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.

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.

Three Ways to Handle the Price is Too High Objection

Mr. Inside Sales

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

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.

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.

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.

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.

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

Measure Change in Sales Effectiveness without Numbers and Metrics

Understanding the Sales Force

We want to get better at selling and as sales leaders we want our salespeople to improve. We need them to improve. We hope that training and coaching and sales ennoblement tools will get us there.

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

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.

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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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

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

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.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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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Glue - The Missing Element That Makes Every Sales Training Initiative Successful

Understanding the Sales Force

I still conduct a limited amount of training with some of my personal clients. We work with companies in more than 200 industries, from startups to multi-billion dollar corporations, that call on every possible vertical and decision maker, in nearly every geography across the globe.

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.

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

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.

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.

Elevate Sales Ops from Tactical Grunt to Strategic Partner

Sales Benchmark Index

Territory misalignment is one of the leading causes for missing your number. As the Sales Operations leader, your mission is to improve the efficiency of the sales team. Within that charter, along with a lot of other responsibilities, comes territory.

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

Can Sales Statistics be Bad and Good at the Same Time?

Understanding the Sales Force

I received two pieces of bad news about some horrible statistics. The first is about my award-winning Blog. It seems that readers stay with an article for an average of only one-minute or so.

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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.

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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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.

When is the Right Time to Deploy CSMs?

Sales Benchmark Index

In our customer success engagements, the timing of when to introduce the Customer Success Manager (CSM) is one of the most common questions. You only get one chance to make a first impression. Early engagement of Customer Success professionals accelerates.

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.

Why Motivation Isn’t Enough

Mr. Inside Sales

As the next week rolled around, I was very motivated to meet with my boss and find out what the missing ingredient to performance was. I had spent a few weeks identifying all the things I could do – that I had the ability and potential to do – if I choose to.

5 Things Sales Managers Should Never Say To A Salesperson

MTD Sales Training

No matter how long you’ve been associated with sales, you’ll never know it all. We’ve worked with sales managers and directors who have been involved in sales all their working lives, sometimes over 40 years, and the evidence of bad leadership exists in the wastelands of their past, through poor motivational techniques, overload of their teams and a determination to prove no-one is as good as they are.

How to Leverage Competitive Intelligence to Win Deals

DiscoverOrg Sales

Knowing the technology stack of your prospect is an important piece of marketing and sales intelligence. In fact, the tech stack isn’t just part of competitive intelligence – it’s the critical heart. In order to target the right prospects with relevant talking points, this information is key.