Sales 2.0

MAY 30, 2023

This is number 7 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Traditional sales models vs. AI-enabled selling. This interview is with Heidi Messer Co-Founder of Collective[i].

Face-to-face 312

Face-to-face CRM Forecasting Buyer 312

Partners in Excellence

APRIL 16, 2024

It involved interviews of senior sales executives. Each was a senior sales executive responsible for $100s of millions to billions in revenue. As I look to the future of our profession, with people like Inshal moving into sales careers, I have nothing but confidence about the future of our profession. Not a chance.

Everest 102

Everest Social Media Call-back Media 102

Partners in Excellence

MARCH 12, 2024

Why I Love Sales Dave, I found your question very thought provoking. As I pondered my response, I arrived at several reasons why I love Sales. What I like most about the sales profession is that it is similar to managing your own little business. Sales IS business.

Face-to-face 112

Face-to-face Sports Territories Forecasting 112

The Pipeline

DECEMBER 11, 2018

There is a lot discussed about how sales and selling has changed over the years, be it the tech around sales, social attitudes changing what is acceptable and what no longer works due to many factors. Continuing professional education is not a foreign concept to most trades/professions, but it is in sales.

Licensing 269

Licensing B2B Real Estate Lead Rank 269

Bernadette McClelland

DECEMBER 30, 2023

Sales Leadership At A Crossroad? The reason why I was my buyers #1 choice over bigger businesses was because of my experience in their industry, my perceived value and my offer. So why am I sharing these thoughts with you now, when I have been playing in this space for years? Then This Is Your Road to Success!

Sales Leadership 195

Sales Leadership Hiring Pivotal Loyalty 195

Steven Rosen

DECEMBER 3, 2023

Do you Need a Top Sales Leadership Coach? This same principle holds true in sales leadership. Just as top athletes rely on coaches to maximize their performance, sales leaders can also greatly benefit from a skilled coach’s insights, guidance, and support. This accountability helps them stay focused and motivated.

Sales Leadership 156

Sales Leadership Coaching Face-to-face Sports 156

No More Cold Calling

MARCH 31, 2021

Get over your sales slump with referral selling insights in my 2021 blog posts: The Phrase of the Year Is Seller Access. Get over your sales slump with referral selling insights in my 2021 blog posts: The Phrase of the Year Is Seller Access. Why the sudden interest in referral sales? How about you?

Referrals 371

Referrals Cold Calling Sales Qualified Lead Call-back 371

Sales 2.0

AUGUST 10, 2023

This is number 9 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Epicbrief’s mission is to make human work in sales more meaningful and valuable. Sign up for the Sales 2.0

Scale 195

Scale Study CRM Up-Sell 195

Bernadette McClelland

DECEMBER 30, 2023

The Power of Taking Time Out: How Personal Interactions Can 10x Your Business One thing I have personally come to realise in this crazy, noisy and fast-paced world we now live in, is that it is so easy to become laser-focused and one-eyed on our business, and it is often at the expense of personal connections and downtime! What are your values?

Face-to-face 195

Face-to-face Hiring Energy Call-back 195

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. Try this instead. That’s a fact.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

The Sales Hunter

APRIL 23, 2019

Not many people dream of having a career in sales. Let’s be real here: sales was probably not your first choice. For many of you, although afraid to admit, sales wasn’t even your second, third or fourth choice. You see, sales was not my first or second choice. Sales is what I fell into.

Sports 269

Sports Advertising Advertising Sales 269

Sales 2.0

MAY 14, 2020

And I’ve done this many (many) times in my sales career and used many (many) hours of time on this. And I know many senior sales people that have spent lots of time on this too. Sales people should sell. Apparently, a lot of sales people think researching this kind of contact data is the price of doing business too.

Data 396

Data Enterprise Enterprise Insurance 396

Bernadette McClelland

JULY 4, 2023

Why the 'DOING and DREAMING' Combo is Crucial for Business! People ask me ‘Bernadette, what are the differences you see between Australia and America?’ …and in nearly 18 months of living here… Yes! There are a few. – my kids aren’t here with me. – the coffee is nowhere near as good as Australia. - America is!

