Bernadette McClelland

APRIL 16, 2014

Or we feel some emotion attached to the honesty or the vulnerability or the openness. We know how to build our business, run our sales conversations, ask for what we want. Emotions such as embarrassment or shame or not being accepted, which ultimately stems from a sense of not being loved in some deep, unconscious part of our being.

Engineering 318

Engineering Lead Rank Lead Scoring Influencer 318

Highspot

APRIL 28, 2022

In our digital, work-from-anywhere world, sales teams have traded in the company office for the home office. Reps no longer have water cooler conversations or overhear their peers debriefing about calls. The water cooler may never come back, but technology can still bring the human element back to selling.

Scale 52

Scale Call-back Buyer Course 52

Zoominfo

OCTOBER 5, 2021

The disconnect between marketing and sales is an age-old story. Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. This has major consequences for both the marketing team and their sales counterparts. “If Let’s dive in. Let’s dive in.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Bernadette McClelland

APRIL 16, 2014

Or we feel some emotion attached to the honesty or the vulnerability or the openness. We know how to build our business, run our sales conversations, ask for what we want. Emotions such as embarrassment or shame or not being accepted, which ultimately stems from a sense of not being loved in some deep, unconscious part of our being.

Engineering 318

Engineering Lead Rank Lead Scoring Influencer 318

DiscoverOrg Sales

AUGUST 29, 2018

My name is Jake Shaffren, Director of Sales here at DiscoverOrg, and today we’ll talk about the do’s and don’ts of voicemails. In this day and age, we have a lot of ways to connect: cold calling, cold emailing, social touches, etc. You can’t leave one voicemail, never call again – and expect a call back.

Cold Calling 159

Cold Calling Video Call-back Face-to-face 159

Miller Heiman Group

JULY 9, 2020

In our last blog, we talked about how sellers can address emotional decision makers and those who are stuck in a fight, flight or freeze mode without resorting to what we call the three deadly sins. This four-step framework is designed to open the emotional decision-maker to productive conversations that will strengthen your relationship.

Decision Maker 82

Decision Maker ACT Influencer Intent 82

Increase Sales

SEPTEMBER 30, 2013

So when they meet new people, their sales introductions potentially leave a lot to be desired and may create a negative impact. Jeb Blount of Sales Gravy called these sales introductions as “show up and throw up” or what I named in my book, Be the Red Jacket , “spewing the 3Ps Virus, price, product or proposal.”

Small Business 157

Small Business Small Business Influencer Proposal 157

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. Why has automation failed to gain traction despite its obvious promise?

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

Zoominfo

SEPTEMBER 30, 2018

For the typical B2B organization, sales and marketing alignment is the ultimate goal. If you’re struggling with sales and marketing alignment, here are a few compelling reasons to get these teams on the same page: Companies with strong sales and marketing alignment achieve 20% annual growth rate. Not sure where to start?

Marketing 160

Marketing Buyer Persona Hiring Sales Qualified Lead 160

DiscoverOrg Sales

AUGUST 29, 2018

Reading Time: 5 minutes My name is Jake Shaffren, Director of Sales here at DiscoverOrg, and today we’ll talk about the do’s and don’ts of voicemails. In this day and age, we have a lot of ways to connect: cold calling, cold emailing, social touches, etc. That’s mistake number one. Voicemail Don’ts. Leave five!

Cold Calling 120

Cold Calling Video Call-back Face-to-face 120

Sell Integrity

JULY 2, 2020

Although we typically think about Behavior Styles in terms of aiding sales performance and communicating with others, they also provide valuable insights into our own motivations, preferences and strengths. Give back by introducing others who may benefit from the connection. Applying Behavior Styles to Bolster Performance.

Networking 119

Networking Cancellation Motivation Conference 119

criteria for success

JUNE 17, 2021

This webinar, Creating New Indicators of Growth , discussed breaking down silos within organizations, and bridging the gaps between departments. Our final webinar was called How Effective Knowledge Transfer Plans Can Improve Your Bottom Line , and it covered just that! We can help you build a Sales PlayBook here. Be relevant.

Webinar Metrics 59

Webinar Metrics Pivotal System Call-back 59

Sales Evangelist

MARCH 8, 2021

Being in a woman in sales Jaunai Walker has been in the sales field for almost 20 years. By 2007, an opportunity opened up and she landed a role in medical sales. For most women, the stigma about what salespeople are remains in the back of their heads. Bridging the gap Women have these different personalities.

