Bernadette McClelland

SEPTEMBER 23, 2012

'Are Your Sales Suffering from Lag Time ? We have all heard the phrase ‘what you focus on is what you get’. Using the well worn metaphor of the red car…. If you were to buy a red Mazda 3 because you like them (no affiliation here except as a past owner), you had seen a few around but not that many, and then all of a sudden you started to see them everywhere, that’s because your brain, to keep it simple, never needed to consider those red cars prior and so deleted them from your conscious m

Salary 317

Salary Campaigns B2B Sales 317

The Sales Heretic

SEPTEMBER 27, 2012

Have you tapped into the power of QR codes yet? If not, what are you waiting for? QR codes have enormous potential as sales and marketing tools. For those unfamiliar with them, a QR (Quick Response) code is a square-shaped bar code (like the one at left) that can be scanned with a smartphone’s camera, [.].

Tools 322

Tools Sales Marketing Prospecting 322

Sales and Marketing Management

SEPTEMBER 15, 2012

Issue Date: 2012-09-16. Author: Beverly Kaye and Julie Winkle Giulioni. Teaser: Study after study confirms that best-in-class managers – the ones who consistently develop the most capable, flexible and engaged teams able to drive exceptional business results – all share one quality: they make career development a priority. Study after study confirms that best-in-class managers – the ones who consistently develop the most capable, flexible and engaged teams able to drive excepti

Study 317

Study 317

SBI Growth

SEPTEMBER 14, 2012

For HR leaders, a recent Harvard Business Review blog post provides a stark reminder of the difficult challenge of supporting Sales leaders in recruiting top talent. These uniquely qualified men and women are in high demand and scarce. Q4 is "hunting season" when they are most likely to make a change. The most common mistake is failing to look at the job opportunity through the eyes of the candidate.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

Advertiser: ZoomInfo

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

MTD Sales Training

SEPTEMBER 11, 2012

You can find a ton of sales training material and suggestions on what to SAY during a sales interaction, especially at the close. If you have been in the world of professional selling for any amount of time, you also know that asking the right questions is critically important. However, in this short and sweet piece, I want to focus on one question you should NEVER ask the prospect, in particularly at the close. “ What Do You Think?”.

Closing 308

Closing Cancellation Positioning Up-Sell 308

Bernadette McClelland

SEPTEMBER 24, 2012

'Time Management is a Myth. We can never manage time. There are only ever 24 hours in a day that have been given to us so how can we ever manage that? What we can do however, is manage ourselves during that time. And that becomes another conversation altogether uncovering a whole heap of issues, fears, procrastination strategies at best. In saying that, here are 5 thoughts you may like to consider if you find yourself veering off course or chasing that next shiny object: Discover exactly where y

Social Media 281

Social Media Exercises Proposal Media 281

The Sales Heretic

SEPTEMBER 20, 2012

If you’re in sales—whether as a salesperson, a professional or a CEO—you have competition. And every one of those competitors has some kind of strength relative to your company: lower prices, more years in business, bigger staff, higher quality, more locations, etc. The temptation is to try to match strength for strength: cut prices, hire [.].

Hiring 310

Hiring Competition Relationals Company 310

The Pipeline

SEPTEMBER 24, 2012

Sales is not without its share of wife’s tales or empty sayings, passed down from one generation of sales people to the next. Some are considered universal, despite the fact that it has been a long time since they related to anything in specific to selling consistently and successfully. But they sound good, and you generally get “bonus” points for saying them in the right discussion, on social media or sales seminars.

Social Media 287

Social Media Intent Objections Account 287

SBI Growth

SEPTEMBER 19, 2012

Over 42% of all Sales Managers don’t make their yearly number. A VP of Sales first thought is to terminate those Sales Managers. “Who needs a Sales Manager if they can’t make their number?”. Are you thinking the same? You need to ask yourself: How are you measuring your sales managers? Is it by quota attainment only? If so, you are making the biggest mistake a Sales VP can make.

