Bernadette McClelland

JULY 1, 2013

'I keep on knocking but I can’t come in… If we consider for a moment a typical day in our life and we imagine that we have a door to our world that swings on its hinges. We let in what and who we want to let in and we turn away what and who we don’t want to let in when it suits us – we are too busy, too stressed, too pre-occupied, too frightened – mainly because it means we have to make some kind of a shift in what we are doing, thinking or being.

Influencer 330

Influencer B2B Coaching Buyer 330

SBI Growth

JULY 21, 2013

'The sales field is suffering. Customers are suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. CMO’s can help sales make the number in 2014.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

The Pipeline

JULY 17, 2013

'By Tibor Shanto – tibor.shanto@sellbetter.ca. Shorter sales cycles are one of those things that come up in many discussions with sales and corporate leaders. When I ask them what specific improvements they would like to see 18 to 24 months out, a shorter cycle is usually one. While I get it, there is more to the question than many have given serious and productive thought to.

Sales Cycle 316

Sales Cycle Pipeline Buyer Up-Sell 316

The Sales Heretic

JULY 18, 2013

'The right words can help us make the sale, while the wrong words can blow it for us. The challenge is, often what we think are the right words are actually the wrong words. Here are twelve words you’re probably using in your sales and marketing efforts which are—in reality—working against you: 1. “Quality” 2. [.].

Sales 316

Sales Marketing 316

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Sales Cycle

Score More Sales

JULY 11, 2013

'Looking back, I remember thinking that Ron had some sort of memory problem. He was my sales colleague. We both were account managers selling millions of dollars worth of technology to a major aircraft company. Between us, we sold more than $30M a year of items selling for $20 or $100 or $5000 each. Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Bernadette McClelland

JULY 29, 2013

'It’s 3AM…Are You Awake? You can’t sleep… so you grab your notebook and jot down that great idea. You’ve got an appointment in your diary and you’re champing at the bit to get there. You have this idea you’ve heard and you can’t wait to incorporate it into whatever you’re working on. You find yourself creatively daydreaming about how to make something even better.

Airlines 294

Airlines Campaigns Energy B2B 294

SBI Growth

JULY 14, 2013

'There’s no denying that in sales, talent is a key differentiator. The same goes for pro athletes. The majority of your “A” players are talented. They hold themselves accountable and have the competencies required for success. However, even the most talented will fail if they''re put in the wrong environment. Even the best NFL quarterbacks. Today’s post is about how Sales Ops can create conditions that enable success.

Territories 328

Territories Incentives Incentive Compensation 328

Jeffrey Gitomer

JULY 2, 2013

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Cold Calling 315

Cold Calling Loyalty Customer Service Customer 315

The Pipeline

JULY 12, 2013

'By Tibor Shanto – tibor.shanto@sellbetter.ca. Everyone is familiar with ROI – Return On Investment, sales people love to talk about, buyers (and their CFO’s), love to hear about it, and even more, love to achieve and validate a return on their investment. But much like solution selling, after the shine wore off a bit, buyers became more hip to ROI discussions, sellers abused the concept, stating high often unattainable numbers that represented the highest ROI achieved by one or a few buyers ra

ROI 306

ROI Objections Face-to-face Buyer 306

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Sales

The Sales Heretic

JULY 2, 2013

'You know you need to follow up with prospects in order to close sales. But you don’t want to call every other day asking, “Have you made a decision yet? Huh, have you?” So how can you make sure you stay in front of your prospects without coming across as a pest? Listen to my [.].

Follow-up 303

Follow-up How To Prospecting Strategy 303

Steven Rosen

JULY 29, 2013

'Great Sales Coaches Ask Effective Questions. Do you want to be told what to do? Do you want your boss to be a micro manager? Of course not. You want your boss to ask you what you think. Why are you constantly telling your sales people what to do? STOP telling and start asking. Great sales coaches ask effective questions. Effective questioning forces reps to come up with their own solutions and improve their performance.

Coaching 294

Coaching Sales Management eBook Sales Coaching 294

Bernadette McClelland

JULY 15, 2013

'Huh? How can focussing on the money not get you the money? If what you focus on is what you get then how can focussing on the money not get you money? Because when you focus on something much bigger than you, on what you do and what you will bring to the table of others, then the money will come and it will come in ways you never thought it would. This is all part of a healthy relationship we must all have around money.

Study 273

Study Revenue B2B Buyer 273

SBI Growth

JULY 30, 2013

'Changes in marketing organizations today are accelerating at a greater pace than ever before. This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. Are your marketing campaigns generating the desired return on marketing spend? How are you supporting the new “A” players in sales? How are you supporting social selling?

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

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Jeffrey Gitomer

JULY 8, 2013

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Sales 314

Sales Training Sales Management 314

The Pipeline

JULY 15, 2013

'By Tibor Shanto – tibor.shanto@sellbetter.ca. If you prospect regularly, a common push back you get from potential buyers is “it’s not a good time”, or “the timing is wrong”, or any variations on that theme. In some instances it makes sense, calling an accounting firm in the March April timeframe, or a school supply company in August; these are times those companies are busy executing, having made purchase decisions much earlier in the cycle.

