April, 2015

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Ways to ‘Lift Your Lid’ And Communicate with the ‘C’ Level

Bernadette McClelland

Ways to ‘Lift Your Lid’ And Communicate with the ‘C’ Level We all have lids. We all have lids that limit our growth and that close us off to success. Once we lift those lids we flourish, and so do […]. The post Ways to ‘Lift Your Lid’ And Communicate with the ‘C’ Level appeared first on Bernadette McClelland.

Closing 232
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Curiosity as a career builder

Sales and Marketing Management

Issue Date: 2015-05-01. Author: Paul Nolan. Teaser: As I was putting this issue together, I was greatly relieved to encounter two gentlemen who validate my sentiments that acting on a powerful and broad curiosity about the world around you can be a valuable business tool no matter what business you’re in. As I was putting this issue together, I was greatly relieved to encounter two gentlemen who validate my sentiments that acting on a powerful and broad curiosity about the world around you

ACT 150
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When Your Customer Asks You To Match Your Competitor’s Price…

MTD Sales Training

You’ve been there many times. You’ve convinced the customer that the product is right for them and the quality is just what they want. Then the bombshell hits – they start talking about price. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 196
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How Can Consultative Selling Already be Dead?

Understanding the Sales Force

In this article for Middle Market Executive ,Tom Searcy insists that Consultative Selling is dead. He says that consultative sellers end up with buyers who can only make small decisions, experts end up in purchasing and only industry authorities can reach executive decision-makers. He also says that consultative sellers ask, "What is your pain?", experts say, "Here is your pain.", and authorities say, "Here is the pain your industry is having and how you can uniquely overcome it.".

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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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Protect Your Precious Sales Time

Anthony Cole Training

A guest blog by Jack Kasel, Sales Development Expert. Ask yourself: “Is what I’m doing right now helping me become a better sales professional?”. Make a list of the “Gotta Do’s”… and then do them. Evaluate your “opportunity cost” to maximize the investment of your time. Ask the right questions to eliminate prospects that aren’t going anywhere. In April 1970, the first official Earth Day was held with the intent of raising the awareness of protecting our natural resources.

More Trending

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I left my handbag at home last night…

Bernadette McClelland

I left my handbag at home last night… “Sometimes it takes a wrong turn to get you to the right place.” Mandy Hale My routine had been changed. Instead of driving myself to a speaking gig, my daughter decided she […]. The post I left my handbag at home last night… appeared first on Bernadette McClelland.

Strategy 200
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Bringing Outbound Marketing into the 21st Century with Real-Time Data

Sales and Marketing Management

Issue Date: 2015-05-01. Author: Victoria Godfrey, chief marketing officer, Avention. Teaser: An increasing number of B2B prospects are building walls around themselves to filter out irrelevant and spammy messages. Outbound marketers need to adjust their tactics if they want to find an open door – or even a crack in the window – to get their messages to prospective customers.

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Use These 6 Questions To Sway The Over-Cautious Buyer

MTD Sales Training

The types of decisions people make can vary from person to person, based on many factors. These can include concepts like time available, causes for concern and other resources’ availability. But. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 204
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You Are Not Your Generation

No More Cold Calling

Stop thinking of people in terms of generations, and start thinking about them as individuals. My generation does not define me any more than my gender, race, nationality, or sexual orientation—and neither does yours. Who we are as individuals might be influenced by where and how we grow up, but there’s more to all of us than one simple demographic.

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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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Is Your Sales Career Surviving or Thriving?

Anthony Cole Training

A guest post by Mark Trinkle, Sales Development Expert. If you are tired of mediocre, ask yourself: Are you tired enough to change? How long have you been settling for average? What will it cost you this year to be average or less than your best? Are you willing to change? Today I want to ask you one simple question: Are you surviving or thriving in your sales career?

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Are You Leading Your Team to Defeat?

Steven Rosen

Sales Executives: Are You Leading Your Team to Defeat? The sales force is seen as the key driver of sales growth in organizations. The challenge is that every sales organization is dealing with unprecedented change, fiercely competitive environments and declining sales and profits. As a result, sales executives are tasked with finding ways to maximise the productivity and performance of their sales team.

Leads 238
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The buyer approach that might just work, so definitely give it a go!

Bernadette McClelland

'The buyer approach that might just work, so definitely give it a go! The fifth hammer doesn’t contribute beauty and magic by fitting in. The fifth hammer makes a difference by standing out.” – Seth Godin. Ever said those words? […]. The post The buyer approach that might just work, so definitely give it a go! appeared first on Bernadette McClelland.

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3 More Questions to Assess Sales Force Effectiveness

Sales and Marketing Management

Issue Date: 2015-04-29. Author: Brad Wilsted and Ryan Tubman. Teaser: In the first part of a two-part article, the authors looked at three important questions you should ask before launching any sales effectiveness initiative. Here are the three more. In the first part of a two-part article, the authors looked at three important questions you should ask before launching any sales effectiveness initiative.

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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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Difference Between a Good Sales Email vs. Bad

Understanding the Sales Force

Last week I received a request for help via email. The reader asked if I could recommend a response to an email reply he received (at least he got a reply!). The thing is, he deserved the reply he received because his introductory email absolutely sucked! In today's article I'll share what he wrote, the reply he recieved, and my recommended response.

