No More Cold Calling

JANUARY 21, 2016

Do your sales reps really prospect based on fairy tales? A long time ago, in a galaxy far, far away … Well, you know the ending to that famous story. You also know it’s just a myth, a fable, a legend. It’s entertaining, but not real. Fictional stories belong in books, movies, or in the theatre—not in real life. Yet, many sales reps buy into the mythical statistics and ridiculous promises floating around the Internet about how to drive sales leads in the digital age.

Lead Rank 237

Lead Rank Lead Scoring Buyer Marketing Qualified Lead 237

Understanding the Sales Force

JANUARY 19, 2016

Now that we are nearly 3 weeks into the new year, have you changed anything with regard to goals, strategies or plans? How about targets? A few small tweaks to your targets can have a huge impact on revenue! Targets are obvious but at the same time, misunderstood. Of course I have the usual baseball analogy, which I'll skip along with the target analogies for Golf, Basketball, Soccer, Football and Hockey.

Sales Cycle 188

Sales Cycle Revenue Course Sales 188

Bernadette McClelland

JANUARY 18, 2016

Hang on, am I supposed to be this super successful, sales guru/expert/ authority who knows what she wants in the world, is a beacon of hope for salespeople and sales leaders and puts on a mask to show that she […]. The post Will You Ruffle Some Feathers or Spread Your Wings? appeared first on Bernadette McClelland.

Sales 220

Sales Sales Leadership 220

MTD Sales Training

JANUARY 20, 2016

Most good sales managers recognise the need to develop their sales teams and these managers often see the rewards that come from training their staff to build skills and attitudes. Oftentimes, though, the changes and improvements are short-lived and the return to the ambient levels of performance shows that the investment hasn’t been as worthwhile as originally thought.

Training 145

Training Course Coaching Up-Sell 145

Advertiser: ZoomInfo

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Sales Cycle

Steven Rosen

JANUARY 12, 2016

By: William Arruda. Originally Posted: Forbes.com Dec. 4, 2014. Why You Need To Hire A Coach In 2016. Do you have a coach? If not, you could be limiting your career success. That’s because coaches help you identify and focus on what’s important, which accelerates your success. According to coaches.com, good coaches: Create a safe environment in which people see themselves more clearly; Identify gaps between where the client is and where the client needs or wants to be.

Hiring 136

Hiring Coaching Lead Rank Sports 136

DiscoverOrg Sales

JANUARY 29, 2016

Have you ever walked into the office on a Monday morning and just felt the palpable lack of energy? The phones are eerily quiet, your team members are glued to their computer screens, and you quickly predict that quotas won’t be met today. As an IT staffing firm, you depend pretty heavily on how motivated your salespeople are. Their selling powers rely on their energy, enthusiasm, and attitude in every conversation with every prospective client.

Motivation 129

Motivation Incentives Incentive Commission 129

No More Cold Calling

JANUARY 29, 2016

Does your team spend enough time with your customers? It’s always about time, isn’t it? We have a choice how we spend it. We can waste hours immersed in social media, sending emails, and surfing the web. Sounds like fun, but it’s not the way to excel in sales. Most of the time, it’s a waste of time and has nothing to do with engaging our prospects and customers.

Social Media 195

Social Media Cold Calling Referrals Networking 195

Bernadette McClelland

JANUARY 18, 2016

Hang on, am I supposed to be this super successful, sales guru/expert/ authority who knows what she wants in the world, is a beacon of hope for salespeople and sales leaders and puts on a mask to show that she […]. The post I Forgot To Be Who I Was Supposed To Be appeared first on Bernadette McClelland.

Sales 163

Sales Sales Leadership 163

MTD Sales Training

JANUARY 29, 2016

One of my sales trainers had an interesting discussion with a sales team recently, where the team were seeking advice on how they could make their sales records less over-whelming. No-one had ever given them recommendations on how to make notes. The question has rarely come up, but it’s worth asking. Should you make notes on everything that has been covered in the meeting?

