March, 2015

article thumbnail

How To Expand Your Identity And Experience Increased Results

Bernadette McClelland

'How far and fast we climb also depends on how we see ourselves and the labels we put on ourselves. Our identity! A study was done in 2009 on a sample of 60 salespeople from a Fortune 100 high technology […]. The post How To Expand Your Identity And Experience Increased Results appeared first on Bernadette McClelland.

How To 217
article thumbnail

How To Improve Your Lead Engagement Process

MTD Sales Training

'There’s more to lead generation than just cold calling. Nowadays most companies have an inside sales team of some sorts that react to incoming calls and other engagement opportunities. In today’s. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Leads 207
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

April 1st - A Day for Sales People to Remember

Anthony Cole Training

'I normally have to do some research prior to posting an article or shooting a video for our weekly Sales Brew. Depending on the title we have selected, I look for thoughts from other subject matter experts, the history of the theme we are using or a definition of a key word. With April Fool’s Day on the horizon, I did some research on this annual day of chicanery.

Insurance 147
article thumbnail

Does Your Company Need a Chief Customer Officer?

No More Cold Calling

'If customer relationships aren’t front and center in your organization, it might be time to expand the C-suite. In the race to win customers, it’s “all hands on deck.” Rush, rush, rush … keep those leads coming in … drip, drip, drip … nurture prospects and accelerate the buying process. Sound familiar? This is the pandemonium many of us face on a daily basis.

Company 228
article thumbnail

5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

article thumbnail

A Not-So-Secret Sales Weapon

Sales and Marketing Management

'Issue Date: 2015-03-30. Author: Rafe Gomez. Teaser: Online news releases can be a powerful tool to help B2B companies dramatically increase incoming customer inquiries, fresh leads and new sales opportunities. They can also energize offline sales, activate old or uninterested prospects, and stimulate the beginning stages of buyer’s journeys from new customers.

B2B 228

More Trending

article thumbnail

He Reeled Me In…Hook, Line and Sinker!

Bernadette McClelland

'My belief is that any of the thousands of influencers, changemakers and authoritarians sharing their own content and IP on social media, are doing so to help other people. It is in our DNA and we get a buzz from […]. The post He Reeled Me In…Hook, Line and Sinker! appeared first on Bernadette McClelland.

article thumbnail

Are You Committing This Prospecting Sin? – Sales eXecution 291

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . The biggest prospecting sin you can commit is not to prospect, but there are many others that are dangerous and can have almost as detrimental effect on your sales success, and more. The one we’re going to look at today is a common technique used by many, encouraged by pundits is this one: Your on the phone with a pre-qualified(?

article thumbnail

Is Sales The Best Job In The World?

MTD Sales Training

'One of my clients was discussing with me a few weeks ago how the attitude of salespeople has changed over the years. He now employs a lot of ‘millenials’ in his business and has recently noticed how. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 212
article thumbnail

[Missed Connections] March Referral Selling Insights

No More Cold Calling

'Things you need to know—but might have missed—from No More Cold Calling this month. Do you know what it takes to build a business based on referrals? Do you know how to ask for referrals in a way that gets results? Or how to nurture your network so referrals keep pouring in? These aren’t trick questions. I really want to know your answers. I’m doing some referral research and need your help.

Referrals 210
article thumbnail

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

article thumbnail

Mapping The Buyer’s Journey

Sales and Marketing Management

'Issue Date: 2015-03-01. Author: Paul Nolan. Teaser: We keep hearing about how far today’s B2B buyer is through the decision-making process before engaging a supplier, but what does it all mean? It's certainly changing the role of sales, but it's not replacing it. We keep hearing about how far today’s B2B buyer is through the decision-making process before engaging a supplier, but what does it all mean?

B2B 241
article thumbnail

Can the Worst Salespeople be Saved?

Understanding the Sales Force

'Copyright: / 123RF Stock Photo. Recently, I was asked to explain what a company can do with the bottom 74% that I write about so frequently. It''s a great question.and I will share several examples.

Examples 221
article thumbnail

Jill Konrath’s Sell #LikeAGirl post made my blood boil.

Bernadette McClelland

'I read every word of Jill Konrath’s latest blog on her website Sell #LikeAGirl and I could feel the emotion taking over as I read it and re-read it. Every word she wrote echoed the same sentiment I felt from […]. The post Jill Konrath’s Sell #LikeAGirl post made my blood boil. appeared first on Bernadette McClelland.

Strategy 249
article thumbnail

You Can Play Nice or You Can Play To Win

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . There are times when you hit a wall in a given sale or opportunity, where you have some though choices to make: do you walk away, do you take a different approach with the buyer, or do you abandon the person you have been working with and go around or over them. As interesting as the choices that people make in these situations, what’s even more interesting and noteworthy from a learning standpoint, is why and how the make those choices.

Buyer 250
article thumbnail

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

article thumbnail

Are You Pushing Prospects or Leading Them?

The Sales Heretic

'Aikido is a Japanese martial art that focuses on redirecting an attacker’s energy and using it against them. Instead of meeting force with force (i.e. kicking and punching), the idea is to blend with the assailant’s movements to either throw them or pin them to the ground. Aikido makes use of momentum, balance and gravity, [.].

article thumbnail

Why You’re Not Going to be Able to Grow Sales This Year

DiscoverOrg Sales

A year ago, if you had asked me what my biggest concern was around growing DiscoverOrg 60-100% annually, I would have told you that hiring great sales talent was our biggest roadblock. In the last year our Sales Leaders, Patrick Purvis and Steven Bryerton, through a rigorous interviewing, recruiting, and testing process have managed to hire an all-star team of SaaS sales reps who are poised to “crush it” for us day in and day out (see how you can, too ).

