December, 2018

You Don’t Know Isaac, but I Won’t Forget Him

No More Cold Calling

We need to speak up when people do the right thing. Whether you’re watching the news or perusing social media, you’ll see plenty of stories about people behaving badly, selfishly, or rudely.

I gotta question for ya

Bernadette McClelland

Hello there! With the New Year about to kick off again we may do one, or both, of two things. We may reflect on the year just gone or project on the year ahead.

The Best Event Sales Trick No One Is Talking About

Sales and Marketing Management

Author: Eugene Eaton Digital technologies enable sales reps to reach the global audiences almost instantly, but they eliminated that much-needed human factor from the sales process. This is why live events still play a major role in today’s business.

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It's that time of year: “Call me back after the holidays.”

Jeffrey Gitomer

"Call me after the holidays" is the second most-heard objection in sales. First being, "Your price is too high." Third being "I have to think about it."). It comes up year after year and salespeople get frustrated year after year, unnecessarily.

The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

6 Ways to Align BDRs

Sales Benchmark Index

I often meet with clients who tell me that the relationship between their Business Development Representatives and their quota-carrying sales reps (inside and out) is discouraging. I recently sat in on a meeting where the mistrust, finger-pointing and lack of.

More Trending

Friday Five - Desire and Commitment - Week 2

Score More Sales

Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: Does your sales rep / BDR / SDR candidate have the DESIRE & the COMMITMENT necessary to succeed? Hiring tip #2 : Is your sales rep / BDR / SDR candidate TRAINABLE & COACHABLE - they are not the same!

What Is Your Personal OS Platform – Faith, Fear or Fragility?

Bernadette McClelland

Faith is a winner’s game. Fear is a survival game. Fragility is a losing game. Winners, high achievers, go-getters. Have more than belief. They have faith. A knowing … that everything will be OK. That taking both leaps and baby steps.

Should B2B Sales Be A Licensed Profession?

The Pipeline

By Tibor Shanto. There is a lot discussed about how sales and selling has changed over the years, be it the tech around sales, social attitudes changing what is acceptable and what no longer works due to many factors.

The Top 10 Sales Articles of 2018

Understanding the Sales Force

Many of us love traditions, some of us have rituals or superstitions and most of us find comfort in a routine. Routines are familiar, we don't have to think about it, and it's predictable. In December I have two traditions with my Blog.

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Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

How Top CMOs Determine Where to Spend

Sales Benchmark Index

As a leading CMO, you’ve integrated digital channels into your marketing channel spend to align with how your personas or buyers want to get information. You’ve started measuring the effectiveness of these now institutionalized channels through ROI (Return on Investment).

Elf on the Shelf Alleged to Be Government Spying Program

The Sales Heretic

The Christmas toy, “Elf on the Shelf” has been accused of being part of a nefarious scheme to illegally gather intelligence on millions of unsuspecting families. The controversy erupted when Santa Claus let slip recently that the popular elves don’t actually work for him. “I’ve

Friday Five - Hiring for Sales Roles

Score More Sales

Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: If you are looking to hire more women on your sales team, hold an event at your offices quarterly (or twice a year) and get the Women Sales Pros guide on how to do it to widen your recruitment pipeline.

Put On Your Game Face and Talk Sporty To Me

Bernadette McClelland

If you’re wondering… then, yes, this is me getting my game face on and yes, I am wearing an authentic Super Bowl ring.

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

The Best Goal Setting Technique

Mr. Inside Sales

Happy New Year! If you’re like most people, then you’ve got a lot of goals in a lot of areas, don’t you? If you are feeling overwhelmed with all you’re going to accomplish, you may be wondering where you’re going to get the time to do them all.

Why are Half of All Sales Reps Still Missing Quota in a Booming US Economy?

Understanding the Sales Force

Around this time ten years ago, the US economy was famously tanking. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight.

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What Is the Connection Between Setting a Product Vision and Revenue Growth?

