January, 2015

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The #1 Way A Salesperson Will Create Value

Bernadette McClelland

'Our ultimate outcome is to make change happen. Not just to move product and make our numbers, but something bigger. Henry Ford said it the best -‘ A business that makes nothing but money is a poor business’ And we […]. The post The #1 Way A Salesperson Will Create Value appeared first on Bernadette McClelland.

Strategy 257
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Who Should Make Commitments in the Sales Process?

Sales and Marketing Management

'Issue Date: 2015-01-30. Author: Bob Urichuck. Teaser: When salespeople are constantly delayed or rejected by their buyers, it becomes obvious that these buyers are in control of the sales process. Sales professionals who follow a proven sales process know how and when to engage the buyer into making commitments. This puts the salesperson in control of the sales process, allowing him or her to empower the buyer to buy.

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Salespeople are AWESOME

Score More Sales

'Yes, professional sellers, salespeople are awesome and amazing in many cases. Sales professionals are what make the business world go around. Have you ever heard the following statement: Nothing happens until somebody sells something. Lack of sales expertise, revenue generation strategies and actual sales efforts are what kills most new businesses.

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5 Must Have Sales Trends You SHOULD Be Monitoring

MTD Sales Training

'We are often asked by the media for our take on what is happening in the world of sales and what we think the future holds in that world. The question often is phrased in terms of what trends do we. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Trends 205
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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Are You A Relationship Manager?

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . While I don’t want to get into the discussion as to whether relationship selling is dead, limping or doing just fine, there some aspects of relationship selling that need to be rethought. Specifically the kind of sales managers that relationship sellers end up being. If you are a reader of this blog over the years you know that while I think relationships and the ability to foster and maintain relationships are very important traits of a succes

Loyalty 218

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The Personal Risk I Took That Didn’t Pay Off

Bernadette McClelland

'I took a risk and it didn’t pay off: I borrowed my dad’s car when I was 15, had one drink and reversed it into a pole the night before he was to sell it. I took a risk and […]. The post The Personal Risk I Took That Didn’t Pay Off appeared first on Bernadette McClelland.

Strategy 174
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What the Blizzard of 2015 Can Teach us about Sales Presentations

Understanding the Sales Force

'As most of you know, were absolutely clobbered by yesterday''s Blizzard of 2015 which gifted us with 34 inches of snow and even higher drifts. Wishing to be prepared, I went to Staples the day before the storm and purchased every last one of the small devices that recharge phones and tablets. That evening, I made sure that each was fully charged so that if we lost power, three of us could recharge our 7 combined devices and remain connected and productive.

Course 211
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Why Your Sales Team Isn't Performing as Expected (Pt.5) - Selling is WIT!

Anthony Cole Training

'Selling is WIT = Whatever It Takes! Successful selling is a WIT profession. I assure you that I am always working and speaking from a legal, ethical and moral standard. So, when I say WIT, I mean WIT within those boundaries. Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and call someone.

Hiring 120
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There’s More To Farming Accounts Than Repeat Business

MTD Sales Training

'Whenever salespeople think about prospecting, it often has two distinctly different reactions. For some it can be a challenge that they relish, looking forward to seeking out new opportunities and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Account 200
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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3 Reasons To Stand Up To Sell Better – Sales eXecution 283

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Not only is standing up healthy, especially for a profession that spends a lot of time on its ass, but there are some specific ways why selling on your feet will help you sell better. While Prospecting – Most people will prospect sitting behind a desk, some although less and less, will have the phone in one hand, and a pen in the other, or one hand on the keyboard.

Up-Sell 245
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How to Avoid the Trash Folder

No More Cold Calling

'If you’re sending mass emails to prospects you don’t know, don’t be surprised when you get deleted. Every day more than 20 unsolicited emails come into my Inbox. Most ask me to buy lists of Salesforce, Oracle, or Sage users. Then there’s the real junk—offers for burial insurance, introductions to Russian beauties, discounts on Viagra, and other nonsense.

Sage 237
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Ideas to Help Salespeople Extend Their Reach with Credibility

Bernadette McClelland

'So, here’s the thing, the magic pill, the yellow brick road you can confidently skip along if you really want to reach more people, stand out and be seen as a giver in a dollars driven world. It’s different, it’s […]. The post Ideas to Help Salespeople Extend Their Reach with Credibility appeared first on Bernadette McClelland.

Strategy 150
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Fix Your Mediocre Pipeline for Accurate Sales Forecasts

Understanding the Sales Force

'Most salespeople don''t pay too much attention to this. Even though we perform a pipeline analysis and restage the pipeline with every individual sales evaluation and comprehensive sales force evaluation we conduct, we typically discuss this exclusively at the executive level. So imagine my surprise when a salesperson sent along his lessons learned from a session on closing deals and included this.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Why Your Sales Team Isn't Performing As Expected (Pt.5) - WIT

Anthony Cole Training

'WIT = Whatever It Takes! Successful selling is a WIT profession. Now, before you get sideways, I want you to assume that I am always working and speaking from a legal, ethical and moral standard. So, when I say WIT, I mean WIT within those boundaries. Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and ca

Hiring 169
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Is A Sales Objection An Unanswered Question?