Hiring 308

Hiring Lead Rank Lead Scoring Quota 308

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Sales

MTD Sales Training

SEPTEMBER 4, 2012

We all know the old rule-of-thumb in selling which is to try not to reveal or discuss the price of what you are selling, until after you have completed your sales presentation. However, dealing with today’s modern , more educated consumer, many of which are demanding price before presentation ; should you still try to avoid on talking about the price early in the sales interaction?

Cancellation 300

Cancellation Retail Discount Benefit 300

Score More Sales

SEPTEMBER 5, 2012

Lori, Trish, and Jill August, 2012. To be professional in any career, you need mentors. I first met Jill Konrath after reading her new book, Selling to Big Companies in early 2006. I met Trish Bertuzzi in 2010. Perhaps how I stumbled into finding great mentors in the B2B sales world might inspire you to find mentors and inspiration yourself. I didn’t set out intentionally in actually “choosing” mentors.

How To 284

How To B2B Intent Inside Sales 284

Bernadette McClelland

SEPTEMBER 16, 2012

'Do you lie to yourself? That’s a pretty harsh question but consider what a lie is… it is a story that you have made up and you either believe it or you don’t, but it is serving you in the moment. We all do it, we all have done it and we will more than likely all do it in the future. In the context of pipeline growth though, let’s consider some stories you may be telling yourself and others -.

Top of Funnel 278

Top of Funnel Funnel B2B Pipeline 278

Understanding the Sales Force

SEPTEMBER 16, 2012

Understanding the Sales Force by Dave Kurlan In the past decade Boston's sports teams have won a number of championships. The two that excited me the most were the Red Sox' 2004 World Series victory and the Patriots' 2001 Super Bowl win. When I reminisced about those long-awaited championships, I was suprised at how little time I spent savoring those wins, compared with how much time I spent mourning the huge losses.

Sports 264

Sports Call-back Up-Sell Follow-up 264

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Data

The Pipeline

SEPTEMBER 26, 2012

Sales books are no different than other books or forms of literature, especially in one respect. Before we even get to content, quality or other attribute, books generally fall into one of two general categories: Fiction – Or – Non-Fiction. You know what I am talking about, you pick up a sales book, an enticing title, a slick smiling face, ready to learn and improve your craft only to discover that the author is not at all practicing seller.

Handbook 282

Handbook Face-to-face Cold Calling Up-Sell 282

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. Technology alone is not the solution. The Sales organization isn’t short on data, it is short on knowledge. Every Sales Leader needs innovative recommendations right now. As the Sales Operations Leader , you are the solution that will provide those recommendations.

Territories 306

Territories Top of Funnel Analysis Penetration 306

MTD Sales Training

SEPTEMBER 18, 2012

In today’s world of e-prospecting, social media marketing, texting and sophisticated electronic communication, it seems picking up the telephone is becoming a lost art. Although we all know that no matter how the future continues to unfold, the telephone will always be an integral part of sales success. The problem I have found is that in the wake of all the new avenues of approach, sales people are quick to believe that picking up the telephone, be it warm or cold calling, is no longer effectiv

Cold Calling 291

Cold Calling Telemarketing Face-to-face Social Media 291

Sales and Marketing Management

SEPTEMBER 30, 2012

When coming to an agreement about the value of your product or service to a prospect, dropping price is a shortcut to building value; it in no way enhances the value of your proposition and in some cases can actually devalue your offer.

Exercises 256

Exercises Prospecting 256

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

Bernadette McClelland

SEPTEMBER 19, 2012

'State of the Nation Address. Pick a state and address it: Confused? You need Clarity. Overwhelmed? You need Outcomes. Frustrated? You need Focus. Manipulated? You need Meaning. Competitive? You need Collaboration. Distracted? You need Direction. Lost? You need Leverage. And the list could continue…. States are emotions we experience and emotions drive everything or drive nothing, wouldn’t you agree?

