Bernadette McClelland
JANUARY 29, 2015
'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.
Sales and Marketing Management
JANUARY 29, 2015
'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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Score More Sales
JANUARY 29, 2015
'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.
MTD Sales Training
JANUARY 29, 2015
'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! ]].
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The Pipeline
JANUARY 29, 2015
'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
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Bernadette McClelland
JANUARY 29, 2015
'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.
Understanding the Sales Force
JANUARY 28, 2015
'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.
Anthony Cole Training
JANUARY 27, 2015
'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.
MTD Sales Training
JANUARY 28, 2015
'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! ]].
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The Pipeline
JANUARY 26, 2015
'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.
No More Cold Calling
JANUARY 27, 2015
'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.
Bernadette McClelland
JANUARY 29, 2015
'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.
Understanding the Sales Force
JANUARY 26, 2015
'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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Anthony Cole Training
JANUARY 27, 2015
'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
MTD Sales Training
JANUARY 27, 2015
'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! ]].
Sales and Marketing Management
JANUARY 25, 2015
'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.
Steven Rosen
JANUARY 22, 2015
'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.
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.
Bernadette McClelland
JANUARY 29, 2015
'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.
Understanding the Sales Force
JANUARY 22, 2015
'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.
The Pipeline
JANUARY 22, 2015
'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
MTD Sales Training
JANUARY 22, 2015
'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! ]].
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?
No More Cold Calling
JANUARY 22, 2015
'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.
The Sales Heretic
JANUARY 21, 2015
'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 [.].
Bernadette McClelland
JANUARY 29, 2015
'“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.
Understanding the Sales Force
JANUARY 22, 2015
'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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Sales and Marketing Management
JANUARY 19, 2015
'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.
MTD Sales Training
JANUARY 21, 2015
'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! ]].
No More Cold Calling
JANUARY 20, 2015
'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.
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