The Sales Heretic
AUGUST 30, 2016
Salespeople–along with professionals, business owners, and others who have to sell as part of their jobs–are always looking for magic words. Words and phrases that will quickly capture a prospect’s interest, easily overcome objections, and effortlessly close the deal. So in that spirit, I want to share with you what I have discovered—after much painstaking [.].
DiscoverOrg Sales
AUGUST 19, 2016
Five years ago, I was asked to lead a recruiting department for the first time ever – and to double the size of the company within 6 months! Since I didn’t know any better, I figured that I might as well build the recruiting engine in the same fashion that I built a marketing engine, and it turned out the approach worked. Applying just a few of the techniques learned as a marketer made our recruiting engine 10x more productive and successful – and we hit our goals a month ahead of sc
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Bernadette McClelland
AUGUST 13, 2016
Sharing why the concept of Conscious Selling is so important for business growth moving forward is what led me to deliver my keynote, ‘Conscious Selling’ in London last week in The Top Sales World auditorium at the Sales Innovation Expo. . Part of my journey was via Belfast. A city, in order to rebrand and market itself after the chaotic ‘Troubles’, created a new spirit, a consciousness around a part of history to which the world has been for decades, emotionally connect
The Pipeline
AUGUST 29, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . If you read this blog regularly (and why wouldn’t you), you know that I put a lot of emphasis on understanding and selling to a prospect’s Objectives, a much better area of focus than pains or needs. One of the positive elements of Objectives is that they are generally long term, and they continuously evolve.
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Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Understanding the Sales Force
AUGUST 31, 2016
Image Copyright: kchung / 123RF Stock Photo. Millennials are more independent, more spoiled, have a shorter attention span, tend to be more into their technology than into people, don't like working traditional hours, and don't enjoy working in traditional ways. That said, would you expect them to be better or worse suited for selling than the generations who came before them?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Steven Rosen
AUGUST 9, 2016
Many companies are going through their annual planning process. As the business unit head, you and your team have put in hundreds of hours building your marketing plans , analyzing trends, developing key tactics and building and revising slide decks. The team responds and builds a bottom-up forecast and a tactic by tactic business plan. You have dry run after dry run.
SBI Growth
AUGUST 30, 2016
Are your functional strategies in strategic alignment? Your strategy must be practical, yet also aligned across the business in order to hit your revenue growth goals. Yet, a staggering 91% of companies are still lacking this necessary alignment. Watch as.
Bernadette McClelland
AUGUST 23, 2016
I don’t shop at Hugo Boss. But my 22 year old son, who has just landed his first B2B account management role, as of this weekend, now does! Still happy to take Mum with him, we stroll through one of the major department stores to check out their choice of suits. We have no idea what we are looking for, just that there are price tags of $600 for very average looking suits and shop assistants too busy putting on lipstick to help us.
Score More Sales
AUGUST 29, 2016
The year 2002 seems like such a long time ago, yet with memories etched in my brain forever it seems like yesterday. In 2001 we were all rocked by 9/11 – a horrific time in Boston that I’ll never forget. A month and a half later, I left my corporate job as Director of Education for a SaaS company and did contract work until launching Score More Sales in early 2002.
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Mr. Inside Sales
AUGUST 31, 2016
When voice mail first came out, it was the hottest thing in business. Everyone anxiously checked and even responded to their voice mail no matter who was calling. It was a beautiful thing…. After a while though, prospects stopped returning voice mail and turned their attention to email. And then that pretty much dried up, too. Today, sales reps are asking if it’s even worth it to leave a voice mail, and I’m here to tell you that you CAN get effective results from voice mails IF you follow a few
Sales and Marketing Management
AUGUST 4, 2016
Issue Date: 2016-08-05. Author: Blair Symes, Director of Content Marketing, DialogTech. Teaser: Thanks to smartphones and click-to-call, consumers are responding to search, social, display and other digital ads and campaigns by calling businesses by the billions. These calls, while often the most lucrative type of conversion, are also the most difficult for marketers to measure and optimize.
The Sales Hunter
AUGUST 30, 2016
I am excited that my new book High-Profit Prospecting will be releasing soon, and I want to give you an excerpt to challenge you to pursue better prospecting methods. Your attitude is a vital factor in successful lead generation. Check out what I have to say in part of Chapter 3: We all know someone […].
MTD Sales Training
AUGUST 31, 2016
In days gone by, many companies used to rely on their USPs to carry them through. They touted their Unique Selling Points as their main competitive advantage and they proved to be very effective when prospects were searching for answers to their problems. As time has passed, however, the unique offerings companies had have been copied and surpassed by other companies, leaving those previous USPs in tatters.