Cold Calling 303

Cold Calling Objections Vendor Call-back 303

No More Cold Calling

JULY 11, 2013

'Establishing relationships is priority No. 1 for salespeople. After “retiring” from a long, invigorating career in sales, Bob Terson—founder of SellingFearlessly.com —now leverages his passion for helping others by sharing his wisdom with salespeople around the world. Seasoned sales professionals who give, give, give are a joy to meet. Bob reached out to me, offered to help anyway he could, and invited me to guest blog for him.

Call-back 286

Call-back Small Business Small Business Enterprise 286

MTD Sales Training

JULY 16, 2013

'As a sales manager, there are many responsibilities that you hold in terms of results as well as performance. You’re paid for the results you achieve; the more you achieve , the more successes. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales Management 274

Sales Management Sales How To 274

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

The Sales Heretic

JULY 25, 2013

'A lot of salespeople, professionals and business owners view conferences and conventions as a big waste of time. Attending such events takes them away from their day-to-day work, putting them further behind schedule than they already are. Others view conferences as an excuse to get away from work for a few days and party on [.].

Conference 273

Conference Strategy Prospecting Sales 273

SBI Growth

JULY 22, 2013

'Receiving the email or phone call from your boss is never pleasant. “All hiring is on hold until further notice. We are short of our bottom line number. The CEO wants to approve all hires until the beginning of next year. This means no hiring except in extreme circumstances. You have to make the rest of 2013 with the sales heads you have.” Now you must make the number with less than a full team.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Steven Rosen

JULY 8, 2013

'By: Steven Rosen. My colleague Nancy Bleeke has just launched a book that we all need – whether we are new to sales or not, whether we sell to business buyers or consumers. In Conversations That Sell , Nancy shares specific tips, techniques, and tools that you can immediately put to use to ensure your conversations drive sales, strengthen the relationship, and help you meet your quotas.

Closing 263

Closing Maximizer Energy Quota 263

The Pipeline

JULY 26, 2013

'The Pipeline Guest Post – Megan Totka. I think that a lot of us in the business world take sales for granted far more than our predecessors did. These days, it’s easy to assume that a product will sell itself, or that it will be easily marketed via free or cheap avenues like social media. Unfortunately, not all businesses and products will be able to take off this way.

Hiring 293

Hiring Small Business Small Business Social Media 293

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

Understanding the Sales Force

JULY 8, 2013

'Understanding the Sales Force by Dave Kurlan I have been teaching and writing for years that buyer-focused selling, a consultative approach to sales, is the best approach for differentiating, adding and being the value, maintaining and increasing margins and winning a larger percentage of opportunities. These days, I am just one of many who are spreading this message and even if we get through to only one leader at a time, we will eventually get most companies selling in a way that brings consi

Consultative Selling 259

Consultative Selling Margin Sports Sales Methodology 259

MTD Sales Training

JULY 24, 2013

'Many surveys have been carried out asking for business-buyers’ reactions to salespeople who approach their businesses. Many buyers are impressed by the level of knowledge that some salespeople. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Resources 261

Resources Consultative Selling Survey Buyer 261

No More Cold Calling

JULY 25, 2013

'Step away from your computer and meet face to face. Showing up counts! You show up on the Web , on the phone, and through video conferencing. But while technology tools can certainly drive business development, nothing beats sitting down with someone and talking face to face (that means in person). The Value of Face-to-Face. One of my clients (let’s call her Karen) invited two clients to lunch with the sole purpose of reconnecting and asking for referral introductions.

Outsourcing Services 257

Outsourcing Services Face-to-face Referrals Small Business 257

SBI Growth

JULY 23, 2013

'Sales Operations leaders have seen the power of Social Selling. The top of the funnel is filling with highly qualified prospects. Leads are being nurtured daily by reps through their LinkedIn updates and Twitter Feeds. Sales cycles that begin with an online referral are closing more rapidly. Your message is resonating with buyers earlier in their buying process.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

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Account Based Marketing

The Sales Hunter

JULY 30, 2013

'I would be a rich person if I was paid a dollar each time a salesperson told me they don’t enter most information into their CRM system because they have a good memory and can remember. You must use your CRM system to its full potential or you are robbing yourself and your company of more success. Salespeople say they can remember info for one simple reason — they’re lazy and don’t want to go through the work of recording the information.

CRM 261

CRM Cold Calling Customer Service Consultative Selling 261

The Pipeline

JULY 3, 2013

'By Tibor Shanto – tibor.shanto@sellbetter.ca. One of the big Canadian banks, we’ll call them the Green bank, has a current radio ad that I believe holds a great lesson for sales people. In the ad, a customer of a competing bank, is complaining to a competing bank manager that all he got for switching to the bank was a toaster, “I already have a toaster; and it doesn’t even toast bagels.

Banking 293

Banking Opportunity Objections Intent 293

Sales and Marketing Management

JULY 11, 2013

'Business professor Michael LeBoeuf famously stated, “A satisfied customer is the best business strategy of all.” This may sound simple, but any working professional knows that satisfying customers takes more than a great product; it takes a great relationship, which is admittedly a much more complicated task.

Customer 249

Customer Strategy 249