Bernadette McClelland

JANUARY 9, 2017

Here’s a riddle for you? We explore without traveling. We make a point without telling. We discover the pain and the pleasure, the truth and the lies. We are not to be judged by our sound or our size. We are what salespeople need, want and hardly use. We are what buyers expect to share their views. What are we? [Answer at end of page]. If there is only ONE thing that is THE most important task salespeople have to do well, that MOST are not doing at all, it is asking carefully constructed questi

Coaching 224

Coaching Sales Qualified Lead Sales Leadership Construction 224

Understanding the Sales Force

JANUARY 9, 2017

Image Copyright: toonartist">123RF Stock Photo. Who knew that this would turn into a series? Part 1 and Part 2 were very popular and centered around productivity and technology, but not selling competencies. This post presents Part 3, which although having a different perspective on selling more and getting more done, but like the other two parts, stays away from selling-specific competencies.

Energy 177

Energy Sales 177

SBI Growth

JANUARY 9, 2017

Today we are going to demonstrate how to capture the attention of customers and prospects with great marketing campaigns. Campaign budgets are limited and these campaigns need to generate revenue. To follow-along, download our 10th annual workbook, How to Make Your Number.

Campaigns 152

Campaigns Workbooks Prospecting Marketing 152

Understanding the Sales Force

JANUARY 9, 2017

Image Copyright 123RF Stock Photo. I was on the phone with a client who spent some time telling me about how he follows the sales process, prepares the questions he wants to ask, makes sure he remembers to thoroughly qualify, prepares and plans his presentations and considers all of the possible objections he may encounter along the way. That's all well and good - but it's too complicated.

Objections 159

Objections Sales Process Sales 159

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

Increase Sales

JANUARY 9, 2017

One of my favorite models is the 5 Star Model for Organizational Development. Jay Galbraith and his colleague created a simple graphic to ensure both alignment between key functions of any business and the desired results. Essentially this model is for leadership as well as sales leadership as it looks determine where the gaps exist between today’s results and tomorrow’s goals.

Sales Leadership 102

Sales Leadership Coaching Facebook Sales Coaching 102

SBI Growth

JANUARY 9, 2017

Strategy 131

Strategy 131

Paul Cherry's Top Sales Techniques

JANUARY 9, 2017

Being a good manager means passing the Goldilocks test: not too hard, not too soft, but just right. Accountability can be difficult for managers to implement, especially if they did not have good managers themselves when they worked on a sales force. Everyone wants to be a good manager, but definitions of the term can vary. Ultimately, a good manager is one whose sales team is successful every quarter.

Account 59

Account Quota Study Coaching 59

Mindtickle

JANUARY 9, 2017

In this 15 minute interview Duchen and Reisert outline: What makes a great SDR onboarding program; How you can reduce the ramp up time for your new SDRs; What role a manager plays in the onboarding process; and. What sales enablement professionals can do to improve the success of their SDRs. To download or subscribe to the Sales Excellence podcast login to Soundcloud , Stitcher , iTunes or find it here. “Onboarding SDRs can actually be really tricky especially for an organization tha

Inside Sales 52

Inside Sales Outbound How To Inbound 52

Sales Evangelist

JANUARY 9, 2017

You see them. You’re probably one of them. Call them the sales superheroes or whatever you want to call them. I’m actually referring to the top performing sellers who always seem to know how to deal with tough situations and pull through. No matter how challenging the task at hand, they always come out […] The post TSE 482: What Separates The Top Performing Sellers From The Rest appeared first on The Sales Evangelist.

How To 40

How To Sales 40

Advertiser: ZoomInfo

Sales outreach is an art and a science. The art is what you bring to the table—your flair for conversation, your work ethic, your dedication. We bring the science—proven tactics, strategies, and methods that really work. In this eBook, we’ll cover: How you should respond to inbound leads Tactics for engaging outbound leads (cold calls, email automation, and gifts) The key to keeping a prospective account alive for the long haul Buckle up!

Cold Calling

Mindtickle

JANUARY 9, 2017

“Lack of direction, not lack of time, is the problem. We all have twenty-four hour days” ~ Zig Ziglar. Sales enablement is more complex for a distributed field sales team. After all, employees don’t have the luxury of wandering across the hall to ask a question. To get you started, here are six points to consider as you’re developing your field enablement strategy. 1.

Field Sales 52

Field Sales Sales Enablement Strategy Scale 52

Sales Evangelist

JANUARY 9, 2017

Lacking some self-motivation? Well, my guest today is just the man that you need. Jim Cathcart is a sales expert, a professional motivational speaker, and a musician. He’s going to share with us some strategies and principles from his recently released book, The Self-Motivation Handbook which he has developed and used over the years as […] The post TSE 483: The Self-Motivation Handbook-“Do What Needs To Be Done, Even When You Don’t Feel Like Doing It” appeared first on The Sales Evangelist.

Handbook 40

Handbook Motivation Strategy Sales 40

Mindtickle

JANUARY 9, 2017

Research published by. Harvard Business Review has found that salespeople can be segmented into 8 different types, but only 3 of them are consistently effective at selling. That means for every rep you hire only 37% of them will be consistent performers. Worse still, the research found that the remaining 63% demonstrated behaviors that actually drove their performance down further.

Hiring 52

Hiring Coaching Case Study Sales Coaching 52

Sales Evangelist

JANUARY 9, 2017

Today, it’s my turn again to share the struggles that I’ve had. I was that sales guy. I’ve done pretty much everything — door-to-door, IT training classes, appointment setting, etc. I’ve sold almost everything from Dish Networks to medical services, EHR records, until I settled in software where I sold document management solutions. Podcasting I […] The post TSE 484: Sales From The Street: “I Was Afraid of Asking For Big Dollars” appeared first on The Sales Evangelist.

Networking 40

Networking Software Software Training 40

Advertisement

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

Sales

Mindtickle

JANUARY 9, 2017

Research published by. Harvard Business Review has found that salespeople can be segmented into 8 different types, but only 3 of them are consistently effective at selling. That means for every rep you hire only 37% of them will be consistent performers. Worse still, the research found that the remaining 63% demonstrated behaviors that actually drove their performance down further.

Hiring 52

Hiring Coaching Case Study Sales Coaching 52

Sales Evangelist

JANUARY 9, 2017

Prospecting is an essential part of selling. Salespeople and business owners know this but but they still fall short of doing it right. Today’s guest is Manny Nowak who’s going to show to us some effective ways to generate leads. He has actually created an eBook on 40 Plus Ways to Find the Gold of […] The post TSE 486: 40 Effective Ways To Generate Leads appeared first on The Sales Evangelist.

Leads 40

Leads Marketing Qualified Lead eBook Prospecting 40

BrainShark

JANUARY 9, 2017

Channels 62

Channels Conversion How To Sales 62

Your Sales Management Guru

JANUARY 9, 2017

KEN: Normally I do not use this blog to promote, but I have had many readers inquire about out training programs and I wanted to let everyone know about this special opportunity. Slammed! The New Sales Manager Boot Camp. We hear these comments all the time: Revenues are flat. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team?

Sales Management 31

Sales Management Hiring Compensation Incentives 31

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Retail

Sales Evangelist

JANUARY 9, 2017

Why can’t referrals work in your industry? Wrong! Referrals can actually work in every single industry. It doesn’t matter what you’re selling. Today’s snippet taken from one of our training sessions over at the TSE Hustler’s League is about the main reasons people are not getting referrals and what you can do to improve your […] The post TSE 485: TSE Hustler’s League-“Referrals” appeared first on The Sales Evangelist.

Referrals 40

Referrals Industry Training Sales 40