Call-back 120

Call-back Meeting Sales Training 120

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Sales

Understanding the Sales Force

JANUARY 25, 2016

When coaching, most sales managers change the words their salespeople use. "That's not how I would say it - try this instead!" While there are a couple of key moments in the sales process where the words do actually matter, for 98% of the sales process, it's about listening and asking appropriate questions, following the process, achieving key milestones, following the company's general strategy and using appropriate sales tactics.

Coaching 171

Coaching Sales Process Examples Sales 171

Sales and Marketing Management

JANUARY 29, 2016

Issue Date: 2016-01-29. Author: Sarah Clark. Teaser: The volume of customer data that wearable tech can arm you with is wonderful, but only if you’re willing to take it to the next level and actually use what it’s trying to tell you. Before you decide that a wearable marketing strategy is right for your B2B efforts, there are some key questions you need to ask yourself.

Strategy 146

Strategy Marketing B2B Data 146

The Pipeline

JANUARY 25, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . Start of the year is when you see a lot of policy changes, changes in fees, service levels etc. Done right this could actually help sales people and drive revenues, yes even price increases. Done wrong, it just leaves a bad flavour in people’s mouth and minds. Having had to face new fees and policies, I have come to observe that there is a missing element in how sales people, and I would argue all who interface with clients in any way, dea

Policies 177

Policies Face-to-face Margin Objections 177

DiscoverOrg Sales

JANUARY 22, 2016

Chief Information Security Officers (CISOs) are charged with more responsibility than ever before: Maintaining the enterprise vision, while ensuring technology assets are protected. In CISOs Identify the Biggest Security Challenges as They Enter 2016 , Security Current sheds light on the top-of-mind issues affecting CISOs today. IT security vendors are wise to recognize and capitalize on emerging trends: The Risks for CISOs.

Decision Maker 120

Decision Maker Banking Telecommunications Insurance 120

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Bernadette McClelland

JANUARY 5, 2016

I’m 36,000 feet in the air as I write this and have just come off the back of a two day program on how to ‘Think Like a Customer’. It’s a Friday night, I’m tired and just want to kick […]. The post Like a Virgin! WOW’d for the very first time… appeared first on Bernadette McClelland.

Customer 150

Customer Customer Service How To 150

MTD Sales Training

JANUARY 27, 2016

Do you get tired of phoning clients and, instead of getting through, get their voicemail? Yes, it can be frustrating, can’t it? And when you have dozens of them in your weekly call cycle, it can be demoralising and make you wonder if it’s all worth it. So what should you do when you get through to voicemail? To leave a message or not; that is the question.

Decision Maker 120

Decision Maker Prospecting Guidelines Call-back 120

Mr. Inside Sales

JANUARY 18, 2016

How many times have you seen a commercial (either a TV ad, a public billboard, ad in a magazine, etc.) for Coke-a-Cola? Perhaps I should say how many times a DAY do you see one? Now you’d think that people already know about Coke-a-Cola, but did you know that Coke still spends billions of dollars a year on advertisements? Why do you think that is? It’s the same reason that infomercials run over and over and over again.

Objections 121

Objections Face-to-face Closing Advertising 121

Sales and Marketing Management

JANUARY 27, 2016

Issue Date: 2016-01-27. Author: Charles D. Brennan, Jr. Teaser: Selling someone a product or service is all about aligning with their habits and knowledge -- to use a technical term, aligning wi th their schema. If a salesperson is asking the same boring questions and giving the same boring presentation, the possibility of the customer’s schema being altered or changed is remote.

Customer 163

Customer 163

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 Pipeline

JANUARY 21, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . One piece of advice many pundits, especially motivational types, offer up to sales people, noticeably more this time of year than towards the end, when they change their tune, is “Don’t give up”, or the right wing version, “Never give up.” Often giving example of people who persevered against all odds and finally delivered an invention that now stands the test of time.