Lead Nurturing 40

Lead Nurturing Face-to-face CRM Survey 40

Sales Evangelist

MARCH 8, 2021

Being in a woman in sales Jaunai Walker has been in the sales field for almost 20 years. By 2007, an opportunity opened up and she landed a role in medical sales. For most women, the stigma about what salespeople are remains in the back of their heads. Bridging the gap Women have these different personalities.

Lead Nurturing 40

Lead Nurturing Face-to-face CRM Survey 40

Sales Hacker

APRIL 12, 2021

Selling in the face of sales objections can be tough. We analyzed 224K+ sales calls spread over 2 million minutes to uncover the truth about the impact of the most common sales objections on deal outcomes. Are sales objections just a mind game? I know just how tough sales can be. “No No budget.” “Bad

Objections 129

Objections Decision Maker Face-to-face Coaching 129

Steven Rosen

JULY 27, 2015

Are your sales reps constantly complain that they are “stuck”? How do you help them get through and get back on top of their game? Focused mode is great for accomplishing a task that’s already outlined, making those phone calls, sending those emails. Or it could be a bad quarter that is making them feel stuck in a huge rut.

Closing 120

Closing Hiring Lead Rank Call-back 120

Chorus.ai

JANUARY 7, 2020

So much of modern selling involves knowing how to pitch to a prospect from afar — cold calling, discovery, follow-up through email. A successful sales presentation still requires careful handling. We’ve broken down the essentials to creating an epic sales presentation into straightforward, actionable steps.

Decision Maker 88

Decision Maker Call-back Ideal Customer Profile Churn 88

Chorus.ai

NOVEMBER 24, 2020

Cold calling is probably the hardest thing to do in sales, and conditions in the market post-COVID-19 haven’t made it any easier. Cold calling isn’t naturally designed to make you successful, so sales development reps and sales reps need as much help as they can get to overcome obstacles and objections.

Cold Calling 62

Cold Calling Meeting Gatekeeper Decision Maker 62

Sales Evangelist

MARCH 8, 2021

Being in a woman in sales Jaunai Walker has been in the sales field for almost 20 years. By 2007, an opportunity opened up and she landed a role in medical sales. For most women, the stigma about what salespeople are remains in the back of their heads. Bridging the gap Women have these different personalities.

Lead Nurturing 40

Lead Nurturing CRM Face-to-face Survey 40

Showpad

OCTOBER 27, 2021

Gone are the days of the simple gatekeeper-sales rep relationship. Today’s buyers leap forward and loop back in the process. . Once upon a time, buyers wanted calls, emails, and perhaps a little facetime in the enterprise space. What can video offer that an email or phone call can’t? Video accelerates sales cycles.

Video 52

Video Face-to-face Channels Call-back 52

Marc Wayshak

MAY 17, 2023

And when they do encounter sales objections, they scramble to overcome them. Overcoming objections is such a critical part of sales that I decided to sit down with our Head Sales Coach at Sales Insights Lab, Tiffany Torres, for a wide-ranging talk about it. There are so many sales objections we hear about all the time.

Objections 80

Objections Call-back Face-to-face Follow-up 80

criteria for success

JANUARY 6, 2021

Here at CFS, we call this coworker disconnect. Within Sales and Beyond. Promote open communication and positivity. Sometimes, getting back on the same page is as easy as chatting over coffee and catching up on the week. And if it helps you get back on the same page, it’s a win-win! How to Run a Sales Team Meeting.

Scale 59

Scale Proposal Face-to-face Call-back 59

No More Cold Calling

FEBRUARY 10, 2015

Generational diversity can be a competitive advantage in sales. There are “kids these days” quotes dating back thousands of years. Then we could open up a real dialogue and learn from each other. Bridge the Generation Gap Boomer that I am, I probably won’t stop talking about the “good old days.”

Face-to-face 120

Face-to-face Small Business Small Business Cold Calling 120

Hubspot Sales

FEBRUARY 21, 2020

A successful career in sales is not for the faint of heart. According to a Bridge Group study , the annual turnover rate for sales professionals is 34.7%. Sales Burnout. With the role of a sales rep often being a high-stress, high-pressure position, burnout is a common occurrence for those who work in the field.

