of missing a scheduled online meeting. Now the answer may be quite different.

Face-to-face 98

Face-to-face System Follow-up Meeting 98

Smooth Sale

DECEMBER 18, 2022

’ By stepping into the shoes of those you intend to do business with to uncover all on their mind, you realize how best to serve them. Serving clientele well is an unspoken promise not to be broken. When we are willing to accept our limitations, we know to seek help, adjust, and then we can advance.

Hiring 78

Hiring Loyalty Education Networking 78

Sales Hacker

MARCH 1, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. The B2B playbook is changing.

Media 71

Media Company Distribution How To 71

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

Hubspot Sales

SEPTEMBER 20, 2023

Fewer Customer Support Issues AI chatbots can answer customer queries allowing your customer to serve themselves. Here are ten of the best conversational AI tools for sales with notes about pricing, what we like about them, and who they’re best for. Plus, some insights from the sales pros who already love them.

Conversion 105

Conversion Hubspot Lead Nurturing Ideal Customer Profile 105

Partners in Excellence

MARCH 28, 2023

How we engage our customers, our processes, methodologies, tools, systems, programs continue to change. Technologies accelerate the rate of change, also providing us insights and capabilities we have never imagined. And, in the coming years, we will see technologies like AI and others that will provide new capabilities.

Ideal Customer Profile 94

Ideal Customer Profile Call-back Face-to-face Demographics 94

Sales Management Plus -- SMP

APRIL 11, 2024

Dependable sales growth is simply evidence that a distributor has created a unique position in the markets they serve with a repeatable process and competitive differentiation. This is why companies who use SMP are typically acquired at a premium compared to their peers. Why does SMP increase enterprise value?

Enterprise 52

Enterprise Enterprise Lead Rank Lead Scoring 52

Mereo

JANUARY 17, 2024

A new year unfortunately does not always mean we are leaving all our woes behind. Empower your salespeople to serve as not just salespeople but rather trusted advisors who have a deep understanding of the buyers and their issues—and who can help tailor your solution to what they need when money is tight.

Face-to-face 45

Face-to-face Case Study Churn Forecasting 45