MTD Sales Training

'When we ask buyers what they look for in their suppliers, we often get a response along the lines of ‘we want someone we can trust and makes us look good in some way’. This is a fairly obvious. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Spreadsheets Don’t Predict the Future

Sales and Marketing Management

'Issue Date: 2015-01-26. Author: Travis Patterson. Teaser: Despite the vast amount of technology innovation that has occurred in the past two decades, sales teams have changed little about the way they use spreadsheets. To move today’s sales and revenue forecasting from spreadsheets to a data-driven, prescriptive objective,we need to apply data science to revenue data.

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Sales Management Book of the Month

Steven Rosen

'Slammed: For the First Time Sales Manager. I wanted to share a new eBook “ SLAMMED!! For first time sales managers ” by my friend and sales management guru Ken Thoreson. This is his 4 fourth in a series of books written under the banner “Your Sales Management Guru’s Guide To:”. I know that sales managers can use all the help they can get. With a lack of on boarding and training for new sales managers it is sink or swim.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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I THINK, Therefore I AM – Tomorrow’s Sales Leader!

Bernadette McClelland

'For most professional B2B salespeople, they would be familiar with the writings of Matt Dixon and Brent Adamson in the much acclaimed and totally relevant book, The Challenger Sale. If there was one book in which I have gone crazy […]. The post I THINK, Therefore I AM – Tomorrow’s Sales Leader! appeared first on Bernadette McClelland.

B2B 150
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Did You Lose a Deal You Had Already Closed? This is Why!

Understanding the Sales Force

'You closed a nice deal, you shared the news with everyone else at the office, you entered it into your CRM, you provided the information to get the deal invoiced, you went home and calculated your commission and before you could collect the money, it got taken away. Ouch! This story should explain exactly what actually happens nearly every time you take business away from another company.

Closing 200
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Why Are You Still Doing Pipeline Reviews?

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Why? While this long entrenched ritual has some utility, it more often than not ends up being a painful and torturous waste of time. Reps are rarely truly prepared and while this is not excusable, it is usually because they feel that regularly these are a CYA exercise their managers go through. Numerous times I have seen mangers schedule their pipeline reviews just in advance of their review with their higher ups in the hierarchy, not much in t

Pipeline 242
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Have You Built Enough Reasons For The Prospect To Choose You?

MTD Sales Training

'Often, we find when with a prospect that the time has come to present a solution to their needs and wants. In the old days, we would say we are ‘going for the close’. It’s at this point that we. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Big Deals and High Heels: Why Women Are Naturals at Selling

No More Cold Calling

'Women do things a little differently than men. And that’s a good thing in sales. Men still outnumber women in the upper echelons of sales. But that’s changing quickly. Success in sales is about building and nurturing relationships. And women are natural networkers and conversationalists! Sometimes we’re hesitant to ask for help, but at the same time, we recognize the importance of finding (and being) mentors.

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14 Ways Buyers Want to Feel

The Sales Heretic

'You’ve heard before that all buying is emotional. Whether you sell to businesses, governments or consumers, your buyers go through a variety of emotional states during the sales process. And while those emotional states at the start of the process can sometimes be positive (hopeful, excited), very often they’re negative. When a buyer begins their [.].

Buyer 233
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3 Speedy Ways To Propel Your Client Engagement To New Heights

Bernadette McClelland

'“If you can Reach out and touch Somebody’s hand Make this world a better place If you can” – Diana Ross Making contact is more than smiling sweetly at someone and hoping they will smile back and strike up a […]. The post 3 Speedy Ways To Propel Your Client Engagement To New Heights appeared first on Bernadette McClelland.

Strategy 203
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A Good Look at Bad Salespeople - Companies Don't Get This!

Understanding the Sales Force

'Copyright: 123RF Stock Photo. This week I received a cold call from one of the worst salespeople ever. I get to see the Sales DNA and Sales Competencies of more bad salespeople than anyone on the planet so I know bad when I see it or hear it. Objective Management Group (OMG) has assessed more than 750,000 salespeople and when I compare percentages between the beginning and end of the last ten year period, not much has changed. 74% of all salespeople still suck and I get to see just how bad they

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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6 Ways to Live Like a Boss

Sales and Marketing Management

'Issue Date: 2015-01-19. Author: Jen Lawrence. Teaser: From having a vision to focusing on your "next play," here are six tips from the business world that can improve your personal life too. From having a vision to focusing on your "next play," here are six tips from the business world that can improve your personal life too.

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4 Ways To Stop Sounding Like You’re Begging For Their Business!

MTD Sales Training

'I was asked to go on a sales call once by a Sales Manager with one of his sales people who wasn’t bringing home the bacon. He asked me to observe this salesperson to see what might be done to assist. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 207
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4 Steps to Make Your Sales Life Easier

No More Cold Calling

'LinkedIn’s Koka Sexton shares four no-sweat solutions for increasing sales productivity. You’ve got your head down, drafting a proposal or implementing a complex solution with a client. You’re firing on all cylinders, while still trying to make time for sleep and maybe even a little exercise. Business is booming, and the adrenaline is coursing through your veins.

Referrals 256