Bernadette McClelland

MARCH 16, 2017

Bring in concrete examples such as case studies, customer testimonials and proof statements because they provide an even more relevant and relatable level of understanding around your ideas and teachings. Bernadette McClelland is a Keynote and Sales Kick-Off Speaker, Executive Sales Leadership Coach, and published author.

Hiring 236

Hiring Case Study Sales Leadership Face-to-face 236

Allego

MAY 17, 2023

As the pressure for sales teams to succeed increases, so too does the need for sales leaders to develop their sellers’ skills and potential. First, many sales leaders rely on an outdated sales leadership approach. Having a robust sales content management system is important to achieving this.

Positioning 113

Positioning Hiring Strategy Scale 113

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. This week I want you to turn your thinking towards growing overall company revenues for next year and making sure you have the proper number of salespeople contributing on your sales team.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

Force Management

DECEMBER 14, 2023

Develop a way for channel partners to easily tap into case studies, testimonial quotes, and proof points for use in their own sales conversations. If your solution saved another customer X% of revenue, then that’s valuable information for a channel partner to have.

Channels 139

Channels Revenue How To Case Study 139

Understanding the Sales Force

APRIL 4, 2024

What Your Salespeople Know and Think Key to Successfully Hiring Salespeople: Getting it Right Versus Getting it Over With How To Determine If Your Sales Process Is Effective Should You Restage Your Sales Pipeline?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

Zoominfo

MARCH 9, 2021

Sales leadership in your organization is then able to determine your Total Addressable Market (TAM). pricing page, case studies). Demand generation activities should span the entire length of your sales and marketing funnel and not just focus on adding new prospects at the top of the funnel.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

SBI Growth

OCTOBER 11, 2013

An Iconic Sales Leader. Jim has been in sales for 25 years. 16 of these years in sales leadership. He trained his sales leadership team at each company to expect change. They implemented a new competency model and case study method. What initiatives should you ignore? He makes the number.

Outsourcing Services 314

Outsourcing Services Hiring Scale Trade Show 314

Bernadette McClelland

MARCH 4, 2018

Shitty Product – The first sale is always to yourself ( I think I wrote a book on that ), so leave the company or go and find a product you believe in where you can stop wallowing in this story. Bernadette McClelland is a Keynote and Sales Kick-Off Speaker, Executive Sales Leadership Coach, and published author.

Meeting 191

Meeting Hiring Quota Coaching 191

SBI Growth

JULY 21, 2013

They ‘smooth’ the friction between a prospect and your company’s stone-age sales process. The sales field evolution to user-centricity has been occurring at the grassroots level. The major gap is at the sales leadership level from the top-down. WANTED: CMO’s to Guide Sales to Make the Number in 2014.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

SBI

FEBRUARY 25, 2020

These are the sentiments that describe their view of CAPs: The advocate program is like a reference “help desk,” lining up references for salespeople in the 11th hour of the sales cycle: reactive, tactical; a necessary evil to close deals. industry, size, use case, geo) and customer content (e.g.,

Account Based Marketing 122

Account Based Marketing Customer Demand Generation Agencies Case Study 122

Zoominfo

JULY 2, 2020

This new email list will send out thank-you emails, and then encourage them to download a case study. Here are the individuals necessary for a successful implementation: Email marketing specialists CRM managers Sales leadership Content teams. Biggest Obstacles to Marketing Automation Success.

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

Lead411

JULY 25, 2023

As sales technologies continue to evolve and advance, developing technical quotient (TQ) is an essential element of sales success. This groundbreaking book by Steve Kaplan takes you on a journey through the revolutionary impact AI has on marketing, sales, and customer service!

B2B 98

B2B Top of Funnel Lead Rank Funnel 98

Miller Heiman Group

OCTOBER 23, 2019

In their conversation, Dekiba and Moore geek out together over their shared love of sales ops, Dekiba offers her best advice on how executive sales leadership can own sales data strategy. She explains that when most people think about data strategy, they think about data management and data cleansing.

