Bernadette McClelland

JUNE 13, 2016

He was on time but walked out of his office, shook my hand and checked his watch. ‘I’m so stressed’, he said. ‘I’ve got projects, deadlines and priorities coming out of the proverbial. I’m not bringing my A-Game, I know it and the last thing I want is for other people to start to notice it’. People like my client, James, are constantly looking for shortcuts, secrets and simple ways to get even more done in the same amount of time so they can get in front of the eight ball.

LinkedIn 195

LinkedIn Intent Resources Research 195

The Pipeline

JUNE 13, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . Every tribe has its myths, collective beliefs, and things they claim to believe, things they avoid or adhere to, for sales the concept of Feature/Benefit is a go to favourite. While some believe this mode of selling may be outdated, and have moved beyond, the essence of most sales conversations, for many, Feature/Benefit is still the staple of their approach.

Benefit 163

Benefit Vendor Face-to-face Objections 163

Understanding the Sales Force

JUNE 13, 2016

In my last article, we discussed big data and big lies in the sales assessment space and touched on OMG's 230,000,000 data points. Most of the data points are very consistent across cultures and continents but there is one that varies wildly depending on the role, the country, and the culture.

Data 146

Data Sales 146

Sales and Marketing Management

JUNE 13, 2016

Issue Date: 2016-06-13. Author: Max Cates. Teaser: Millennials thrive in a team environment and are adept at problem solving through collaboration with others such as fellow salespeople and sales managers. The days of the lone wolf road warrior may be a thing of the past, as this new generation becomes full-time salespeople. At the same time, the sales coach who is a lone wolf – taking on the sole responsibility for training, planning and execution – may be equally outdated.

Sales Coaching 139

Sales Coaching Coaching Training Sales 139

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Sales Cycle

Increase Sales

JUNE 13, 2016

Believe it or not, many in sales especially those sole proprietors engage in quick and easy sales fixes. Possibly this is everything from just mailing postcards to writing content on various social media sites to just continuing to churn salespeople. Several times within past blog postings, I have referenced the soliloquy from the movie The Executive Suite.

Cold Calling 70

Cold Calling Churn Social Media Facebook 70

A Sales Guy

JUNE 13, 2016

We’ve been taught to sell to our clients’ needs. This lesson is one you need to toss out. It’s not effective and can hurt you. . I have a question? Are you selling to need? When you engage your clients, are you looking to find your clients need? We’ve been taught for years to find our customers needs and then sell to them. We have been taught to ask lots of questions, find their need then position your product to fit their need.

Quota 65

Quota Positioning Opportunity Customer 65

SalesLoft

JUNE 13, 2016

Many salespeople spend a lot of time critiquing where things went awry if a deal goes bad. But in the book SHiFT!, Craig Elias and Tibor Shanto encourage reps to, instead, practice regular won-sales analysis. For outside and inside sales reps alike, studying wins can be quite complex. For instance, the CRM salesman used as an example in the book had two major epiphanies.

Ideal Customer Profile 52

Ideal Customer Profile Analysis Epiphany Hiring 52

Close

JUNE 13, 2016

You finally did it. After all that time spent on design, development, and testing—you’re ready to launch your startup. Now it’s time to figure out how to launch it.

How To 52

How To Sales 52

Partners in Excellence

JUNE 13, 2016

I don’t know any successful business leader (in either the for profit or not for profit world) that has ever said, “We really don’t care about revenue!” We may be driven by other reasons–not for profits have missions to help solve profound social or other problems. For profit businesses may be driven to solve certain problems, to have an impact on their customers and markets.

Revenue 48

Revenue Ideal Customer Profile Hiring Fashion 48

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Sales

The Ultimate Sales Executive Resource

JUNE 13, 2016

AH4RJ defines a customer who appreciates help for rational justification. As a seller, you can add value to this customer if you help with this rational justification. However, this help is only appreciated if it is given from an attitude of service and contribution. I discovered this customer type AH4RJ while reflecting whether the statement: « B2B decisions are rational and B2C decisions are emotional » is true.

B2C 40

B2C Customer Consumer B2B 40