Bernadette McClelland
MARCH 29, 2015
'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.
MTD Sales Training
MARCH 31, 2015
'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! ]].
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Anthony Cole Training
MARCH 31, 2015
'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.
No More Cold Calling
MARCH 31, 2015
'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.
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Sales and Marketing Management
MARCH 30, 2015
'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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Bernadette McClelland
MARCH 26, 2015
'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.
The Pipeline
MARCH 30, 2015
'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(?
MTD Sales Training
MARCH 25, 2015
'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! ]].
No More Cold Calling
MARCH 26, 2015
'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.
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Sales and Marketing Management
MARCH 26, 2015
'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?
Understanding the Sales Force
MARCH 25, 2015
'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.
Bernadette McClelland
MARCH 11, 2015
'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.
The Pipeline
MARCH 26, 2015
'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.
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The Sales Heretic
MARCH 25, 2015
'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, [.].
DiscoverOrg Sales
MARCH 24, 2015
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 ).
No More Cold Calling
MARCH 24, 2015
'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.
Understanding the Sales Force
MARCH 23, 2015
'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!
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.
Anthony Cole Training
MARCH 20, 2015
'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.
The Pipeline
MARCH 23, 2015
'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.
Sales and Marketing Management
MARCH 19, 2015
'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.
MTD Sales Training
MARCH 19, 2015
'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! ]].
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
MARCH 19, 2015
'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.
Understanding the Sales Force
MARCH 18, 2015
'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?
Anthony Cole Training
MARCH 20, 2015
'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.
The Pipeline
MARCH 19, 2015
'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.
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Sales and Marketing Management
MARCH 19, 2015
'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.
MTD Sales Training
MARCH 18, 2015
'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! ]].
No More Cold Calling
MARCH 17, 2015
'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.
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