Data 52

Data Strategy Case Study Sales Operations 52

Zoominfo

OCTOBER 5, 2021

Sales & Marketing Alignment Case Study: At ZoomInfo, our marketing-qualified leads (MQLs) are organized into two categories: Hot MQLs: These are “hand-raisers” — people who have requested more information and are expecting to hear from you. It should be created during initial meetings between marketing and sales leadership.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Hubspot Sales

NOVEMBER 28, 2023

Leading with benefits and use cases or case studies. He encourages sales professionals to sell based on the outcomes vs. the features. Successful sales leaders care about their people. Sales leadership is hard. What’s that secret ingredient most successful sales leaders share?

Sales Qualified Lead 104

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 104

Highspot

APRIL 10, 2020

Modern Sales Enablement Improves Productivity. Within the report, Forrester conducted a case study with Highspot customer Apptio and found that not only did a modern enablement toolset save their sellers time, the platform also improved their sellers’ productivity.

Sales Enablement 98

Sales Enablement Case Study Report ROI 98

SBI

MARCH 1, 2020

Q: What are some good resources if someone wanted to learn what questions to ask, what others are doing, or factors related to sales transformation? RICH : Some of the best information in the sales training space are blogs, webinars, and case studies from sales training companies and technology providers.

Case Study 119

Case Study Analytics Retention Training 119

Zoominfo

OCTOBER 5, 2021

Sales leadership in your organization is then able to determine your Total Addressable Market (TAM). pricing page, case studies). Demand generation activities should span the entire length of your sales and marketing funnel and not just focus on adding new prospects at the top of the funnel.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

SBI

JUNE 25, 2020

Another priority should be making sure sellers have access to a bank of quality content, such as case studies, that allows them to engage with buyers in a meaningful way at each stage of the buying journey. Ed brings 20+ years of sales leadership experience from ADP, Thomson Financial, S&P and EMC to Seismic.

Scale 120

Scale Buyer Case Study Banking 120

Lead411

DECEMBER 2, 2023

As sales technologies continue to evolve and advance, developing technical quotient (TQ) is an essential element of sales success. This groundbreaking book by Steve Kaplan takes you on a journey through the revolutionary impact AI has on marketing, sales, and customer service!

B2B 52

B2B Top of Funnel Lead Rank Campaigns 52

Bernadette McClelland

NOVEMBER 23, 2016

Imagine you are being interviewed for a sales role by your client: For what purpose would you be speaking? What case studies and stories could you tell? Sales Leaders Global Pty Ltd identifies and executes ‘Business Growth Through The Art, Science and Psychology of Modern Day Selling. What questions might you ask?

Case Study 150

Case Study Comparison LinkedIn Policies 150

A Sales Guy

SEPTEMBER 16, 2013

.” Descriptions should contain these two elements; what you observe the sales person doing and the outcomes you observe from their actions. Ex: “I saw that you used the banking case study, even though they aren’t a bank. Leadership Personal Development Sales Leadership Sales Coaching'

Sales Coaching 117

Sales Coaching Coaching Case Study Banking 117

Zoominfo

APRIL 16, 2018

The Sales Guy U website boasts the following: “A Sales Guy U is all about providing you with the content to make you a better salesperson or sales leader. A Sales Guy U is chock full-o sales goodness. A Sales Guy U is the place on the web for the best sales and sales leadership resources—Keg stands optional.”.

Journal 171

Journal Case Study Influencer Sports 171

Women Sales Pros

JANUARY 25, 2019

SHARE BUYER STORIES Helping the newer reps and acknowledging the reps who worked on a past deal, holding a “case study” session reminds everyone of what is in it for the buyer. THINK REINFORCEMENT How will you keep the important points of your Sales Kick Off events on reps’ minds AFTER the SKO week?

Lead Rank 86

Lead Rank Lead Scoring Case Study Sales Qualified Lead 86

Hubspot Sales

MAY 30, 2019

A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship. It's only successful when sales leadership and the sales force execute with dedication and competence. Let's dig into each. These stand equal with process.

