July, 2017

How To Walk The High-Wire Of Modern Day Selling, Experience Real Success and Create History

Bernadette McClelland

When does success not mean success? Ask any group of people or any individual to put their hand up if they want to be successful and you will hear it accompanied with a resounding ‘Hell, Yeah’.

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17 Sales Tips from Influence ‘17

The Sales Heretic

As a professional keynote speaker and sales trainer, I am—naturally—a member of the National Speakers Association. So of course I was in Orlando last week for NSA’s annual convention, known as Influence 2017.

30 Interesting Non-Selling Subjects to Make You Better at Selling

Understanding the Sales Force

I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused.

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The Key for Sales Ops in Driving Change

Sales Benchmark Index

Article Sales Strategy change drive change expert panel key to drive change sales operations sales ops transformation vp of sales operations vp of sales ops

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

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A 10-Step Plan for Global Account-Based Sales Development

DiscoverOrg Sales

If you have one or more global accounts—large companies with a global footprint—it’s important to approach them globally – but this is a tall order for a busy sales department, especially among newer companies where any account-based approach has a learning curve. As described in my new book, Whale Hunting with Global Accounts , global account-based sales development (ABSD) requires a smart, comprehensive development plan. Here’s how to get started.

12 Reasons They Didn't Like You Enough to Buy From You

Understanding the Sales Force

Image Copyright iStock. Everyone has had this happen.probably more than once. You worked hard and smart, thought you did a great job, expected to win the business, but didn't. Later, you learned that the prospect "Didn't really like your style.".

Quarterly Business Review: How Effective CEOs Do it Right

Sales Benchmark Index

Article Corporate Strategy CEO preparation CEO QBR how to prepare prepare for QBR QBR Quarterly Business Review

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Proactive Prospecting Summer – Part 1

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Many in sales look at summer as a time where they can slow down a bit, reflecting what they believe to be the pace of things around them.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

Your Comfort Zone and Your Success

Inside Sales Training

“Everything you want in the world is just right outside. your comfort zone. Everything you could possibly want!”. Jennifer Aniston, actress.

In Sales, the Problem with the Word "Help"

Increase Sales

How many times in the course of a sales day, do you read or hear “I help…?” ” In reviewing visitors to my LinkedIn profile , I can say over 50% of the headlines use this common verb of help. The problem with this word is it does not differentiate you or your business from all the other people and businesses helping other people and businesses. With the very crowded marketplace and where 97.7%

Do Generational Differences Matter in Account Based Sales?

No More Cold Calling

Stop fretting about Millennials and embrace your inner Perennial. Remember when your parents told you to turn down that loud, obnoxious music? Actually, they yelled, because otherwise you wouldn’t have heard them. They griped about “kids today” and wondered what this next generation was coming to.

What We Can Learn from the Latest Data on Sales Motivation

Understanding the Sales Force

Image Copyright iStock. Dave Kurlan sales motivation sales performance sales excellence altruistic motivation

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Will You Win in Head to Head Competition?

Sales Benchmark Index

Article Corporate Strategy b2b sales competition head to head competition strategic alignment

Lie To Me Like Everyone Else Does

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Revenue, finding it, winning it keeping it, is more than sales, and certainly more than just one says. Winning growing and retaining clients (the source of revenue), may be centered around sales, but involves other key groups.

How to Handle the Objection, “We’re all set”

Inside Sales Training

Let’s face it — prospecting by phone is hard. It doesn’t matter if you’ve done your social media homework on LinkedIn and found a distant cousin in Utah, if you’re making, fill in the blank here (“unexpected calls”, “prospecting calls”, “discovery calls”, “cold calls”, etc.),

To Increase Sales Is Both a Want and a Need

Increase Sales

Desires are strong emotions. The want to increase sales is a desire. Additionally, needs can be emotional as well as logical. I need to increase sales because my job supports myself, my family, pays my rent or mortgage, etc.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

How Digital Dependence Derails Account Based Selling Teams

No More Cold Calling

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. I was wrong. Today, they’re even more important—and more powerful—than they were back then. Too many account based selling teams over-rely on technology to reach their prospects.

Crucial Selling Take Aways from the 2017 Home Run Derby Lead to Sales Greatness

Understanding the Sales Force

Did you watch the Home Run Derby on Monday night? I've never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched. Wow, what a show!

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Why Most Sales Forecasts Are Inaccurate

Sales Benchmark Index

Article Corporate Strategy Sales Strategy accurate forecast forecast forecast miss forecasting missed revenue sales forecast

Call Camp – 1:00 PM ET

The Pipeline

Today is the day, I’ll revealing the #1 sales faux-pas that kills deals in Call Camp. Trust me, every rep needs to know this. During this live coaching session , I’ll be breaking down real sales calls, and providing best practices like: How to ask effective discovery questions.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

How to Handle: “We’re happy with who we’re using…”

Inside Sales Training

First of all, I’d like to thank all of you for making my new book release a HUGE success on Amazon! Power Phone Scripts is the #1 New Release in the Retail Industry! If you haven’t had a chance to get your copy, then simply click on the book link at the bottom of this email.

In Sales and Marketing Feelings Count More than Logic

Increase Sales

Sales and marketing research can be interesting and provide some insight as what not to do. The CMO Council and Dow Jones surveyed over 2,000 consumers from North America and the United Kingdom which revealed the importance of feelings in sales and marketing messages.

CRM’s Big Blind Spot: Measuring Sales Managers

Sales and Marketing

Author: Jason Jordan Question: Why does senior leadership buy CRM? For most organizations, the answer is to gain visibility into the activities of individual sales reps. There’s nothing wrong or nefarious about this strategy. In fact, we agree with it.

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5 Direct Sales Activities that Lead to Sales Success? An Update

Anthony Cole Training

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From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)

Attributing Revenue to Non-Digital Interactions

Sales Benchmark Index

“Everything should be made as simple as possible, but not simpler.” Albert Einstein’s famous aphorism originally applied to scientific principles but it’s valuable in many walks of life. For example, as a B2B marketer you want to track revenue attribution.

Inaction Risk

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Risk is a big factor in sales, and there are many ways to manage, mitigate and manoeuvre risk. One can argue the biggest risk for both buyers and sellers is unforeseen risk, by any involved in the journey.

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How to Overcome the Top Three Objections in Sales

Inside Sales Training

There is a secret that every top selling professional knows and leverages. It’s what enables them to consistently out perform all other struggling sales reps in their company and in their industry.

How to Increase Sales with this Question

Increase Sales

Most sales people want to increase sales. This is why open ended questions are so popular. Yet there is a question framework that when executed flawlessly can accomplish this professional and organizational goal. Homework Required. However before asking this specific question, the salesperson must do his or her homework. Knowledge about the sales lead and the organization is essential. Possibly this is why more than three contacts are necessary to convert the sales lead into a customer.

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How Video Learning Is Transforming Skill Mastery in Sales

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.