Bernadette McClelland

AUGUST 19, 2014

3 Ways Salespeople can pocket more sales in today’s market. We can let marketing do their thing when it comes to getting our message out there and respect that, or we can make some different decisions and create our own marketing speak – in proposals, presentations and conversations. So what do we do? We keep hearing that.

Marketing 290

Marketing SME Case Study Resources 290

Babette Ten Haken

SEPTEMBER 24, 2018

Then again, when customer conversations stray dangerously close to the constraints of what is comfortable, why not at least pursue what just might be possible? When your sales CRM tells you what the next step to close the customer should be, do you ever ask yourself whether this step makes sense? If not today, tomorrow?

Ideal Customer Profile 221

Ideal Customer Profile Retention Strategy SME 221

Pipeliner

MAY 19, 2020

Whether you are operating a small or medium enterprise in your locality, you have to maximize the use of digital tools to get sales. As an SME, you have a very personal relationship with your customers. These are requirements for a business growth that has integrity strengthened by a positive SME-customer relationship.

Email Marketing 98

Email Marketing SME Marketing Hiring 98

Zoominfo

APRIL 12, 2021

This requires collaboration across the company, working with multiple teams from sales to product development. Target high-value accounts using account-based marketing (ABM) — a strategy-based approach that allows marketing and sales teams to personalize touchpoints throughout the buyer’s journey. . Integrate your tech stack.

Scale 189

Scale Enterprise Enterprise Account Based Marketing 189

Bernadette McClelland

APRIL 10, 2013

During the interview, he asked me a number of questions and one of them was: What 3 things do you think contribute to the success of a corporate or SME, with businesses going through challenging times today? Corporations and SME’s, like churches and other institutions, are made up of people. Be Bold and Brilliant!

SME 287

SME Webinar Metrics Benefit Influencer 287

Allego

AUGUST 24, 2021

Tapping into the Power of Sales Enablement. Equipping sellers with the content, tools, knowledge, skills and coaching required to optimize buyer interactions—known as sales enablement —is essential. 5 Transformative Sales Enablement Priorities. 5 Transformative Sales Enablement Priorities. 1 Sales Content Management.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

The Pipeline

FEBRUARY 19, 2019

Many in sales believe that there will be no action by a buyer unless there is a compelling event. Yet most of the focus for sellers, enablement and others involved in the sales arena, focus almost their entire effort on this small group of buyers. That is where your conversation with that type of buyer needs to start.

SME 225

SME Quota Groups Buyer 225

The Pipeline

OCTOBER 24, 2019

If you approach sales with the right attitude and outlook, you can help customers, make money, and get a free education. The goal is to lead the conversation in a way that uncovers the buyer’s true objectives. Once the conversation gets going, it’s a question of free-styling, where the SME are separated from the also-rans.

Prospecting 205

Prospecting Training SME ROI 205

Bernadette McClelland

JUNE 9, 2014

They have no idea that we stay silent in a conversation for fear of sounding stupid to them. when we don’t ask the right questions or enough questions in a conversation. If you’re shy and feel like backing down in a conversation, try speaking up with one extra question, point of view or comment.

SME 322

SME Call-back Lead Rank Conversion 322

Bernadette McClelland

JUNE 9, 2014

They have no idea that we stay silent in a conversation for fear of sounding stupid to them. when we don’t ask the right questions or enough questions in a conversation. If you’re shy and feel like backing down in a conversation, try speaking up with one extra question, point of view or comment.

SME 322

SME Call-back Lead Rank Conversion 322

The Pipeline

MARCH 16, 2020

While the world around us has indeed altered, our reaction can and should, extend from our current sales approach and process. If indeed you have presented as an SME in your interactions to date, this is your opportunity to step in and leverage that role. Assuming it was calibrated properly, to begin with. Help deliver clarity.

Objections 310

Objections SME Lead Rank Lead Scoring 310

Anthony Cole Training

OCTOBER 13, 2014

I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. I never did write 100 lives but, based on the sales activity reporting I did every week, I should have. Towards the end of my career, I contracted with a sales trainer, Tom. You do the math. You do the math.

Sales Management 204

Sales Management SME Incentives Incentive 204

Bernadette McClelland

AUGUST 17, 2016

Americans thrive on the sales culture with conferences, think tanks, forums and the like. Even the UK and Europe have their own culture of extracurricular sales environments. (I And when I first hung out my shingle, my mentor at the time asked me, ‘Why Sales?’ So what are you more than then?

Lead Rank 150

Lead Rank SME Conference B2B 150

Allego

APRIL 14, 2021

The era of rep-centric sales enablement has arrived—and it couldn’t have come at a better time. With the uncertain economy, the rise in remote teams due to the pandemic, and tightening budgets, it’s more important than ever for companies to equip their sales teams to produce at the highest level. The Downside of One-Size-Fits-All.

Sales Enablement 120

Sales Enablement Top of Funnel Hiring SME 120

Zoominfo

APRIL 12, 2021

This requires collaboration across the company, working with multiple teams from sales to product development. Personalize at scale Target high-value accounts using account-based marketing (ABM) — a strategy-based approach that allows marketing and sales teams to personalize touchpoints throughout the buyer’s journey.

Scale 130

Scale Enterprise Enterprise Account Based Marketing 130

Mindtickle

MARCH 1, 2024

Focusing on enterprise sales can be a great way to grow your revenue. After all, enterprise sales drive a lot of value. Adding those big logos to your customer roster is a great way to build credibility and grow sales. Sales reps going after enterprise deals must be ready to navigate complex selling scenarios.

Enterprise 52

Enterprise Enterprise Software Software 52

Bernadette McClelland

JUNE 23, 2014

Every business needs sales to occur so that business can keep their doors open. But what many salespeople don’t give very much thought to at all, unless they are those business owners in the dark depths of revenue-less dispair, is that if the sales aren’t made, the business ceases to exist. But it is so much more than that.

SME 350

SME Transportation Margin Construction 350

Bernadette McClelland

JUNE 23, 2014

Every business needs sales to occur so that business can keep their doors open. But what many salespeople don’t give very much thought to at all, unless they are those business owners in the dark depths of revenue-less dispair, is that if the sales aren’t made, the business ceases to exist. But it is so much more than that.

SME 350

SME Transportation Margin Construction 350

Crunchbase

MARCH 13, 2023

In January, Salesforce announced it was laying off 10% of its workforce, and it was the sales team that faced heavy losses. These bootstrapped sales teams are faced with a unique problem: an outsized pressure to produce more with fewer resources. For downsized sales teams, this means being ruthless about chasing the right accounts.

Territories 59

Territories Churn Face-to-face SME 59

Mindtickle

SEPTEMBER 15, 2021

Though the article is now a quarter of a century old, the sentiment has never been more true – especially for sales organizations. There’s no doubt sales content is a key ingredient of sales readiness and selling success. Virtually every sales enabler and marketer spends a lot of time creating content to support the sales team.

Top of Funnel 95

Top of Funnel Face-to-face SME B2B 95

Allego

SEPTEMBER 25, 2019

As a subject matter expert (SME), you have knowledge that the sales force needs to access, but the challenge is sharing information with the sales force that’s both timely and relevant. When your sales viewers respond, all current thread participants will be notified. How do you measure the impact of your SME content?

SME 54

SME Video Construction Social Media 54

Babette Ten Haken

SEPTEMBER 11, 2018

We have looked each other in the eye and shared a meaningful conversation. Can she connect us up, so we can have a discovery conversation? 1st LinkedIn message] Hi Babette, I understand you’re the author of Sales Aerobics for Engineers Blog. I’m working on groundbreaking XXX technology for B2B sales and marketing.

Social Media 205

Social Media Ideal Customer Profile LinkedIn SME 205

Bernadette McClelland

NOVEMBER 26, 2014

On the other hand I have also met, albeit through social media conversations, a relatively unknown woman who set the internet on fire and in seconds, doused Kim Kardashian’s smouldering attempt to break it. Advisor Beliefs Change Leadership Marketing Relationship awareness Influence Sales' The Time is Now, don’t you think?

SME 366

SME Social Media Influencer Up-Sell 366

Babette Ten Haken

JULY 31, 2019

Do you know the story of what happens to clients, after that new contract lands in-house, for post-sale execution? If you plan to renew that contract at a later date, perhaps it makes sense to become invested in that post-sale story. Or, that your organization’s pre-sale stories end up sounding too perfect to be realistic.