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Bernadette McClelland
AUGUST 19, 2016
Do you ever break the rules of a game? I don’t mean cheat. I mean buck the system, or challenge the status quo, or rewrite your narrative? If you don’t, you might just be selling yourself short. Here’s why: Take a trip down history’s memory lane for a moment. Our civilisation has got to where it is today through evolution, and each stage has called for a new game with new rules – socially, economically and politically.
No More Cold Calling
AUGUST 29, 2016
Here’s what you might have missed from No More Cold Calling this month. Were you as amazed as I was at the will, focus, fortitude, and dedication of the 2016 Olympic athletes? What if we could apply those same traits to our sales careers? Take, for example, Michael Phelps, who’s won 23 gold medals for the U.S. This picture from the 200-meter butterfly semifinals says it all.
SBI Growth
AUGUST 28, 2016
Many sales executives have yet to receive their revenue growth goal for the new year. Despite this, many SVPs will maintain that they can achieve this unknown target. If your sales strategy can be summed up as “I’ll hit the number.
Sales and Marketing Management
AUGUST 28, 2016
Issue Date: 2016-08-29. Author: Jason Jordan and Michelle Vazzana. Teaser: A real-time view of sales force performance makes us feel in touch with the organization. And increased transparency to field-level activities gives us the satisfying sense that we are somehow in control of the sales force’s behaviors. However, visibility to an action does not equate to control over it.
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.
The Sales Hunter
AUGUST 30, 2016
I’m continually surprised at the number of salespeople who, when challenged, admit their prospecting process doesn’t work. What is even more concerning is the number of salespeople I encounter who readily admit they don’t even have a process! Excuse me, but did I miss something? How can anyone expect to be successful closing deals if […].
MTD Sales Training
AUGUST 26, 2016
I’ve just finished reading Jeff Gitomer’s book “Customer Satisfaction is Worthless, Customer Loyalty is Priceless” and I’d really recommend you get a copy if you’re in customer service. It offers some interesting insights into service and some great stories that resonate in many areas. It got me thinking as to why I’m loyal to some companies and not to others.
Bernadette McClelland
AUGUST 17, 2016
Book publishers , Wiley Australia, told me not to put the word ‘sales’ in the title of my latest book… ‘ covers with the word sales don’t sell well in Australia ‘ The speaker bureau said not to promote the word ‘sales’ in my keynote… ‘ no one will be interested if you mention sales ‘ The group responsible for the International Women In Sales program told me they were having difficulty in gathering interest in Australia because they said
Anthony Cole Training
AUGUST 26, 2016
A year ago tomorrow, I was released from University Hospital here in Cincinnati. Doctors Augsburger and Correa had performed radioactive plaque surgery on my right eye. The plaque stayed attached to my right eye for 5 days with a lead eye patch covering it. I was confined to a lead lined room. On the 25 th , they removed the plaque (disc), sutured the eye and then sent me home for recovery.
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?
SBI Growth
AUGUST 28, 2016
Every Sunday morning we will publish a photograph of an SBI’er “in action” which is meant to illustrate how much fun we have working with you. This project has one purpose: to celebrate you, our clients and followers. Companies, firms, and fads.
Sales and Marketing Management
AUGUST 18, 2016
Issue Date: 2016-08-19. Author: Michael Harris. Teaser: When customers don’t fully understand their problem, salespeople will not be able to confirm value with generic questions, because there is no value to confirm. With Insight-Based Directed Questions, salespeople are able to illuminate the problems and costs of not having their unique capability.
The Sales Hunter
AUGUST 14, 2016
How you use your time is absolutely vital to your success. That being the case, are you using your time to its fullest? Are you busy doing the most productive activity you could do? Or are you busy doing stuff that other people could be doing? Challenge everything you are doing. Check out this video […].
The Pipeline
AUGUST 25, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Most sales people are good at telling you what they sell, not necessarily communicating how the customer will be ahead as a result, but they are good at telling. Regularly scheduled role play in team meeting will usually help you get ahead of that. While this will help with the delivery and to ensure that they are delivering the message, it does not ensure the message is right.
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Bernadette McClelland
AUGUST 16, 2016
So, imagine this! You decide to study and undertake a Diploma. And that Diploma is in coaching – executive coaching, small business coaching, sales coaching and peak performance coaching – like the athletes do! You are someone who walks your talk – so by becoming a coach, it makes sense that you, too, get a coach. After all, you can’t learn to swim by reading a book.
Anthony Cole Training
AUGUST 24, 2016
Growing sales depends on the ability to know the answers to the right questions. Often companies make a decision to invest in their people in order to improve performance. Sometimes the investment pays off: other times, not so much.
SBI Growth
AUGUST 27, 2016
Content marketing is a key piece to any marketing strategy. And as such, there is a large amount of advice out there on how to best create your content marketing strategy. Which should you listen to, and which should you.
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