Bernadette McClelland
JULY 21, 2014
'Did Simon Sinek get it wrong? Yes and No! The power of purpose, the power of why is fundamental to our legacy, our leadership and our day to day living. Those that have it are driven, have a pull that creates its own powerful momentum and almost creates a life of its own. I mean, all we need to do is reflect on something that means so much to us and we all know what I mean.
The Sales Heretic
JULY 9, 2014
'As a professional speaker and sales trainer, I am—as you might expect—a member of the National Speakers Association. Which means that last week I was in San Diego for the 2014 NSA Annual Convention. More than a 1400 of the world’s best professional speakers gathered for four days to learn from each other. The result [.].
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The Pipeline
JULY 26, 2014
'A Relaxed Way To Sell Better! Things may slow down a bit in the sales world during summer, but you don’t need to let that slow your success. It is a great time to pick up a book and improve some aspects of your execution. The good folks over at Top Sales World , have made it even easier, they have pulled together The Top 50 Summer Reads. Click the link, get the book, sit back with a cold one, and soak up the knowledge.
Jeffrey Gitomer
JULY 30, 2014
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
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Sales 2.0
JULY 7, 2014
'This post is in reply to a comment left by Louis Gudema on my last post. If you haven’t checked out Louis’ blog , you should. He’s writing some excellent stuff about modern sales and marketing over there. As timing would have it, Louis just updated me that he has a new (free 83-page) ebook out of interviews with sales and marketing leaders. I took a quick look and I recommend you grab a copy.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Bernadette McClelland
JULY 21, 2014
'Did Simon Sinek get it wrong? Yes and No! The power of purpose, the power of why is fundamental to our legacy, our leadership and our day to day living. Those that have it are driven, have a pull that creates its own powerful momentum and almost creates a life of its own. I mean, all we need to do is reflect on something that means so much to us and we all know what I mean.
No More Cold Calling
JULY 22, 2014
'“Busyness” is not the path to success. I’m running so fast I don’t have time to think. I use my drive time to return calls and respond to emails. (Isn’t technology a great time saver?) I might as well be at the office when I fly, because I immediately log into the Wi-Fi. If I don’t work on the plane, I won’t be able to catch up when we land.
The Pipeline
JULY 28, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . The headline seems simple enough, I bet most a nodding with familiar approval, yet when you watch many sales people in action, you see them focusing much more on the How, not the Why. This is especially fatal early in the process, when they start they prospecting, be that a call, an e-mail, or a social outlet, leading with the How, then wondering why they are not having the traction they seek.
Jeffrey Gitomer
JULY 23, 2014
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
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Understanding the Sales Force
JULY 10, 2014
'Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies.
SBI Growth
JULY 30, 2014
'Great sellers repeatedly grill themselves with two questions: How much more time does this opportunity merit? How can I be more certain of my judgment? Use the Buyer Alignment Guide to create razor-sharp execution. Protect yourself from hope, the great thief of your valuable time.
Steven Rosen
JULY 8, 2014
'5 Action Steps for Mid-Year Success. By Steven A. Rosen. You are halfway through the year and you have two choices: You can either have your team go on VACATION or you can have them spring into ACTION. It is a choice. Repercussions are only felt at year-end. If you want your salespeople to shine, then you need to take ACTION. I don’t care if you or your sales team is at 80% or 105% of budget.
No More Cold Calling
JULY 16, 2014
'If LinkedIn Isn’t Making Your Cash Register Ring, You’re Doing It Wrong! Because sales is about relationships – not numbers, you need to have real conversations. With LinkedIn, you can spin your wheels and collect connections like baseball cards or actually make the connections you already have count. For starters, asking someone to “join your network” on LinkedIn is just about the worst way to introduce yourself to a prospect or potential business partner.
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The Pipeline
JULY 14, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . It’s not that people don’t like cold calling, mostly they don’t like the outcome, which often is very little, leading to disappointed, and anemic pipelines. Frustrated, they seek expert advice on how to get more buyer engagement while avoiding the dreaded cold call. Much of the advice is more feel good than do good, especially when measured in real engagement, real pipeline opportunities, and resulting revenues.