Retention 96

Retention Ideal Customer Profile Customer SME 96

Allego

MARCH 24, 2022

There’s no one size fits all for sales kickoffs—especially these days. Within your own sales team, the same dynamic likely exists. That means your sales kickoff must accommodate those situations. After all, you want to energize your sales reps and give them a boost to hit the ground running for the next sales cycle.

Hiring 62

Hiring Exercises Face-to-face SME 62

Pipeliner

MARCH 26, 2021

Trust is such a vital part of sales, but sales leaders and salespeople still struggle to recognize and fully understand it. Moeed Amin is a Director and Founder at Proverbial Door, helping B2B sales professionals to increase their conversion rates and SME owners to scale their businesses. Trust in Sales.

Video 52

Video SME Scale Loyalty 52

Bernadette McClelland

JULY 21, 2014

Recently I sat in a boardroom with a sales director and we discussed his team’s performance and lack of performance and what needed to change. If you are an entrepreneur or SME and want to commercialise your dream of changing the world then join us on The Acceleration Program. The Time is Now, don’t you think?

SME 371

SME ACT Face-to-face Intent 371

Bernadette McClelland

JULY 21, 2014

Recently I sat in a boardroom with a sales director and we discussed his team’s performance and lack of performance and what needed to change. If you are an entrepreneur or SME and want to commercialise your dream of changing the world then join us on The Acceleration Program. The Time is Now, don’t you think?

SME 371

SME ACT Face-to-face Intent 371

Bernadette McClelland

SEPTEMBER 8, 2014

Write a white paper and send to your clients for discussion or feedback or to prompt a conversation – not just for the sake of writing a white paper. Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

Write a white paper and send to your clients for discussion or feedback or to prompt a conversation – not just for the sake of writing a white paper. Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Babette Ten Haken

APRIL 8, 2019

Within the first three minutes of a presentation or conversation, decision makers and non-technical colleagues are overwhelmed by facts. Somewhere during the conversation, those left brain thinkers cause business decision makers to tune out, instead of dialing in and drilling down. Find out more right here. is available on Amazon.com.

Decision Maker 101

Decision Maker SME Ideal Customer Profile Engineering 101

Babette Ten Haken

FEBRUARY 27, 2020

As a result, our conversations are jam-packed with discipline-specific words. Consequently, we can marginalize, intimidate or exclude the very people who are the focus of our conversations. I am a member of SME, ASQ, SHRM, ATD and the National Speakers Association. Because we are so focused on our own professional eloquence.

SME 86

SME Margin Engineering Education 86

Mindtickle

SEPTEMBER 15, 2021

Though the article is now a quarter of a century old, the sentiment has never been more true – especially for sales organizations. There’s no doubt sales content is a key ingredient of sales readiness and selling success. Virtually every sales enabler and marketer spends a lot of time creating content to support the sales team.

Top of Funnel 59

Top of Funnel Face-to-face SME B2B 59

Allego

SEPTEMBER 1, 2022

Yet that’s what many sales reps do—especially those working at manufacturing and industrial companies. As a result, sales teams end up with a disjointed content “system,” with content located in multiple locations. 7 Steps to a Strong Sales Content Management System. 7 Steps to a Strong Sales Content Management System.

Collateral 62

Collateral SME System Video 62

Anthony Cole Training

DECEMBER 3, 2014

However, once I got into sales, sales management, sales training and became a president of a company, I think I finally understood. Not Hiring – We are not hiring better sales people AND we don’t have replacements, therefore we feel trapped in a bad situation. Workshop on “Why Aren’t My Sales People Selling?”.

Hiring 193

Hiring Sales Management SME Coaching 193

Babette Ten Haken

MARCH 6, 2019

Post sale execution experience makes or breaks customer experiences. Then, the original sales professional is not part of these critical, post sale steps. When gaps in post sale execution persist in organizations and associations, why are internal stakeholders still so surprised? Or worse, something in-between.

Ideal Customer Profile 72

Ideal Customer Profile Churn SME Loyalty 72

Sales Hacker

SEPTEMBER 13, 2021

Another effect is that they will be able to share in the praise regarding revenue, which usually falls to sales alone. Spontaneous (SME). When leads are drying up, sales calls for a campaign, like showing up at a trade fair or business event. In this situation, there’s much better cooperation between sales and marketing.

ROI 93

ROI Account Marketing Lead Rank 93