Bernadette McClelland

NOVEMBER 13, 2022

I guess name swapping may not be a part of their repertoire, although they did ask for ‘Alice’ They also asked me if I had heard of the Book of Mormon. I couldn’t help myself and asked them if they had seen the Book of Morman. They looked at each other and shook their heads. They did not. The reason I changed my mind?

Face-to-face 83

Face-to-face Cold Calling Energy Relationals 83

Sales 2.0

MARCH 31, 2025

One framework for progressing sales opportunities that I have had a lot of success with is described in Robert Miller and Stephen Heimans book Strategic Selling (now called New Strategic Selling.) In this framework there are three types of people always present in a larger sale.

Follow-up 195

Follow-up Gatekeeper Call-back Up-Sell 195

No More Cold Calling

JUNE 10, 2021

By 2002-2003, people were continually asking if I had a book. I considered writing a book, but every author I knew said it was a grueling experience. But I began interviewing people whose business was helping authors with their books. He accepted my book, and I got an advance. Why would I want that? None felt right.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Understanding the Sales Force

DECEMBER 11, 2024

It uses the metaphor of the baseball diamond to visualize the sales process and any corporate sales process can be overlaid, integrated or married to it, making it the most flexible sales process ever to be introduced.

Course 156

Course Sales Process Training Company 156

Understanding the Sales Force

NOVEMBER 15, 2024

” They were doing their version of the book, “Rich Dad, Poor Dad” and were playing “Good Parents, Bad Parents.” His parents approached me and as nicely as they possibly could, explained, “Kyle is not allowed to play video games and that was a very inappropriate offer you made.”

Prospecting 173

Prospecting Incentive Incentives Cold Calling 173

Understanding the Sales Force

MARCH 31, 2025

Or, if those conditions do not apply, prospecting continues into perpetuity. Like I said, it’s hard and if everyone could do it, they would. And that’s the problem.

Pipeline 188

Pipeline How To Cold Calling Inbound 188

Anthony Cole Training

AUGUST 23, 2024

Giving credit where credit is due, The Psychology of Selling is a well-regarded book by legendary sales professional Brian Tracy that should certainly be on every salesperson’s list of must-reads. All salespeople and their managers want to understand the psychology of selling and in fact, is it a highly searched phrase on google.

Google 324

Google Sales Training 324

Pipeliner

JANUARY 21, 2025

The conversation delved into the evolving landscape of book publishing, highlighting the advantages of self-publishing and the unique model offered by Scribe Media compared to traditional publishing. This model contrasts sharply with traditional publishing, where authors often relinquish significant rights and control over their books.

Lead Rank 92

Lead Rank Video Lead Scoring Marketing 92

Anthony Cole Training

DECEMBER 21, 2023

I am enjoying reading the book Selling to the C-Suite by Nicholas A.C. The book is an excellent summary of how selling to C-Suite executives is so dramatically different from selling in the lower levels of a company. Read and Stephen J.

Sales 306

Sales Company Banking Sales Coaching 306

Understanding the Sales Force

APRIL 14, 2025

Industry experience is irrelevant unless there is a guarantee that the new salespersons book of business is coming along too. Most Sales Leader seek out sales candidates with experience in their industry and a dressed-up resume to highlight that experience. That Dont Impress Me Much!

Hiring 173

Hiring Quota Guarantee Industry 173

The Pipeline

FEBRUARY 8, 2022

While it is true that you can’t judge a book by its cover, the title can be a great clue. The book is a great blend of practical steps, shaped by three decades of experience. The book offers an easy to follow road map to habits and traits Glenn has honed during his career. Let me know what you thought.

Pipeline 339

Pipeline Call-back Quota Follow-up 339

No More Cold Calling

MARCH 25, 2021

She took it upon herself to create this resource for women in sales, and she continued to let us know about the huge number of people who downloaded the book and whose sales lives we impacted. I don’t recall if we were the only women in the room, but I do know we were the only attendees with a book on sales.