Sales Benchmark Index

You’re 6 months out from the launch of an exciting new product, and your CEO wants to talk about it. As Product leader, you’ve been planning this launch over the last 6 months, and everything is right on schedule.

Go for the "No" Early in the Sales Process

Anthony Cole Training

One of the keys for more effective selling is going for the ‘no’ early in the sales process. I learned this concept years ago especially when I was vulnerable to ‘think it overs’ (TIO).

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Friday Five – Ready for 2019? - Week 4

Score More Sales

It is hard to believe that the new year is about to look right at us. Some in sales roles are pleased they hit quota this year and others (more than 57%) presumably did NOT make quota this year. No matter which camp you are in, January 1 brings a new quarter for all and a new year for most.

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How To Increase Your Value To Clients Without Dropping Your Price

MTD Sales Training

When someone says “That’s good value!” what do they mean? Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price they are considering paying.

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“Are You Experienced?”

The Pipeline

By Tibor Shanto. There a lot of things we want to know about our buyer, role in the company, role in the decision, experience in the industry and their functional role.

Put Your Shoes On! Plus 12 Other Tips to Do Travel Right

John Barrows

Last week I spent 40 hours on planes flying to India and back. Each year I log over 250,000 miles in the air, and with 25 training days booked in January and February 2019 will be no different.

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Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Resolving the Customer Success Tension

Sales Benchmark Index

Dave Moore is the SVP of Sales for Businessolver a leading provider of benefits administration, technology, and services. In a phrase, they help organizations manage their healthcare spend as it relates to employee benefits. Tune in to hear more from Dave on the.

How Do I Motivate My Salespeople?

Anthony Cole Training

Ineffective motivation of the sales team is not uncommon and it is the subject of one of the more frequent questions people ask me: “Tony, how do I keep my salespeople motivated?” My first response is normally a question in return: “Do you know what motivates your people ?”.

What to Call Women in the Business Workplace

Score More Sales

I have spent an entire career in sales since my early 20’s being called a guy. Filling out forms that said “Salesman Number”. Being invited to sales incentive and award events at cigar bars. sales leadership B2B

B2B Sales Productivity: 5 Sales Hacks You Can Afford

Connect2Sell

Every minute matters. When you’re in sales, your productivity can swing up or down based on how you manage the minutes. sales performance sales webinar sales effectiveness sales tricks

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Marketing and Sales Alignment for A Supercharged LinkedIn Strategy

Speaker: Candyce Edelen, CEO, PropelGrowth

Used properly, LinkedIn is the ultimate prospecting tool for B2B sales. It feeds a customer-centric sales process and enables a human-to-human interaction with very low cost compared to other prospecting methods. LinkedIn prospecting BLOWS AWAY the results from typical email marketing campaigns. You will receive far more positive replies from this than from any other outbound lead generation strategy. Join Candyce Edelen, CEO of PropelGrowth, to learn how over the course of 6 months, she was able to book hundreds of sales calls using LinkedIn.

How Getting Feedback and Making Adjustments are the Keys to Sales Improvement

Understanding the Sales Force

Becoming a great at selling - or anything else for that matter - is about making adjustments. In order to make an adjustment you need feedback - something you see, hear or feel that informs your ability to adjust. Take Baseball for example.

My Most Memorable Gift

The Sales Heretic

I enjoy giving gifts. And I enjoy receiving gifts. It’s not my primary Love Language (that would be Physical Touch), but I definitely feel cared about when I receive a gift from someone. Over the course of my life, I’ve been blessed to receive a lot of gifts from a lot of people. One present [.]. Sales business client client appreciation customer appreciation discount emotions gifts giving price

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Is the Pricing for Your SaaS Offering Too Complex?

Sales Benchmark Index

So you are moving to SaaS pricing structure and you have an idea of where to begin. How do you package? How do you bundle? Will you charge by usage? Will you charge by user? I can tell you that.