Collateral 195

Collateral Intent Enterprise Enterprise 195

No More Cold Calling

DECEMBER 6, 2019

Cold calling is a duplicitous, disingenuous sales tactic. If you make 100 calls, you’ll talk to about 20 people, schedule 10 sales appointments, and if you’re lucky, close one new deal. No wonder our profession has such a bad reputation. Why would you bother with a sales system that gets such dismal results?

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Sales 2.0

FEBRUARY 15, 2023

This is the second in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Paul is the Director of Field Enablement at Groove , a leading sales engagement platform.

Conversion 195

Conversion Amdocs Territories Forecasting 195

Sales 2.0

MAY 1, 2023

This is the fifth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Scott is the Founder of Sales Success Media and hosts the Sales Success Stories and Daily Sales Tips podcasts.

Scale 221

Scale Top of Funnel Territories Sales 221

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.” What was fascinating was the sharp contrast with the dozens of responses from outstanding sales practitioners I’ve been sharing. ” to lots of sales people. The answers weren’t too different).

Incentives 77

Incentives Incentive Compensation Salary 77

Sales and Marketing Management

OCTOBER 12, 2018

Salz At a young age, I was told that I should pursue a career in sales. Why did people tell us that we should pursue a sales career? People not in the sales profession think that “talking” is the key to sales success. People not in the sales profession think that “talking” is the key to sales success.

Buyer 266

Buyer Construction Exercises Positioning 266

SalesFuel

MARCH 14, 2024

What is Personal Branding and Why is it Important? What is Personal Branding and Why is it Important? It ensures that your audience knows who you are, what you value, and why they should do business with you. Gules/red is the ‘Martyr’s colour’ signifying military fortitude and magnanimity. What Symbols Will You Choose?

Company 111

Company Real Estate Hiring How To 111

SalesFuel

MARCH 21, 2024

The legal profession understands it’s all about trust, authenticity and consistent personal interaction. Improving customer satisfaction is about understanding the underlying reasons why loyal clients and satisfied customers feel the way they do. How would you know? In a nutshell, that’s the product of the right client experience.

Lead Rank 115

Lead Rank Lead Scoring Loyalty Health Care 115

Bernadette McClelland

NOVEMBER 13, 2022

So, my GO BIG is to bring something fresh, different and new to the sales conversation – and not just rehash solution selling, or provide new hacks for getting appointments, or for it to be ‘same girl, different dress’ (hang on, let me rephrase that in case it is perceived as UnPC – same horse, different jockey!).

Ideal Customer Profile 195

Ideal Customer Profile Decision Maker Enterprise Enterprise 195

Sales 2.0

MARCH 15, 2023

This is the fourth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. AI as a sales assistant The most exciting application of AI will be as a sales assistant.

Outsourcing Services 195

Outsourcing Services Tools Buyer Industry 195

Partners in Excellence

JULY 12, 2022

Profession after profession, we observe two things about the highest level performers. Again, profession after profession, we see the top performers do the prep work themselves. It seems in virtually every professional endeavor that the prep work is as important, sometimes, more important than the actual work itself.

Outsourcing Services 124

Outsourcing Services Face-to-face Segment Ideal Customer Profile 124

Pipeliner

JANUARY 5, 2023

When sales is successful and beneficial, age-old principles and characteristics are involved. If we go back in time, rediscover these, and bring them forward to be fully applied today, we see that they benefit not only sales and commerce but all of society. Why should salespreneurs operate this way? Looking Back.

Networking 94

Networking Call-back Top of Funnel CRM 94

Understanding the Sales Force

JUNE 5, 2019

Hang in there - this will be an article on sales - but you need to get through the big set up. Why can't low hourly wage workers seek and earn better paying jobs? Why not sales? Bernie Sanders spoke at a Walmart shareholders meeting and criticized the company for not paying higher wages. Is it lack of skills?

Distribution 200

Distribution Hiring Engineering Enterprise 200

Pointclear

OCTOBER 24, 2017

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). Then we started to think about other things that are timeless (skipping past the oldest profession) and I said, “chairs are dead.” These false pronouncements are having a severe negative impact on sales performance.”.

