February, 2018

Wanna get lucky? Wanna make more sales in less time? Then I seriously want you to meet someone….

Bernadette McClelland

If you want to get lucky in your sales career, then I seriously want you to meet someone. Jill Konrath. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her.

The Human Side Of Prospecting

The Pipeline

By Tibor Shanto. The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it.

Three Ways to Handle the Price is Too High Objection

Inside Sales Training

Are you still ad-libbing a response to the “your price is too high,” objection?

How to Execute a High Performance SDR Team

Sales Benchmark Index

Our guest today is Gabe Larson, the VP of InsideSales Labs for InsideSales.com. Gabe provides a behind-the-scenes look at building and operating one of the best sales development rep teams that we’ve ever had the benefit of examining. InsideSales.com has.

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.

Support Your Sales Success by What You Say to Yourself and Others

Score More Sales

It’s strange to think that the talk you have going on in your head can and will affect your success in any endeavor – but it’s true. accountability sales strategy

More Trending

Stop The Sales Leadership World, I Need To Get Off!

Bernadette McClelland

We’ve seen United Airlines as front page news a while back because a staff member dragged a man screaming from his seat.

The Experience of You

Jill Konrath

I was psyched. My goal? To set up a meeting with the SVP of sales at a targeted software company. I’d researched his company, knew their objectives and strategic initiatives and uncovered some game-changing trigger events. Winning Deals

Seven Dangers of Selling on Price

The Sales Heretic

Too many salespeople—and too many companies, for that matter—rely on the tactic of beating everyone else’s price in order to make the sale.

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Transforming a Marketing Organization to Generate a Successful Exit

Sales Benchmark Index

Joining us for today’s show is Andrea Brody, the Chief Marketing Officer for BravoSolution. Andrea is one of the top B2B revenue generating marketing leaders with a passion for building brands. Andrea has a great story to share with you. Marketing Strategy Video market strategy

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

The Human Side Of Automation

The Pipeline

By Tibor Shanto. Last week I posted a call for understanding the importance human involvement at crucial times along the prospecting experience. To be clear, this was not an either-or proposition; it was a reminder that the human element plays a pivotal role in success. But when you look at the performance of many reps, it is easy to understand the allure of technology.

Is the Sales Force Getting Dressed Up or are Real Changes Taking Place?

Understanding the Sales Force

Recently, I installed vented plastic garage floor tiles like those in the picture above to improve the look of our garage. It's the same garage, but now it looks awesome.

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BSO, FOMO and SQUIRREL!! – How to stop an addictive brain…

Bernadette McClelland

We’ve all been there. We’ve all experienced something that takes our mind off what we are doing. Whether it is an email ping, a quick question from around the water-cooler, or even this article. The Dilemma of Attention Deficit.

How To 248

Does Sales Lead Generation Really Require a College Degree?

No More Cold Calling

Street smarts or book smarts—which is better for sales? We only hired college graduates, or so I thought. So, when the president of my company hired a Sales VP without a degree, I challenged him.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Why You Should Never Satisfy Customers

The Sales Heretic

Many companies proudly state that “We want you to be completely satisfied” or “100% customer satisfaction guaranteed” or similar sentiments. And while customer satisfaction seems like a good idea—you don’t want your customers to be upset, after all—it’s actually a recipe for disaster. Here’s why.

Cold Email, Warm Leads: Where Does Good Data Come From?

DiscoverOrg Sales

Have you ever crafted an awesome email sequence … and watched in disappointment as less-than-awesome results rolled in? High email bounce rates are a campaign killer. We’ve all been there. We’ve bought lead lists and tested them.

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How a New Head of Sales Gets Off to a Fast Start

Sales Benchmark Index

Joining us for today’s show is Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype. Jennifer has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. She took over the sales leadership role.

Easiest Way to Assess Degree of Sales Success

Understanding the Sales Force

Recently, I published an article that introduced a way to measure sales progress by means other than conventional numbers and metrics. Today, I received an email from a property leasing salesperson who had his own question about sales effectiveness.

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.

What We In Business, and Around the World, Can Learn from ANZAC Day

Bernadette McClelland

The alarm buzzed at 5.00am, our daughter knocked on our front door at 5.45am and by 6.00am we were standing in the drizzling rain, in the dark, beside a fire-pit, in our local town of Sunbury, Victoria as a growing crowd gathered to commemorate the 101st Anzac Day.

Coach The Mindset

The Pipeline

By Tibor Shanto. A common question I am often asked about sales is what are the characteristics or attributes of successful salespeople. The potential list of responses is as varied as the number of sellers and potential buyers. Some of these can be learned practiced and mastered; others are less defined, but the best, those worth prioritizing and committing to, are those within your control, where you can proactively and consciously change.

Every Purchase is a Compromise

The Sales Heretic

Every salesperson wishes they sold the perfect product or service. And some salespeople believe they sell the perfect one. But “perfect” doesn’t exist. Because the reality is that every purchase we make is a compromise.

How to Commit to Your Sales Success

Score More Sales

Our colleague Dave Kurlan over at Objective Management Group, a sales candidate assessment and evaluation company made news some years ago with a survey (based on evaluations of over 1 million salespeople over the last 25 years) showing that three out of four sales reps aren’t effective in their jobs. Sales Skills accountability sales strategy

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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.

The Shocking Secret to Make Asking for Referrals Easier

No More Cold Calling

Describe your ideal client. Does everyone know your ideal client profile? That’s the question I asked more than 500 sales pros. Only 25.31 percent answered yes.

What Salespeople Can Learn from Josh McDaniels Gutsy Reversal

Understanding the Sales Force

If you follow American football even a little, then you were paying attention this week when the Philadelphia Eagles defeated the New England Patriots to win Super Bowl VII.

Is this the REAL Reason for Increasing ‘Pipeline Under-Performance?’

Bernadette McClelland

There are a plethora of reasons surrounding the fact that 50% of sales quotas are not being met.

Why Are You Not Using the Telephone to Sell?

The Sales Hunter

A few weeks ago, I was sitting in an airport (no surprise!) waiting to board my flight, when an inbound inquiry from my website appeared from a person looking to see if I might be the right person for their sales kick-off meeting. The person said I could email them back when it was convenient, […]. Blog Professional Selling Skills Prospecting phone prospecting sales skills selling telephone skills

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.

Are They Really a Prospect or Are You Just Wasting Time?

The Sales Heretic

As a salesperson, business owner, or professional, you only have so much time. And if you want to maximize your sales, you can’t afford to waste that precious time with people who are never going to buy from you.

How to Turn Super Bowl Conversations into Leadership Opportunities

Score More Sales

Of course, the Super Bowl is “The Big Game” for football fans, but it could also be a big game for you. Just talking about the game could lead to big (or bigger) opportunities if you position yourself appropriately – not just as a fan, but as a leader. sales leadership

Leadership Behaviors Are the New Selling Skills

Connect2Sell

Maybe you’ve felt this way as a sales professional. Stereotypical selling skills take away from the joy of selling in a way that helps other people. Or maybe you’ve mastered traditional selling skills, but something is still missing. Our research with buyers and stories from sellers will show you how to use leadership behaviors to enhance your selling skills. selling skills B2B buyer research SSSL