Bernadette McClelland
APRIL 8, 2015
'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.
The Pipeline
APRIL 6, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . There is a lot written about leadership in general, and more specifically sales leadership, I have contributed my share to the din. This is a clear indication that no one has really figured it out, if they had the book will have been written, millions of copies sold, and people move past the debate, and focus on the next thing.
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The Sales Heretic
APRIL 7, 2015
'With more than a billion accounts, Twitter has changed the social, business and media landscape. CEO’s, celebrities and world leaders tweet regularly. CNN, ESPN and other media outlets routinely reference tweets on air. And the term “hashtag” has become part of the modern lexicon. But while Twitter offers tremendous sales and marketing opportunities for businesses [.].
MTD Sales Training
APRIL 7, 2015
'Many of our delegates on our sales workshops want to improve or increase their influencing skills because they want to impress potential buyers into buying from them. This is natural, because we want. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
No More Cold Calling
APRIL 9, 2015
'Are you coaching your sales team, or leaving them to fend for themselves? “ I’m not whining. You need to understand that I’m not just another number on your sales team. I know you think I’m not worth your time because I’ll probably just stick around for a year and then move on. That might be true, but only because I’m not learning anything here.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Bernadette McClelland
APRIL 6, 2015
'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.
Understanding the Sales Force
APRIL 6, 2015
'I had just finished speaking in Bozeman, Montana and was sitting in a delicious little breakfast cafe (think cowboy truck stop). That''s when I was asked to explain how to maintain control of a cold call. Well, the environment screamed rodeo, my inner voice yelled riding and taming a bull, but my voice of reason began talking about the concept of flow, patience, listening and staying in the moment.
No More Cold Calling
APRIL 7, 2015
'Does your online persona know how to talk to people? This is the best of times, and the most opportunistic of times. To further paraphrase Charles Dickens, this is also an age of both wisdom and foolishness. Salespeople today are wise enough to know the value of relationships—with prospects, clients, and Referral Sources. But far too many of us foolishly waste opportunities to build real connections with people, because we think the rules for relationship-building are different online.
The Sales Hunter
APRIL 4, 2015
'There is a pricing strategy that you can use that will help you avoid giving a discount. You have to use the power of contrast in the way you make your offer. Once you get the hang of it, you will find this to be one of the most effective ways to secure the […].
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MTD Sales Training
APRIL 9, 2015
One of the keys to opening the door to a buyer’s wallet is to determine the position they are in at this moment, and how that position could change in the future. It’s really important to ascertain. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Pointclear
APRIL 7, 2015
'“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. “But what if I can prove,” I said, “that when sales lead management is done properly by sales and marketing it can lower the cost of sales by delivering more qualified leads with a higher closing ratio, which leads to a lower cost of sales and marketing?”.
Sales and Marketing Management
APRIL 5, 2015
'Issue Date: 2015-04-06. Author: Kevin McGirl. Teaser: In today’s competitive B2B environment, business intelligence software levels the playing field, is affordable, intuitive and gaining traction in sales and marketing. If you get on board with it now, you can gain serious ground on larger and more affluent competitors by excelling in three key areas.
The Sales Hunter
APRIL 7, 2015
'I’m amazed at the number of times I get asked this question. I’m at the point where I want to respond by saying, “I don’t answer stupid questions.” Come on! What do you think? The answer is no! You are not “selling” if what the customer is getting is “free.” If we have to […].
Advertiser: ZoomInfo
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
Increase Sales
APRIL 8, 2015
'This is an accepted fact: Top salespeople are desired, coveted and stolen by firms that are seeking strategic growth. A colleague of mine, Mike Kunkle , in one of this postings at LinkedIn Pulse shared “driven” as the number one trait for top salespeople. This trait of driven makes sense, but my question is driven to what? The answer is simple: Driven to Achieve.
A Sales Guy
APRIL 7, 2015
'We’ve all been brain-washed. We’ve been duped. We’ve been indoctrinated by this hollow concept we call professionalism, and it’s sucking the life out of us. This concept called professionalism has killed one of the most important requirements for sales — passion! Passion is critical to selling. It takes the sale to an entirely new level.
Sales and Marketing Management
APRIL 9, 2015
'Issue Date: 2015-03-01. Author: Paul Nolan, Editor, Sales & Marketing Management. Teaser: The options for exotic offsite meeting and incentive travel destinations is close to becoming one country bigger with relaxed travel rules initiated by the Obama administration in January. An incentive program there isn’t possible yet, but it appears to be just a matter of time.
