April, 2016

Like a Virgin! WOW’d for the very first time…

Bernadette McClelland

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 back for a couple of hours and unwind with a glass of wine and read.

Darwin Comes To Sales – Hunt or Perish

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . While people may debate the exact quote or misquote from Darwin, the core concept stands, survival is more likely a question of a species’ ability to adapt than anything else.

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5 Ways to Connect With People To Have Greater Influence

Steven Rosen

The art of influencing people and getting them to understand and agree with your way of thinking can be a powerful tool in business. But to become a true influence on people, you need first to create a special connection with them – a deep level of rapport.

3 Ways Selling is Helping

Score More Sales

Years ago sales owned the conversation. If you were a buyer you got in line to find someone to help you learn enough about a new product or service on the market so you could make a “sound” decision – especially if it was a business transaction where it is businesses selling to other businesses.

Buyer 209

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.

6 Ways to Separate Yourself from Your Competition

The Sales Hunter

What makes you different from your competitor? Why should a potential customer give you the time of day when they already have too much on their plate? There’s a reason why customers don’t see value in salespeople, because to be quite blunt, most salespeople don’t bring value.

More Trending

How Tension Trumps Pressure in a Sales Scenario

Bernadette McClelland

Ever read a book, wanted sex or turned up the music? In a novel or movie, there needs to be a central focus on emotional tension between the hero and the heroine that will keep you interested, keep you on the edge of your seat or have you personally invested. If it were all about the situations and facts and external story lines without the emotional tension, we would lose interest pretty quickly.

3 Things To Leave Out Of Your Prospecting Call

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca .

I like the drift of this new sales book

Sales 2.0

I read about an interesting new sales book today, Beyond The Sales Process. One of the authors, Dave Stein , is well known to me and has a long reputation of putting together quality sales content and research.

3 Lessons I Learned at the AA-ISP Leadership Conference

Score More Sales

A week ago the American Association for Inside Sales Professionals ( AA-ISP ) had their annual Leadership Summit in Chicago. I’ve been to the last 4 and wanted to share some thoughts about what you missed if you were not able to go.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

5 Questions to Qualify a Prospect Faster

The Sales Hunter

Few things can take up as much time as spending time with a prospect that turns out to not be a prospect. Every time I speak, someone comes up to me afterward and shares with me their frustration with qualifying a prospect.

Lead Generation … Here We Go Again

No More Cold Calling

Top Sales World CEO Jonathan Farrington discusses lead generation and other sales challenges in this month’s guest post. “Generating qualified leads is the biggest challenge for my sales team.” ” That’s what I hear from every sales leader.

Will You Ruffle Some Feathers or Spread Your Wings?

Bernadette McClelland

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 has it all covered? I might have toyed with the idea a long time ago, but soon realised it was going to be exhausting and serve no one, especially me. So when you read my words, hear me speak, experience my coaching or sit opposite from me when I sell – what you see is what you get!

Achieving Prospecting Success by Segmentation – 3

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Thus far in this series we have looked at two prospects segments that are popular among sellers, mostly because they are likely the easier of the three.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Social proximity account plan

Sales 2.0

A great point highlighted on the Linkedin Sales Blog yesterday. I hope to be saying more about this soon. I’ve used this approach for some of my own startup gigs. It works.

9 Tips for Success in Building Your Personal Brand as a Seller or Sales Leader

Score More Sales

Last night I spoke to a great group in Boston - the Enterprise Sales Meetup and talked about building your brand as a seller. Below are my 9 tips for success.

Prospecting Has Changed, But Have You?

The Sales Hunter

News flash. Social media is nothing more than the telephone. It’s simply a way to make contact — nothing more, nothing else. A few years ago, people were touting the benefits of social media and how the more aggressively you used it with regard to posting content, the more successful you’d be.

Your Most Burning Referral Questions Immediately Answered

No More Cold Calling

Who should you ask for referrals to drive lead generation? “You can ask for referrals from anyone you meet, and it’s often easier to get referrals from new contacts than from existing clients.” ” Never!

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Who is Your Superstar?

Anthony Cole Training

Kobe Bryant will be retired from NBA basketball when the final buzzer sounds in tonight’s game against the Utah Jazz. If you are not a basketball fan or sports fan, this may mean nothing to you.

Sports 179

They’re Not Interested – What Now?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . No one likes objections, the number one reason for sales people hating cold calling is the cold reality of the objections. I get it, but when you think about it there are probably five common objections you will face in telephone prospecting.

Time management is everything in sales

Sales 2.0

In the end the limit to your sales success will be time. If you had an infinite amount of time, you would make an infinite amount of sales. But you don’t. Here’s a useful post from Hubspot on some ways not to spend your day. 12 Bad Habits That Make You Less Productive. Biting your nails.

Must Have Sales Tool OWLER

Score More Sales

Do you have all the sales tools you need to grow better and sustainable revenues? You are not alone. But what tools to add? It is very confusing in the tech tools space where there are thousands of options to choose from.

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Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

5 Traits of the Prospecting Expert

The Sales Hunter

While doing research for my next book coming out this fall (High-Profit Prospecting by AMACOM Press), I dug deep into why some salespeople are far more successful than others.

Look Who’s ‘Carrying a Bag’

Sales and Marketing Management

Issue Date: 2016-03-01. Author: Paul Nolan. Teaser: Women possess many innate skills that are a good fit for today's B2B sales environment, and studies show as a group they outperform their male counterparts in a number of important metrics.

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What You Won’t Learn From Books About Sales

DiscoverOrg Sales

Yes, I am aware a lot of you have spent dozens of dollars – maybe even hundreds – on sales books that intricately detail the savvy art of sales & persuasion. Honestly, they will only take you so far if you haven’t actually spent time talking with real-live prospects.

Achieving Prospecting Success by Segmentation – 1

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . As we start a new quarter, it makes sense to step back a second and think about how you are prospecting f. Few aspects of sales are one size fits all, which makes it a challenge for those who are looking for that one secret to success in sales.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

How to follow up on a download

Sales 2.0

Great post here by David Brock. I’ve actually wondered about the best messaging to follow up on an ebook download and David makes it very obvious how to do it. Do Your Sales People Understand The Objective Of Your Content? The other day, I downloaded an outstanding market research study.

Build Your Personal Brand as Seller or Sales Leader

Score More Sales

Years ago I learned in professional selling to always: •Sell yourself first. Sell your company second. Sell your product or service third. Sales Skills B2B

Executive Sales Leader Briefing: Do Leaders Think Big Enough?

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday.