March, 2018

Why These Noticeable Details Will Lead You To Greater Success

Bernadette McClelland

We’ve more than likely had people in our lives offer us advice or have given feedback that sticks in our mind. Possibly because it was repeated enough times that we had no choice but to remember it, or probably because there was an element of truth behind the message.

Leads 331

10 Ways to Determine if Your Sales Prospect was Engaged

Understanding the Sales Force

It was like losing my favorite pair of gym shorts, forgetting where I parked my car, or not being able to get my computer to restart. The past week presented me with its share of technology challenges.

A Channel Strategy to Out-punch Your Weight Class

Sales Benchmark Index

Our guest on SBI TV is Burney Barker, SVP of Worldwide Sales at Gigamon. Follow along as we learn from a transformative global sales leader with success at EMC, Dell, and now with Gigamon. With 96%+ of Gigamon’s revenue coming.

The curiosity consultant

Sales and Marketing

Author: Paul Nolan General Electric executive Beth Comstock called Brad Grossman “human CliffsNotes.” Oscar-winning Hollywood producer Brian Grazer found Grossman to be literally irreplaceable as his “cultural attache.”

Trends 335

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

More Trending

Eleven Mistakes that Torpedo Your Trade Show Sales

The Sales Heretic

Trade shows are a vital component of many companies’ marketing mix. From general shows to specialty functions; tiny, local shows to gigantic, international affairs; consumer shows to industry events, trade shows are a 13 billion dollar-a-year industry in the U.S. alone.

Diagnosing Your Sales Productivity Issue

Sales Benchmark Index

In this line of work, I run into many turtles on fence posts. If you have never heard the expression, it refers to a management fable that goes like this: When you walk down the road and see a turtle.

The #1 Thing I Would Tell My 22-Year-Old Self

John Barrows

A little while ago someone asked me – if there was one thing I could go back and tell your 22-year old self what would it be? The first thing that came to mind was to bet the farm on the 2004 Red Sox when they were down 0-3 to the Yankees in the ALCS. The second thing was to A/B split test everything you do. I’ve written and spoken a lot about how we need to become more scientific with our approach to selling to learn, succeed and survive in sales.

Is Technology Tanking Your Lead Generation System?

No More Cold Calling

Remember, prospecting is all about people. You’ve heard it: Television will kill radio. Video killed the radio star. And technology will eliminate the time-consuming, face-to-face aspect of communication. Um, no. Not in your personal life, and certainly not in your lead generation system.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

3 Tweaks to Your Sales Approach Are Steps Toward Sales Greatness

Understanding the Sales Force

Consider how frustrating it is to approach a traffic circle, or as we call them in Massachusetts, a rotary, during rush hour.

Travel 215

‘Let’s talk about CEX, baby’

Bernadette McClelland

(Punch it, Hurb Yo, I don’t think we should talk about this. Come on, why not? People might misunderstand what we’re tryin’ to say, you know? No, but that’s a part of life). So ,just like the lyrics from hip-hop group Salt-n-Pepa, what are people misunderstanding?

Great Thoughts on Sales, Business, and Success X

The Sales Heretic

Everyone can use a good dose of inspiration and encouragement now and then. I know I certainly can. That’s why I regularly review the brilliant thoughts of others, share hem in my keynote speeches and seminars, and tweet them out daily. Here are some of my current favorites. “A

How To Boost Client Retention – Without Customer Service or Account Reps

Sales and Marketing

Author: Ajay Gupta It’s well-known that keeping customers is much more cost-effective and profitable than securing new clients. Harvard Business Review estimated that customer acquisition is 5 to 25 times as expensive as customer retention. What’s more, a Bain & Company study found that increasing customer retention rates by a mere 5% boosts profits by 25% to 95%. But awareness and action are two different things.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Why Focus is the Key to Connecting with Prospects in 2018

John Barrows

People ask me all the time which medium is the best one to connect with prospects these days. Is it phone, e-mail, Inmail, text, social? Historically, one of these has always been somewhat of the killer app.

Do you challenge your prospects?

Sales 2.0

I just finished reading The Challenger Sale. (I I know, a bit late but finally done.). I have to go back and find where they decided to name the type of sales person that is most successful these days “challenger” I suspect there was some good debate on that name.

The Proper Way to Follow Up on a Lead

Inside Sales Training

In my book, Power Phone Scripts , I reveal the secret of sales: 90% of selling situations are recurring selling situations, which means if you want to become a superstar sales person, then you have to take the time to script out a best practice response to them.

Meet The ‘A Listers’? Who Are Ruining Their Selling Careers

Bernadette McClelland

I read an article the other day, well it wasn’t an article, it was a bit of banter on LinkedIn, and a question was posed as to why only 20% of salespeople make quota. And seriously, the answers that came back and who they came back from, caused me some concern.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

It’s The Reaction – Not The Action

The Pipeline

By Tibor Shanto. “I may make you feel but I can’t make you think” Gerald Bostock. Those of you who have followed Gerald over the years know that he has dabbled in careers from banking to preaching, but had he picked sales as a career, he could have leveraged his observation above and found a stable, rewarding and reliable source of income.

Customer Success: Fundamentally Advance Your Business Strategy

Sales Benchmark Index

Either you’re launching Customer Success or have already started on this journey. This type of transformation involves many people, departments, and functions. To be successful, a change management program is necessary. While an established framework, John Kotter’s 8 step change management.

4 new ways to engage your sales force

Sales and Marketing

Author: Tim Houlihan Is HR telling you your millennial sales reps don’t like their incentive plans? Are you really going to have a different incentive for the 26-year-old white female than the one for the 45-year-old Asian male?

It’s about the qualified leads

Sales 2.0

I think it’s all about qualified leads. What do you think? So I’ve tried most forms of sales and marketing techniques now. (I’m I’m getting old/older!) But whichever way I slice it, it all comes back to the revenue bottleneck being qualified leads.

Leads 195

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Why People Hate Cold Calling – And What to Do About It

Inside Sales Training

The words “cold calling” still make sales people sweat. I was on the phone with a client just a moment ago, while writing this, and he told me the biggest problem with his sales team is call reluctance. When I asked him why they won’t make more calls, he said they hated being rejected.

What Happens When You Force a Square Sales Peg into a Round Sales Hole?

Understanding the Sales Force

Can you imagine attaching a snow plow to a Lamborghini and hiring yourself out to clear parking lots? Back in April I wrote that we had gotten a new puppy. He's a year old now and has grown - a lot - but could you imagine putting a saddle on him and selling rides on the beach?

There’s No Nobel Prize For Prospecting

The Pipeline

By Tibor Shanto. One of the best ways to ensure you maximize your prospecting is to commit to a time in your day or week, where you are doing and thinking about nothing else but prospecting. Most are familiar with the concept of “time blocks” or “chunking,” setting time aside in advance for specific and necessary tasks; I assume that you all agree that prospecting is a necessity.

Top 3 Revenue Growth Trends Impacting the Financial Services Industry

Sales Benchmark Index

Our guests on SBI TV are Clayton Collins, the CEO, and Jacob Gaffney, the Editor in Chief, of HousingWire. As the authority voice for mortgage and banking news to the finance industry, HousingWire is here today to share the top.

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From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)

You don’t reward generations

Sales and Marketing

Author: Jim Valenti, Raul Garcia When it comes to rewards, an individual’s life stage dictates what drives them. Google “Millennial generation” and you’ll get over 28 million hits. Business began thinking about Millennials long before they first entered the workforce around 2000.

Confusion Creates Poor Sales Results

Increase Sales

Confusion in business creates poor sales results and a continual drain on the bottom line. From not knowing the purpose of business to executing actions not in alignment with the overall strategic plan impact productivity especially sales. One of my mentors once shared with me these wise words that I now use with my clients: “People confuse motion with progress; activity with results.” .

Building Rapport – It’s the Little That Matter Most

Inside Sales Training

We’ve all been there: you’re in the middle of something and your phone rings and it’s a sales person calling. You know instantly how the call is going to go just based on the first few sentences the sales rep utters.

Catching Your Sales Groove

John Barrows

Have you ever seen the movie Tommy Boy? If not, go see it. If it’s been a while – see it again. It’s one of the best sales movies of all time. There’s a scene in Tommy Boy that stands out and highlights what I call “catching your sales groove.”.

How Video Learning Is Transforming Skill Mastery in Sales

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.