Hiring 148
article thumbnail

Face-to-Face Meetings Are Back in Style

No More Cold Calling

'Susan RoAne explains why in-person connections matter just as much as ever. Sometimes you get a few chapters into a business book and wonder why you are still bothering to turn the pages. Other times you feed voraciously on every word, paragraph, and chapter. Not only has the writer engaged you with stories and examples, but you know this person is a thought leader.

article thumbnail

Closing Sales, Process, Hauntings, Training & More

Understanding the Sales Force

'Photo Credit: Psychic Library. Today I will explore the least-read articles I have ever written. That''s right. The least read. It''s very fashionable - and a best practice - to continue promoting the most-read, most-liked, most-favorited, most-shared, most-tweeted and most-commented articles; but I don''t think anyone has gathered up their worst work and said, "Look at this!

article thumbnail

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.

article thumbnail

March Madness Thursday and Selling

Anthony Cole Training

'This might be the biggest stretch ever in the history of my blog. How can I possibly tie the NCAA Basketball Tournament (also known as March Madness) to selling? Honestly, I’m not sure…so I will be making this up as I go. Let me begin by setting the stage for selling and how I see it is similar to the event of March Madness. Prospecting > games that are played by all Division I teams throughout the year.

Hiring 131
article thumbnail

FREE is A Four Letter Word – Sales eXecution 290

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . As you may be aware I have the honour of being one of the presenters at this year’s Sales Performance Summit , the event is both live, and being webcast live simultaneously to anyone with a web connection, even the folks on the International Space Station. What I found interesting is the number of people who are questioning the wisdom of charging for the simulcast, many of those questioning us are themselves sales pundits.

article thumbnail

Trade Show Smackdown

Sales and Marketing Management

'Issue Date: 2015-03-20. Author: SMM Staff. Teaser: The death of trade shows has been forecast since the days of dial-up modems, but whenever budgeting time rolls around, many companies are hesitant to cut exhibiting out of the mix. We asked sales and marketing managers whether they continue to derive value from their trade show marketing investment.

article thumbnail

How To Overcome 3 Main Limiting Beliefs In Sales

MTD Sales Training

'I remember seeing a psychologist on TV talking about how he worked with people on how to change their lives for the better. He succeeded with some people and had not such big success with others. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 209
article thumbnail

Mastering Intent Data: Understanding its Importance & Best Practices

Speaker: Joe Apfelbaum, CEO of Ajax Union

In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.

article thumbnail

What I Learned from Getting Fired

No More Cold Calling

'Create a fulfillment mindset for your prospects. Did you ever get fired because you lost a deal? I did. I’ve never shared this before…publicly. I was so close to nailing a million-dollar deal—something no one in my company had ever done. My company was one of 12 vendors under active consideration. And I pulled out all the stops. I was attentive to their needs and had multiple meetings with the entire team responsible for the decision.

Vendor 245
article thumbnail

How Music Can Definitely Help You Sell More

Understanding the Sales Force

'Next week I have a special treat for my readers. I will post an article that features my least read articles of all time - sounds very exciting, doesn''t it? While I was looking for the least read articles I consistently came across a whole bunch of my articles that were related to music. I found enough to create a another article series. By the way, do you know about my article series?

article thumbnail

March Madness Thursday and Selling

Anthony Cole Training

'This might be the biggest stretch ever in the history of my blog. How can I possibly tie the NCAA Basketball Tournament (also known as March Madness) to selling? Honestly, I’m not sure…so I will be making this up as I go. Let me begin by setting the stage for selling and how I see it is similar to the event of March Madness. Prospecting > games that are played by all Division I teams throughout the year.

Hiring 162
article thumbnail

You Can’t “Just Call It In” To Win In Cold Calling

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Having trained hundreds of sales people in effective telephone prospecting, I have witnessed a number of recurring patterns which impact success, both negatively and positively. One key to success is being present and in the call, not “just calling it in”. Coming out of the training most will apply what they learned quit literally, almost religiously.

article thumbnail

Boost B2B Sales Productivity & ROI Growth with Automation

Business-to-Business (B2B) sales can be a complex and time-consuming process, involving a variety of tasks such as lead generation, qualification, and nurturing. However, by leveraging the power of Workflow & CRM automation System, companies can boost sales productivity and drive ROI growth. Automation allows companies to streamline their sales processes, reduce manual errors, and improve communication and collaboration among teams.

article thumbnail

45 minutes to a smarter you

Sales and Marketing Management

'Issue Date: 2015-03-01. Author: Paul Nolan. Teaser: I have always tried to avoid writing the formulaic editor’s note that inventories the content of the issue and tells readers how entertaining and educational it all is. But as I read through our March/April issue’s pages before we went to press, what struck me most is how entertaining and educational the content is.

Education 187
article thumbnail

The 10 Questions That Will Uncover All Prospect Problems

MTD Sales Training

'We often talk about how to present solutions and results-oriented discussions with prospects for when they need to know how we can help them. Naturally, there are many ways to get the prospect aware. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

article thumbnail

Inside Sales: Listen Up!

No More Cold Calling

'A new ebook from InsideSales.com tells how to turn cold calls into hot leads with referral selling. You really can stop cold calling. Well, you could —if only your manager would let you. If only you weren’t graded on the number of dials you made or restricted from spending too much time on the phone with a prospect. I know that happens, because you’ve told me about it.