Jeffrey Gitomer
JULY 25, 2014
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
The Sales Heretic
JULY 22, 2014
'When we look in a mirror, we see ourselves one way. But others see us differently. Which is why so many of us think we photograph terribly. We don’t normally see ourselves the way others see us. Yet understanding how prospects, bosses, employees and others see us is vital for achieving success in sales, business [.].
SBI Growth
JULY 23, 2014
'One of the biggest challenges facing CEOs is the oversight of the sales force and sales leaders. It can be challenging to maximize sales productivity. Like anything else, it’s a balancing act – finding that point where productivity peaks. Considering that fewer than 7% of CEOs have sales experience, this balancing act becomes even more tenuous.
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.
Sales and Marketing Management
JULY 18, 2014
'Issue Date: 2014-07-18. Author: Tim Hurson and Tim Dunne. Teaser: In sales, as in military combat, it’s not just about wins and losses, it’s knowing how you got there. In sales, as in military combat, it’s not just about wins and losses, it’s knowing how you got there.
No More Cold Calling
JULY 3, 2014
'Guest blogger, Todd McCormick, shares three reasons listening matters in sales management. It was your typical sales conference—except the speaker wasn’t typical. He spoke about the power of personal connections and seeing “the whites” of people’s eyes. I was particularly intrigued that he was a sales leader for a marketing firm, which gave him a unique understanding of both customer-centric professions.
The Pipeline
JULY 7, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Buyer beware! It seems over the last few months there is more and more advice coming from many sources on the merits of cold calling, (ya I know), and some so called “Rules and Best Practices” But consider the source of expertise before you jump in. As with many things in sales, especially cold calling, for lasting success, you’re better off looking to your buyers than people jumping on bandwagons.
Understanding the Sales Force
JULY 7, 2014
'Understanding the Sales Force by Dave Kurlan N ot too long ago, before the advent of Social Selling, if a salesperson needed to add new opportunities to the pipeline there were basically two options: Make Cold Calls; or. Call Existing Customers for Referrals and Introductions. Interestingly, this choice was not a no-brainer! I observed that for every three salespeople that would call customers for referrals, there were always two that preferred to make cold calls.
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?
MTD Sales Training
JULY 1, 2014
'We see many salespeople through our sales workshops, our consultancies and coaching programmes and through our one-to-one sessions by phone or email. The variety of viewpoints and ideas are. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JULY 19, 2014
'Your call plan (you do have one, right?) is playing out just like you designed it. Prospect is eating out of your hand. Pretty soon you can close this deal. Then…Wham! An objection surfaces that you didn’t see coming. You lose traction, struggle for a response. You might lose credibility…and the deal.
Sales and Marketing Management
JULY 6, 2014
'Issue Date: 2014-07-07. Author: Eldonna Lewis-Fernandez. Teaser: Whether you are a seasoned negotiator or avoid wheeling and dealing as much as possible, steering clear of these seven common negotiation mistakes will help individuals maximize their bargaining prowess in sales and in life. Whether you are a seasoned negotiator or avoid wheeling and dealing as much as possible, steering clear of these seven common negotiation mistakes will help individuals maximize their bargaining prowess in sal
No More Cold Calling
JULY 15, 2014
'Eye contact can make or break your sales effectiveness. I smile and look people in the eye —whether I’m walking on the bike path in my tennies or on the way to a business meeting. It makes my day when people look at me and smile back. We’ve made a connection, even though I don’t know them. This approach works almost every time, except with people who are looking down at their phones, more focused on their tech than the people around them.
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The Pipeline
JULY 21, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . You know sales is a lot like politics, some are isolationists, others realize we live in a big world with plenty of room for all to thrive, and not always at the expense of others, I guess these would be the inclusionary camp. The way it plays out in sales is you have those zealots who will proclaim things dead, “never cold call again”, telling their unsuspecting followers that there is only one way to Nirvana, their’s, and no other, “all other
Jeffrey Gitomer
JULY 7, 2014
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
The Sales Hunter
JULY 31, 2014
'Not long ago, I was sitting in a restaurant known for its breakfast. It’s 7:40 AM and I am the only customer. Ten years ago, you couldn’t find a seat in this place at this time of day. Now it’s a question of how much longer can the restaurant hold on. What changed? Everything, […].
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