The Sales Hunter
APRIL 9, 2015
'How would you answer the question, “How valuable are you as a salesperson to your customer?” Think about this question in regard to each of your customers and prospects. If you’re not bringing value to them, then what is it you do? If you say the value I bring to my customer is making […].
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Increase Sales
APRIL 7, 2015
'In the US, sales training is big, buck business. Annually $3.4 to $4.6 billion (according to the Rain Group among others) is directed toward improving the performance of salespeople. Yet as Rain Group and others have also shared, up to 90% of all sales training fails. I continue to sit back in amazement because the real reason behind “I want sales training” is ignored.
SBI
APRIL 8, 2015
'Sellers have only 8 hours a day, 215 (selling) days a year. Time is a finite commodity. We can’t get more of it. The ONLY thing we can do is make better use of our time. For salespeople, the best use of time is to spend it talking with quality prospects. However, several research studies have all shown that the average B2B salesperson spends less tha n 35% of her time selling (defined as interacting with a prospect).
A Sales Guy
APRIL 8, 2015
'It was my high school graduation. I was sitting in the last row, seat 276 or something like that. There were roughly 300 white wooden folding chairs on the football field lawn. It was a hot May day and the sun was extra hot in our graduation gowns. We were seated in the chairs according to our GPA ranking, first to last. My GPA was one of the lowest in my H.S. graduation class.
The Sales Hunter
APRIL 5, 2015
'Make it a goal today to refer someone. When you can help someone solve a problem by connecting them with someone else, that is the best feeling. That kind of generosity will motivate you and strengthen your positive attitude. Click on the below arrow to see what I mean: Copyright 2015, Mark Hunter “The […].
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Increase Sales
APRIL 4, 2015
'Values or business ethics are in the news a lot these days from Whole Foods actually selling products with GMOs to the pizzeria in Indiana that was asked a hypothetical question. In a social media discussion, one person mentioned that in business, not everything is black or white, there is some gray. I responded “Values are never gray.” When working with small business coaching clients, I begin by assessing their decision making styles.
Sales Training Connection
APRIL 6, 2015
'Elevator Speech. After years of wondering around customer sites we have overheard a lot of elevator speeches. Some were pretty good – most, not so much. Elevator speeches are short, usually a minute or two, and occur in a casual setting like a hallway or corporate cafeteria or a social event or as the name would suggest – an elevator. Regardless of the setting, it’s clear that more often than not, elevator speeches are impromptu.
A Sales Guy
APRIL 5, 2015
'The Word: A Jolt of Sales 411 w/Keenan is awesome, the shows are getting better and more engaging. We’re having a blast. This Thursday’s Episode 3 was all about social selling. Our rock star guests were Koka Sexton and Brian Fanzo. They are some of the best in social and social selling and they dropped some serious truth bombs. Things really get going about 2/3rds of the way through.
The Sales Hunter
APRIL 7, 2015
'First thing is to remember to not sell to them. They don’t want to buy, and they don’t want to talk to salespeople. What they do want is solutions, and if they don’t see you as one who can help them with solutions, you have zero chance of being able to interact with them. […].
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.
Increase Sales
APRIL 6, 2015
'Have you ever thought that some small businesses seem to have marketing mojo while others, possibly even your small business, appear to be stuck in the muck? Do you ever wonder why them and not me? Credit www.gratisography.com. Possibly you may think the answer is to hire a marketing firm? Well not so quick as I have had clients and colleagues who paid big bucks with little results.
Sales Training Connection
APRIL 10, 2015
'Time Management. A new medical device salesperson emailed us last week interested in one-on-one coaching. We talked and learned that he wasn’t interested in working on sales skills, sales strategy, or even sales presentations. Fortunately, the salesperson had a sales manager who was helping in those areas. What the salesperson was interested in was: How can I do a better job managing my time?
Partners in Excellence
APRIL 9, 2015
'Yesterday, I got a one liner email from a friend and colleague. It simply said, “David — I am a proud papa…Take a look at Maddy’s interview! Hope all is well, Jeff” Maddy Stanley is Jeff and Karen’s daughter. I think I first met her when she was about 5 years old. It’s been a number of years since I’ve seen her, she’s now 19, graduating from High School and about to go to college.
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