Hiring 132

Hiring Lead Rank How To Hubspot 132

Chorus.ai

SEPTEMBER 22, 2020

All focus was on maximizing growth, and frontline sales managers were most worried about what to do if their reps were regularly exceeding quota. It’s altered so much of the context surrounding sales, from the kinds of companies able to buy to the language that wins deals. The recent pandemic has changed sales best practices, too.

ROI 118

ROI Buyer Persona Churn Follow-up 118

Sales Hacker

JULY 18, 2022

This piece looks at how to harness the power of sales automation for customer retention with 5 ready-made, templated processes , and 5 best practices to consider on your automation journey. Welcoming and onboarding email sequences are a free hit — they get opened. EXAMPLE: A customer moves into the ‘Won’ stage of our sales pipeline.

Churn 75

Churn Segment Retention Sales Automation 75

KO Advantage Group

DECEMBER 13, 2021

Standard sales methodology would tell you to call, email, and “pop-in” into the client's office. We could easily include email as a part of this, but this isn’t the way you were trained how to write emails, assuming you were ever trained on a proper sales email. How do you meet new clients when you can’t be in person?

Prospecting 62

Prospecting Ideal Customer Profile Social Media Video 62

Apptivo

OCTOBER 11, 2023

What is sales productivity? Why is sales productivity important? Key Considerations in Choosing the Ideal Sales Tools Software 4. Top 10 Tools to Boost Sales Productivity The Sales sector in businesses is ever-shifting with the newest trends and tactics that raise new challenges annually.

Tools 52

Tools Webinar Metrics Pivotal Software 52

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. Sales Prospecting Techniques. Why is this so?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Chorus.ai

DECEMBER 10, 2020

On this week’s Weekly Briefing, Jim Benton was joined by Marshall Robinson , VP of Sales at Housecall Pro to discuss how revenue teams are keeping up momentum at end-of-year, and the data behind deal velocity heading into 2021. We used to get together in these giant sales rallies, which are hard to do in a [Zoom] grid. CLICK TO VIEW.

Data 62

Data Top of Funnel Call-back Distribution 62

Miller Heiman Group

MAY 13, 2019

Sellers now must inspire their buyers by providing knowledge and value at every stage of the sales cycle. Attendees at Elevate 2019 North America uncovered insights, data and trends that impact sales performance and left inspired with strategies they can take back and implement within their teams. perspective is the differ.

Top of Funnel 82

Top of Funnel Hiring Trends Groups 82

Increase Sales

FEBRUARY 5, 2016

Back in 2004, the SBA identified the launch of 580,900 new employer businesses and the closing of 576,200. This report suggests that every minute one business is closing while one is opening. Successful businesses harness what I call the dynamic forces of performance – strategic planning, execution and measurement.

Small Business 70

Small Business Small Business Ideal Customer Profile How To 70

Bernadette McClelland

JANUARY 15, 2017

How a community still maintains ‘the old ways of doing things’, yet adapts enough to be part of the greater community, especially from an economical perspective, was such an eye opener. Very much like the sales profession. Although I’m not sure selling, per se, has changed! Roles weren’t as sophisticated as they are today.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Score More Sales

JANUARY 19, 2015

If you want to learn about the latest ideas in sales you need to be a student of learning. I wrote a quick post last week from the Rainmaker 2015 Sales Development Summit – but didn’t give it the detail it deserved, so here is part 2. And we wanted to show them someone is out there who has their backs.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

Chorus.ai

APRIL 10, 2019

Many of today’s sales leaders admit that they are not happy with their current training programs. According to a survey we launched to sales leaders at 133 companies who primarily sell into Enterprise and Mid-Market companies, 34.8% We asked: What’s holding your team back from closing more deals? Sound familiar? Why Film Review?

Film 48

Film Sales Process Sports Hiring 48

CloserIQ

AUGUST 26, 2019

In sales, it’s important to know the market and to know the best-practice techniques, but it’s not everything. You can follow their lead a bit by seeing how they approach you, and how open they might seem when it comes to how formal you must be. Discover the best sales career opportunities. Watch your body language.

Trends 95

Trends Follow-up Call-back Relationals 95

Hubspot Sales

JUNE 22, 2018

In fact, getting a response from prospects was identified as the hardest part of the sales process in the 2018 State of Inbound Sales Report. These 45 tips from three remarkably insightful sales experts should make it much easier for you. Jill, Trish, and Lori had amazing sales careers before starting their own businesses.

Buyer 106

Buyer Prospecting Top of Funnel Ideal Customer Profile 106