Hiring 379

Hiring eBook Cold Calling Scale 379

Anne Miller

NOVEMBER 8, 2024

Buy the Book The Tall Lady With the Iceberg: the power of metaphors to sell, persuade, & explain anything to anyone. – with Metaphors For more information on Bogdan Liutic [link] [link] Get Your Metaphor Juices Flowing!

Webinar Metrics 133

Webinar Metrics Top of Funnel Funnel Benefit 133

Zoominfo

DECEMBER 6, 2024

The Handoff feature simplifies team scheduling, while Instant Booker enables sales reps to book meetings with one click and log activities in their CRM. Key Features Qualifies, routes, and books meetings from web forms. Customizable booking management. Automates lead distribution. Simplifies meeting scheduling.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

SBI Growth

JULY 15, 2024

Dr. Robert Cialdini , a renowned psychologist, emphasizes the principle of liking in his influential book, " Influence: The Psychology of Persuasion. " The classic sales maxim, "People buy from people they like," is supported by extensive behavioral science research.

Buyer 296

Buyer Maximizer Influencer Research 296

The Pipeline

SEPTEMBER 7, 2021

Don’t say “I am hoping we may book a time to meet.” I am call specifically to set a time, book an appointment, schedule a meeting, but none of the softy stuff. So, when you ask for the appointment, ask with pride and confidence. Or “I was wondering if we can meet?” No, you were not wondering or hoping, you want it, so say it. “I

Cold Calling 355

Cold Calling Call-back Prospecting Meeting 355

Steven Rosen

SEPTEMBER 26, 2021

You can read a leadership book or take a leadership course. The word inspiration comes from the Latin word, and I never know if I get it right, spirare, I might have gotten it wrong, which means to breathe to live. I have found that there are many ways to keep oneself motivated. Make sure you take care of yourself.

Motivation 392

Motivation Sales Management Exercises Energy 392

Partners in Excellence

OCTOBER 22, 2024

I look at the books piled on my desk, over a dozen–half finished. Two books I’m writing, almost finished. We read all the latest books and articles on innovation (or start them). Any number of little projects around the house, all in the same state, for weeks, not quite done.

Churn 118

Churn Up-Sell Tools Account 118

SBI Growth

APRIL 6, 2022

Sales bookings are the starting point for predictable and sustained revenue performance, thus, having a consistent forecasting and pipeline process allows executives to adequately drive business objectives aligned to revenue growth targets. Q1 is over and a strong indication of how the remainder of 2022 will unfold.

Forecasting 317

Forecasting Pipeline Objections Revenue 317

Understanding the Sales Force

MARCH 20, 2024

My wife thought I would enjoy a book she found at the airport bookstore and I agreed that it looked compelling. Cold-Case Christianity is a book by J. It will be worth it! Warner Wallace where he used his skills as a cold-case homicide detective to examine the claims in the Gospels in the New Testament.

Sales Process 341

Sales Process Sales Methodology Decision Maker Pipeline 341

Sales 2.0

MAY 1, 2020

Take a look at Stu Heinecke’s books on this. Conference commandoing : Keith Ferrazzi has a great chapter in his book “ Never Eat Alone ” about how to make conferences uber-effective. Creative mailings, cartoons, swords: There’s plenty of evidence out there to say “multidimensional” mailings can work.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

Zoominfo

FEBRUARY 12, 2025

Its about knowing exactly who you want to talk to and pre-booking those meetings. Your time at the event should be spent executing on the meetings youve already booked and having productive conversations not figuring out which booth to visit next. Reach Out Early and Book Meetings Dont wait until the event to make contact.

B2B 130

B2B Marketing Strategy Lead Scoring 130

Pipeliner

APRIL 6, 2025

Reid wrote a book called The Revenue Catalyst: Mastering the Art of Sales. How to Teach Sales the Right Way Reids book shows how to teach sales step by step. Why Product Positioning Matters One big idea in Reids book is product positioning. In a talk with John Golden, sales expert Geoffrey M. Is it strong like Apples products?