Sales 225
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You’re Only Fooling Yourself – Sales eXecution 293

The Pipeline

hot naked teenagers online By Tibor Shanto - tibor.shanto@sellbetter.ca . Everyday people commit to doing things, only not to do them. There are many reasons for this, and I am sure a host of contributing factors, but none of that changes the results, or more accurately the lack of results. From my perch, being an observer and practitioner of sales and selling, the most common cause is laziness.

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5 Goals Every Millennial Should Have

No More Cold Calling

Sales and marketing expert Anthony Iannarino shares his “letter to digital natives” When a 27-year-old told me, “There’s nothing like meeting face to face,” I was stunned. We’ve all heard that Millennials are tethered to their devices. But that meeting (like so many meetings I’ve had) proved once again that in-person communication enables us to connect in ways that just aren’t possible via email, text, or tweets.

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Use These 5 Icebreakers To Gain The Most Info From Your Prospect

MTD Sales Training

When you have your first meeting with your new prospect, it is vital that you make a good impression, as this will create the impact that will determine the opinion of the prospect to both you and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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You Are So Much More Than Your Title – But How Much More?

Bernadette McClelland

'You Are So Much More Than Your Title – But How Much More? I watched an interview this morning with singer/songwriter Meghan Trainor and for those of you who don’t know who she is – the YouTube clip of her […]. The post You Are So Much More Than Your Title – But How Much More? appeared first on Bernadette McClelland.

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3 Questions to Assess Sales Force Effectiveness

Sales and Marketing Management

Issue Date: 2015-04-27. Author: Brad Wilsted and Ryan Tubman. Teaser: While the specific levers differ for every company, sales effectiveness issues can most often be traced to one or more of six very common culprits. In this first part of a two-part article (part II posting on Wednesday), we look at the first three important questions you should ask before launching any sales effectiveness initiatives.

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The Importance of Resiliency in Sales and Selling

Understanding the Sales Force

'We saw Paul Blart - Mall Cop 2 and laughed a grand total of twice. It was inept comedy, a horrible sequel and a terrible movie. Despite that, it was a great example of resiliency as Blart is continually rejected, stopped, ridiculed and put-off, only to ignore those events, bear down and try even harder to accomplish his goals. From that perspective, the movie, and Kevin James, succeed at demonstrating what it is like to be a salesperson.

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Remember Your First Sale?

The Pipeline

'hot naked teenagers online By Tibor Shanto - tibor.shanto@sellbetter.ca . There is no doubt that experience is a plus in any vocation, including sales, just look at any job posting for sales, and with the exception of entry level positions, they will demand experience both in terms of tenure and industry related. As with other things in life, there are no absolutes, it is usually a case of upside and downside.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Why You’ll Never “Catch Up”

No More Cold Calling

Just because business is 24/7 doesn’t mean you have to be. “I’m catching up today.” How many times have you said those words? Let’s be real. Catching up is a fallacy, a myth, a wish, a hope, and just plain unrealistic. Don’t get me wrong. We all try. We work on weekends and during vacation , and stay glued to our smartphones around the clock. We don’t want to miss anything happening online, important or not.

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Sales Advice from The Princess Bride

The Sales Heretic

'One of the most popular—and most quoted—movies of all time is The Princess Bride. Although it didn’t do particularly well at the box office when it was released in 1987, it has earned a massive fan base via video and cable over the years. The story centers on Westley the farm boy trying to save his [.].

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Forget Gender Bias – Meet The World’s Top #WomenWhoSell who Just Do It!

Bernadette McClelland

'Forget Gender Bias – Meet The World’s Top #WomenWhoSell who Just Do It! Four years ago, I was fortunate to be invited to Boston from Australia to join 20 women who are renowned sales experts in the space of B2B […]. The post Forget Gender Bias – Meet The World’s Top #WomenWhoSell who Just Do It! appeared first on Bernadette McClelland.

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How Sales and Marketing Can Be Better Teammates

Sales and Marketing Management

Issue Date: 2015-04-24. Author: Micheline Nijmeh. Teaser: For insights on how sales and marketing can become stronger team players, look at some of the top characteristics for winning sports teams and determine how new sales engagement tools and more integrated systems can help foster these traits. For insights on how sales and marketing can become stronger team players, look at some of the top characteristics for winning sports teams and determine how new sales engagement tools and more integra

Sports 207
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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.

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The Phony Baloney Sales Superstar

Understanding the Sales Force

'I was in the car when the call was forwarded to my cell phone. I didn''t recognize the caller and his first statement was, "I have some questions about Objective Management Group (OMG)." Very Dry. Very Abrasive. I was thinking detective, maybe researcher. I asked, "What kind of questions?" Keep in mind that he hadn''t said hello, introduced himself, or explained why he was calling so I was wondering what this was about.

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4 Steps To Become More ‘Sales Savvy’

MTD Sales Training

Being sales savvy is to have the business acumen, practical knowledge and active ability to carry out your sales job effectively and efficiently. Most salespeople would mark themselves fairly high. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Does the “Women in Tech Problem” Only Exist in Silicon Valley?

No More Cold Calling

'For Silicon Valley women struggling to get ahead, the answer might be a change of location. If you’d asked tech leaders in Silicon Valley about women in technology 10 years ago (or maybe even five), the response probably would have been, “We know there are some women around here, but I really don’t know who they are.” And if you got more specific—asking about women programmers, coders, or engineers—you’d have been even harder-pressed to find them.