Sales Process 108

Sales Process Top of Funnel Lead Rank Sales Qualified Lead 108

SalesLoft

NOVEMBER 17, 2020

Dust off your sales playbook, review your sales process, and get feedback from sales leadership. Sit down with your marketing content strategist and review existing materials (eBooks, case studies, blog posts, testimonials, etc). Gather all existing email templates and examine them with a critical eye.

Top of Funnel 105

Top of Funnel Lead Rank Lead Scoring Buyer Persona 105

Highspot

DECEMBER 19, 2023

Case Studies Case studies demonstrate real-world applications and successes, providing sales teams with concrete examples to illustrate value to potential clients. Below are five tips to help you build your sales development playbook: 1.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Women Sales Pros

AUGUST 10, 2018

To see typical results this program can accomplish, read this case study and if you want help with any of these elements, just contact us. Gretchen Gordon, President of Braveheart Sales Performance leads a team of consultants who solve sales problems for clients.

Hiring 90

Hiring Case Study Lead Rank Lead Scoring 90

Sales Hacker

MAY 6, 2021

Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors. Hands-on coaching of sales leadership and individual contributors. Collaborating with operations teams and sales enablement to develop onboarding, training, and up-skilling programs. Their peers.

Hiring 93

Hiring Retention B2C Demand Generation 93

Pipeline

MAY 30, 2023

Win More Deals with Sales Content What kind of sales content do you need to close your deals? Win more Deals with Sales Leadership Sales leadership sounds like such a cliché. It’s actually a necessary part of the sales process; neglect sales leadership, and your team will underperform.

Sales Enablement 52

Sales Enablement Top of Funnel Outsourcing Services Sales Qualified Lead 52

Zoominfo

JULY 2, 2020

This new email list will send out thank-you emails, and then encourage them to download a case study. Here are the individuals necessary for a successful implementation: Email marketing specialists CRM managers Sales leadership Content teams Prior to getting started, discuss your collective goals and outline any new responsibilities.

Marketing 113

Marketing Webinar Metrics Reachforce Top of Funnel 113

SBI

FEBRUARY 9, 2021

Customer Advocate Best Practices Focusing just on the sales team, it’s worth noting that most salespeople are never trained on how to use customer references: when to use them, how to find them, which ones will be most valuable to the buyer, and how to show gratitude for their help. TrustRadius), case studies, customer videos, etc.

Buyer 115

Buyer Customer Vendor Lead Gen 115

Sales Training Connection

NOVEMBER 18, 2015

Since Mets did make it to the World Series, it seemed like a good case study. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2015 Sales Momentum, LLC.

Sales Coaching 50

Sales Coaching Coaching Hiring Sports 50

Highspot

JULY 6, 2023

How Does Sales Enablement Enhance Sales Skills and Sales Techniques? Sales enablement equips reps with tech tools, content such as case studies, training courses, and sales coaching to perform in their roles. It includes mastering product knowledge and refining communication skills.

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Engage Selling

NOVEMBER 18, 2017

In my previous article, I talked about why you must embrace your inner sales geek. Now, let’s talk about what happens next after you start working skillfully with the numbers that rule your sales pipeline Here are three case studies … Read More »

Case Study 48

Case Study Study Pipeline Sales 48

Engage Selling

JULY 15, 2017

That included a case study that identified several loss triggers. In my last article, I talked about the importance of being able to anticipate lost customers as part of having a healthy growth strategy for your business. Now, using that … Read More »

Case Study 48

Case Study Study Strategy Customer 48

Mindtickle

JUNE 29, 2021

Product demo proficiency (without requiring a sales engineer). Use case development. Take the time to partner with other members of sales leadership to define a readiness index based on the competencies you believe make up the ideal rep profile. A great example would be when a new case study is available.

Face-to-face 66

Face-to-face Scale Ideal Customer Profile Case Study 66