Video 104

Video Lead Scoring Lead Rank Hiring 104

Understanding the Sales Force

MARCH 16, 2025

You wouldn’t want a surgeon doing your surgery if their only experience came from what they learned from a book, PowerPoint or video. When you identify the proper sales training partner and content, know that the training is only as good as the trainer. The same is true for sales trainers.

Training 227

Training Revenue Face-to-face Decision Maker 227

Score More Sales

DECEMBER 27, 2022

I met him when he was writing his first book, “How to Get a Meeting with Anyone” as I was asked to and was able to share one of my own strategies for getting my foot in a prospect’s door. I am fortunate to know best-selling author and “Father of Contact Marketing” Stu Heinecke.

How To 297

How To Meeting Strategy Marketing 297

Understanding the Sales Force

JANUARY 4, 2023

After reading Malcom Gladwell's book, Talking to Strangers , I can finally explain why the success rate is so low. CEOs, Sales Leaders, Sales Managers and HR Directors are under water when it comes to sales selection. They get it right about 50% of the time and that includes salespeople who stay but underperform.

Hiring 296

Hiring Sales Sales Management Tools 296

Zoominfo

OCTOBER 25, 2024

When your solution can literally change the trajectory of an entire business, seeing is most definitely believing — if you can seize that chance and actually book a demo. We have a lot of numbers that show anything outside of five working days is almost not worth booking, because the completion rate just drops so dramatically,” Vital says.

Software 130

Software Software Scale Cancellation 130

Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey.

Data 220

Data Hiring Compensation Quota 220

Understanding the Sales Force

JANUARY 24, 2022

Like I said, this is not a COVID article because if it was, I could write a book about the data, science, policies and hypocrisies. However, there is a sales equivalent to the stupid restaurant masking requirement and that is what we will discuss in today's article.

Airlines 328

Airlines Prospecting Policies Groups 328

Pipeliner

JANUARY 3, 2025

In the latest episode of the expert interview series, John Golden engages in a thought-provoking conversation with Mitchell Levy , a global credibility expert, two-time TEDx speaker, and author of over 60 books. With such a rich background, Mitchell brings a wealth of knowledge to the conversation about clarity in communication.

Video 105

Video Lead Scoring Lead Rank Exercises 105

Hubspot Sales

JULY 10, 2024

Let’s call this business Sam’s Book Shop. Sam’s Book Shop is a local brick-and-mortar store based in Austin that also sells goods online. A customer comes into the physical store and decides to purchase a few books. Here’s a step-by-step explanation of how payment processing works for this retail and ecommerce business.

Company 105

Company Banking Hubspot Retail 105

Bernadette McClelland

MARCH 17, 2023

My music collection like so many others contains amazing artists such as U2, Enya and The Corrs and I still have some of Maeve Binchy’s books for those real tune out moments over the years and visiting the Peace Wall demonstrates real creativity that has expressed how some have really felt. Guess who subscribes to my newsletter?

Loyalty 397

Loyalty Face-to-face Travel Up-Sell 397

Mr. Inside Sales

JUNE 30, 2024

Here is a proven resource—both hardcover book or audible recording—of over 500 proven and effective scripts to help you improve and make more money: Power Phone Scripts! I sincerely hope you respect yourself, your career, and your future as much as other top producers who rely on this book—and others!—to So invest in yourself now!

Gatekeeper 255

Gatekeeper Face-to-face Sales Qualified Lead Licensing 255

Pipeliner

FEBRUARY 6, 2025

Operational Efficiency: CRM streamlines communication between sales, marketing, and customer service teams, ensuring a seamless experience for passengers from booking to disembarkation. This led to a 20% increase in bookings and a 10% increase in revenue. Carnival Corporation has embraced CRM to enhance its customer experience.

CRM 103

CRM Loyalty Segment Retention 103

Sales Gravy

JANUARY 28, 2025

Hes already done a great job by running a book club around my book, Fanatical Prospecting, but he needed practical tips for ensuring his team actually implements daily call blocks. Heres the advice I shared: Make Prospecting a Daily Conversation As a leader, you need to talk about prospecting every single day.

Motivation 92

Motivation Prospecting How To Face-to-face 92