B2B 268

B2B Competition Conversion Sales 268

Jeffrey Gitomer

SEPTEMBER 27, 2012

Tweet When you say something about yourself, it’s bragging. When other people say it about you, it’s proof. That is the essence of the testimonial. In this brand new webinar you’ll learn: How to create powerful testimonials. Why video is the new testimonial format. Overcoming your hesitation to ask for testimonials. Where and how to promote testimonials.

Webinar Metrics 249

Webinar Metrics Advertising Advertising Promotion 249

The Pipeline

SEPTEMBER 19, 2012

Guest Post – Megan Totka. Time management is a concept that many people and businesses struggle with. With that said, great time management skills are probably one of the most important skills to have when it comes to running a successful small business. While larger companies may have more of a luxury of time when it comes to selling products or closing on accounts, a small business that is just getting started can be broken by bad time management.

Small Business 276

Small Business Small Business Motivation Exact 276

SBI Growth

SEPTEMBER 9, 2012

Last week at Content Marketing World, the Chief Marketing Officer of IBM was asked; What’s the top skill that marketing organizations need to master to be successful? Answer: Writing skills. The Internet has changed everything. Today's marketing is driven off the written word. Text is the catalyst that drives everything Search, PPC, social media, email, etc.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

Marketing

MTD Sales Training

SEPTEMBER 25, 2012

Most reputable dictionaries define a “Habit” as… “An acquired behaviour pattern regularly followed until it has become almost involuntary…”. So, can you develop certain sales habits so that being successful in sales becomes almost involuntary? I will not get into the psychology or methodology of developing habits. However, here are three simple actions you can take that if done often enough will become automatic and will make you more successful in sales!

Study 284

Study Cold Calling Proposal Call-back 284

Steven Rosen

SEPTEMBER 19, 2012

My belief is that if you do the basics well you will succeed. In sales and sales management that rule applies. Interestingly enough so Mike Weinberg shares that same belief. In his new book New Sales. Simplified. The Essential Handbook for Prospecting and Business Development (AMACOM: 2013) Mike makes it very apparent that selling is not a highly complicated activity.

Handbook 246

Handbook Face-to-face Exercises Coaching 246

Bernadette McClelland

SEPTEMBER 30, 2012

'Abstract Selling Wins Hands Down. I am so bored with hearing the same old mantra ‘Sell them what they want and give them what they need’. What does that mean? I know what it means but you never get to hear the rest of the equation, so I thought I would share a few extra thoughts with you here. How many of us go into the supermarket to ‘just get a couple of things’ and walk out with a few other items that just happened to be at arms length or at eye level?

Intent 268

Intent Motivation B2B Conversion 268

The Sales Heretic

SEPTEMBER 4, 2012

Want more sales? Then you need more of five specific things. You may not need all five, but you definitely need at least one, and probably several. What are they? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this ten-minute segment, I share what each item is and how you can get [.].

Segment 238

Segment Strategy Sales Social Media 238

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Account Based Marketing

The Pipeline

SEPTEMBER 7, 2012

Prospecting is a unique skill set, this is why hunters are always in greater demand and earn more than people who can sell but can’t prospect. One quality is knowing when and what to bring to bear to move the sale forward, what resources you really need and which are superfluous or a distraction. A common killer is research. Stay with me a few more lines before you completely frank out, I am talking about the degree/level of research and when you do it.

Prospecting 267

Prospecting Face-to-face Guarantee Research 267

SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? HR has a stake in this as the governor of company-wide behavior modification, including the Sales Department. SBI’s research has uncovered some essential Rep behaviors. Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

MTD Sales Training

SEPTEMBER 12, 2012

We all heard the old adage, “Sell the sizzle, not the steak.” However, I often wonder if some sales people truly understand the concept, or feel that it is still relevant when dealing with today’s modern buyer. In a word, YES. From the beginning of time until the end of such, you must understand how to present the benefits, results, outcomes and problem solving solutions of what you sell.

Transportation 277

Transportation Exact Buyer Report 277