Quota 163

Quota Energy Up-Sell Exact 163

No More Cold Calling

JANUARY 14, 2016

Are your sales reps clueless about how social selling really works? Sales reps abuse social media to the extent that I typically delete more LinkedIn invitations than I accept. They invite person after person to connect using the same old standard invitation , and then immediately blast sales pitches to anyone who accepts. This bad behavior is not entirely the reps’ fault.

Social Media 183

Social Media Media Sales Qualified Lead Lead Rank 183

Bernadette McClelland

JANUARY 2, 2016

Our son, just this week, embarked on a trip of a lifetime. HIS trip! Not mine, nor his Dad’s. And as parents, we needed to be very careful we didn’t overlay our beliefs in a way that told him what […]. The post Here’s To Course Corrections and Some Drinking Money appeared first on Bernadette McClelland.

Course 212

Course 212

MTD Sales Training

JANUARY 18, 2016

I’m often asked by salespeople and sales managers about how they can develop their skills on a regular and consistent basis, and the obvious answer is to learn from experts and people who have been there and done that’. But it’s easier said than done. A quick search on Amazon shows over 300,000 books just on the subject of sales. When you widen your search to include CDs, DVDs, videos and the like, the number climbs to over 1.6 million.

Guarantee 120

Guarantee Trends Up-Sell Influencer 120

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

Mr. Inside Sales

JANUARY 14, 2016

If you sell B2C (or even B2B) and you get the “I have to convince my wife,” stall, how do you handle it? If you’re like many of the sales reps I’ve been listening to lately, the answer is: Not very well. So let’s start at the beginning. The first thing you need to do with this stall/objection is to isolate it. You begin by qualifying that the prospect you are speaking to is sold on your solution regardless of that the wife would say.

How To 125

How To Decision Maker B2C Objections 125

Sales and Marketing Management

JANUARY 25, 2016

Issue Date: 2016-01-25. Author: Stephanie Chung. Teaser: When creating a strategic plan that aims to increase profitability, it must engage employees and align with your organization's mission and objectives. Here are three tips for creating a strategic plan that engages your employees. When creating a strategic plan that aims to increase profitability, it must engage employees and align with your organization's mission and objectives.

How To 156

How To Objections 156

The Pipeline

JANUARY 18, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . With the election cycle in full swing in the USA, many (some) are reflecting on what their point of view is on key aspects of life to be impacted by the outcome of the election. This includes things like economic viewpoint, free market or centrally controlled economy; global viewpoint vs. protectionist, and more.

Hiring 175

Hiring Objections Sales Methodology Segment 175

Steven Rosen

JANUARY 12, 2016

By: William Arruda. Originally Posted: Forbes.com Dec. 4, 2014. Why You Need To Hire A Coach In 2016. Do you have a coach? If not, you could be limiting your career success. That’s because coaches help you identify and focus on what’s important, which accelerates your success. According to coaches.com, good coaches: Create a safe environment in which people see themselves more clearly; Identify gaps between where the client is and where the client needs or wants to be.

Hiring 120

Hiring Coaching Lead Rank Sports 120

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Account Based Marketing

Understanding the Sales Force

JANUARY 13, 2016

When our son was just beginning to speak and we did something that he really enjoyed, he would say, "Again! Again!". Two years ago, I wrote about a sales selection experiment with a group of college kids and the results were so much fun to read that when they repeated the exercise this year, my first reaction was, "Again!" I think you're going to really enjoy the conclusions from this year's class!

Exercises 139

Exercises Groups Sales Objections 139

MTD Sales Training

JANUARY 14, 2016

“But I sell a great product Sean, why won’t they buy?” It’s a question I get asked a lot! Many salespeople think that just having a great product is good enough – that it will sell itself but in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 178

Prospecting How To Buyer 178

Mr. Inside Sales

JANUARY 8, 2016

I receive emails from my readers all the time asking me how to handle various objections and resistance statements. A common request I get is how to handle the initial resistance statement “We are all set.” A variation of this is anything along the lines of: “We are O.K. with our present system”. OR. “We’ve already got a company that handles that”. OR.

Decision Maker 121

Decision Maker Vendor Objections Call-back 121