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.

CRM 301

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!

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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.

More Trending

Why Aren’t You Using More Tie Downs & Trial Closes?

Inside Sales Training

I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, nor did she qualify the prospect.

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.

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.

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.

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.

How to Ask for a Referral Without Getting Embarrassed

No More Cold Calling

Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Don’t get distracted; don’t get embarrassed. Relationships and referrals are what business is all about!

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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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

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.

Sports 283

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.

The Best Goal Setting Technique

Inside Sales Training

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.

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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“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.

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.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

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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How to Assess Customer Needs in Half the Time

Connect2Sell

The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long. They’re concerned that their buyers won’t give them enough time and/or don’t feel they have enough time themselves.

Put Your Damn Phone Away

No More Cold Calling

No toys at the table! Answer this question: What’s more important than the person sitting in front of you, walking beside you, sharing a meal with you, or sharing your bed? If actions speak louder than words, your phone is more important.

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

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

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.

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).

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

Course 201

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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Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

A Phrase You Never Want To Hear In Sales

John Barrows

“I’ll need some time to digest what you just said.”. As a younger, less experienced rep, I used to think this phrase was awesome.

Travel 205

Friday Five - Sales Managers - Week 3

Score More Sales

sales coaching company success sales leadership

The ONLY Credential Necessary Today…For ANY Woman Who Sells!

Bernadette McClelland

#IWD2017 #BeBoldForChange. It was a privilege to be asked to share my thoughts on women in sales roles in this years International Women’s Day edition of Top Sales World Magazine , gracing the pages with some wonderful colleagues such as Tiffani Bova and Jill Konrath.