B2B 392

B2B Cold Calling PointClear Outbound 392

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” This theme underscores the importance of human connection in sales, beyond mere transactions. Competitiveness and Achievement : The drive to compete and win is a powerful motivator for many in sales.

Analysis 112

Analysis Motivation Education Influencer 112

Mr. Inside Sales

MARCH 1, 2021

So, I made a commitment to give my profession all I could. ON DEMAND SALES TRAINING THAT GETS RESULTS! “It’s not the will to win. that matters – everyone. It’s the will. to prepare to win. that matters.”. –Paul “Bear” Bryant. football coach. Years ago, I thought I was, but I was wrong. The question is, are you?

Face-to-face 300

Face-to-face Call-back Gatekeeper Decision Maker 300

No More Cold Calling

AUGUST 1, 2019

It’s also why you need a referral program. So, why are we suddenly hearing so much about the importance of trust? So, why are we suddenly hearing so much about the importance of trust? It’s also the ultimate sales advantage. Why Trust Is Hard to Earn. We all know why. Why would I ever accept? (I

Referrals 289

Referrals System Cold Calling Social Media 289

Partners in Excellence

MARCH 7, 2024

One of his statements particularly strikes me: “Lots of folks have a negative view of the sales profession, and I even see it in my kids. What I think they don’t understand is that, done right, sales puts you at the center of everything that happens in business.” That is really what sales is all about.

Social Media 68

Social Media Analytics Consumer Research 68

DiscoverOrg Sales

DECEMBER 11, 2017

So why is the sales profession still so far behind the curve when it comes to gender? In sales, women make up : 25% of salespeople in tech companies. 12% of sales leadership. Women usually remain in their sales role longer, decreasing turnover. My advice to companies trying to attract more women in sales?

Hiring 235

Hiring Face-to-face Promotion Retail 235

The Pipeline

JANUARY 10, 2019

As a Sales professional, I have had the opportunity to work with a great group of sellers who have challenged and been challenged by their chosen profession, their customers and employers. This why Toronto deserves more than is available to sellers looking to expand the vision and skills. By Tibor Shanto. Toronto, ON.

Networking 189

Networking Retention Groups Meeting 189

Partners in Excellence

MARCH 11, 2024

Hacks for structuring and measuring an entire sales organization. My reaction to the majority responses these hacks produce is, “Nothing new, OK not great…” It’s stuff, if we work to master our profession, we should have known without needing ChatGPT. There, I said it, I got it off my chest. Try it yourself.

Ideal Customer Profile 107

Ideal Customer Profile Face-to-face Engineering Industry 107

No More Cold Calling

DECEMBER 28, 2017

You don’t have to be the life of the party to succeed in sales. That’s exactly the kind of people account based sales reps are—life-of-the-party types, not fearful of confrontation, can talk to anyone about any subject, blazing extroverts. I’m still not, even after a decades-long career in this profession. Here’s why: .

Referrals 330

Referrals Negotiation Conference Sales Qualified Lead 330

No More Cold Calling

MARCH 8, 2019

In honor of International Women’s Day, how can your sales team attract more female rainmakers? We’ve come a long way since then, but some industries and professions still have miles and miles to go. We’ve come a long way since then, but some industries and professions still have miles and miles to go. It was 1936.

Hiring 247

Hiring Referrals Networking Conference 247

SalesFuel

APRIL 1, 2024

When was the last time you brushed up on your sales basics? SalesFuel’s Voice of the Sales Rep study revealed that many reps continue to struggle with basic skills. Master These 3 Sales Basics Sellers ranked challenging misconceptions/budget concerns as their top weakness. But, networking is vital to sales success.

Hiring 52

Hiring Lead Rank Lead Scoring Face-to-face 52

Pipeliner

APRIL 25, 2022

In this Expert Insight Interview, Ravi Hutheesing discusses pivoting your passion into your profession. Why everyone should try to pursue their passion as a career. Opportunities present themselves disguised as hard work, which is why most people miss them. This Expert Insight Interview discusses: Ravi’s book “Pivot”.

Pivotal 98

Pivotal Video Social Selling CRM 98