Bernadette McClelland

MARCH 24, 2018

We’ve more than likely had people in our lives offer us advice or have given feedback that sticks in our mind. Possibly because it was repeated enough times that we had no choice but to remember it, or probably because there was an element of truth behind the message. In my case it was a sales manager who would use the phrase, ‘Attention to Detail’ quite regularly.

Leads 339

Leads Marketing Qualified Lead Transportation Sales Leadership 339

Jeffrey Gitomer

MARCH 24, 2018

How many "no's" are you willing to take before you give up the sale?

Objections 120

Objections Sales 120

Pipeliner

MARCH 24, 2018

When I ask sales leaders about their strategy for growth, more often than not they tell me it is simply to hire experienced salespeople. But really that just means recruiting resources rather than taking a true strategic approach. In addition, sales leaders also tell me that sales coaching of their teams is not consistently needed because, again, they’re hiring experienced salespeople who don’t need coaching.

Hiring 60

Hiring Referrals Coaching Social Media 60

Partners in Excellence

MARCH 24, 2018

This week, I had meetings with a number of sales enablement professionals. Each came from very large companies with strong commitments to sales enablement. Each had long experience and sales enablement programs that would be considered “best in class.” In each conversation, they were struggling with similar issues, “How to keep up with the demand for help/support.” They had long list of things they needed to put in place.

Sales Enablement 50

Sales Enablement Face-to-face Coaching Sales 50

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Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Pipeliner

MARCH 24, 2018

When I ask sales leaders about their strategy for growth, more often than not they tell me it is simply to hire experienced salespeople. But really that just means recruiting resources rather than taking a true strategic approach. In addition, sales leaders also tell me that sales coaching of their teams is not consistently needed because, again, they’re hiring experienced salespeople who don’t need coaching.

Hiring 55

Hiring Referrals Coaching Social Media 55