Bernadette McClelland
MAY 20, 2015
How Top Salespeople Have Perfected Asking For The Order I remember hearing someone say once ‘Bernadette, the answer is always no, unless you ask’ and I have always remembered that. Whether I am lost in the car and can’t get […]. The post How Top Salespeople Have Perfected Asking For The Order appeared first on Bernadette McClelland.
The Sales Heretic
MAY 19, 2015
© Andresr | Dreamstime.com – Successful Business Presentation Photo In my last post, I cautioned you against using six terrible ways to open a presentation. Many of you kindly messaged me through various media and asked, “Okay Mr. Smarty-pants, big-shot, sales expert—how should we open our presentations?” A fair question if ever there was one. [.].
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No More Cold Calling
MAY 22, 2015
Men tell me this all the time, but many sales women still don’t know their value. “Men don’t listen.” Ever heard that one, guys? Women often complain that men don’t listen at work, and they certainly don’t listen at home. I’ve only recently begun to understand why. The reasons are founded in brain research. Boy, I wish I’d known this years ago.
Sales and Marketing Management
MAY 21, 2015
Issue Date: 2015-05-22. Author: David Palmer. Teaser: With the use of custom content on the rise, many have predicted that in 2015, brands will begin to truly think like publishers. Although brand marketers may not be trained publishers, with more self-publishing and online promotion strategies available than ever, drawing from publishing’s long successful history can help brands become publishers in their own right.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Bernadette McClelland
MAY 18, 2015
So how DOES a salesperson sell an insight? As someone who is passionate about helping professional B2B salespeople and leaders to become more effective and up the ante in a time where the whole sales landscape has changed, I have […]. The post So how DOES a salesperson sell an insight? appeared first on Bernadette McClelland.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
MAY 19, 2015
Your birthday, favorite sports team, or hometown could help you seal the deal. My birthday is January 19. When is yours? There’s always a feeling of amazement and connection when we learn someone else has the same birthday. This automatically opens up conversations about where we were born, what years we were born (not telling mine), and how we got from our birthplaces to where we are now.
Sales and Marketing Management
MAY 20, 2015
Issue Date: 2015-05-20. Author: Campaigner Email Marketing. Teaser: “Pitch Perfect 2” led the box office on its opening weekend and hopes for a repeat performance over the long holiday weekend. Fat Amy, Beca and Lilly – the Bellas – have made a capella the talk of the town. The folks at Campaigner Email Marketing have developed five “a-ca-mazing” tips for marketers to keep their email in tune and hit a high note with both customers and ROI.
Pointclear
MAY 19, 2015
Have you noticed how many things are dead these days? Cold calling is dead. Outbound marketing is dead. Many say that even marketing as a whole is dead. I grew up during a time when it seemed like a lot of things were dead: Paul was dead. (The rumor in 1969 was that if you played “Revolution 9” from the White album backwards, you heard the band in an apparent reference to Paul say, “turn me on, dead man.
The Sales Hunter
MAY 19, 2015
Being able to close a sale faster is worth everything. Not only does it get you more sales, but it also frees up your time to go get the next sale. Below are 5 secrets you can use to close sales faster: Limit availability of your time and what you sell. Creating a sense […].
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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.
No More Cold Calling
MAY 21, 2015
Set metrics around sales activities you can measure and coach. “Revenue is the only metric that matters.” Somebody actually wrote that in a recent blog post. If that’s how this person manages his team, I’m glad I’m not one of his reps. Sure, revenue is our goal in sales. Beating our numbers is our passion, and getting to Club is our reward.
Sales and Marketing Management
MAY 17, 2015
Issue Date: 2015-05-01. Author: Paul Nolan. Teaser: Greg McKeown, author of "Essentialism," says the benefit of eliminating the "trivial many" from your work schedule is that it leaves room for the most important tasks. His tale of how a group of Stanford students developed a new incubator for premature babies in the Third World is a great reminder that frontline reconnaissance brings big payoffs.
Pointclear
MAY 21, 2015
On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Credited as the visionary and leading authority of the consultative sales movement, Linda is also a best-selling author of 10 books, including the recently released Changing the Sales Conversation.
The Sales Hunter
MAY 21, 2015
We’ve been looking at negotiation skills that set extraordinary salespeople apart from average ones, and now we have arrived at #7: Be willing to walk away! Nobody wants to walk away, but you must be comfortable in doing so at any point during the negotiating phase. More importantly, the other party must know you’re […].
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Understanding the Sales Force
MAY 18, 2015
You probably heard that BB King, the King of the Blues, died last week. My wife and I met him after a performance in 2007 and the meeting inspired this article on work ethic. Last week, on a flight from Dallas to Boston, I was sitting next to Country Music star Chris Cagle who told me all about his new business. You just have to read this must read story and the great example of intangibles at work.
Anthony Cole Training
MAY 20, 2015
A guest blog by Dave Kulran, President and founder of Objective Management Group, with an introduction by Tony Cole, President of Anthony Cole Training Group. INTRODUCTION: I’ve been working with companies for 22 years: companies of all sizes, in various business segments and across the country. One thing I’ve witnessed, discussed or heard for all of these years is the issue about talent.
Increase Sales
MAY 17, 2015
After living in the same house for 30 years, my husband and I are purging stuff. And you would probably not be surprised we have accumulated a lot of stuff from collectables, to clothing to books to papers and oh yet let us not forget all those tax returns and bank statements. Credit www.gratisography.com. As we both proceed through this purge, we have started a sort of catharsis.
The Sales Hunter
MAY 19, 2015
There’s no sense in negotiating with someone who is not in the same ballpark as you. This is my 6th tip in the 12.5 Negotiation Tips You Must Know. We’ve already covered Sell First, Negotiate Second; Only Negotiate After They’ve Rejected Your Offer Twice; Make Sure You Are Dealing with the Decision Maker; Know […].
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.
MTD Sales Training
MAY 19, 2015
This is a guest blog written by Stephanie Earle from Simply Sales Jobs. Job interviews are often a nerve-wracking prospect, especially if it’s a job you’d really love! Don’t be daunted by the prospect, as a salesperson you’re in the perfect position to smash it – just treat your interview as a sales pitch. 1. Do Your Research . You wouldn’t make a sales call without doing a bit of digging about the company, and a job interview is no different.
SBI
MAY 18, 2015
CallidusCloud held their Connections conference last week at the Wynn in Las Vegas. Connections is an annual event for anyone, customers and non-customers alike, who is interested in “discovering new ways to modernize their business and embrace the evolving customer.”. This year was bigger and better than ever with over 70 breakout sessions, keynote speeches from CallidusCloud CEO Leslie Stretch, Lone Survivor Marcus Luttrell, and Data Scientist David McCandless.
Increase Sales
MAY 21, 2015
One of my colleagues, Miles Austin, finally spoke through his blog what others may think in this recent posting entitled “Beware of the Rise of the Instant Expert.” Miles is truly an authentic leader in that he not only writes with honesty, but with emotional intelligence. How many times do we as small business owners and leaders fear some backlash when we share our observations?
The Sales Hunter
MAY 22, 2015
What are the best B2B salesforce.com hacks for selling in the digital age? You have an opportunity to find out! I will be part of a tweet jam on May 28 at 2 pm Eastern with 35 other selling experts to give you the tips that can be gamechangers. Find out more about this […].
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Fill the Funnel
MAY 19, 2015
Beware the rise of the instant expert, typically self-proclaimed. It used to be that when we listened to someone with a microphone and a video camera, we trusted what they were saying. We believed in their research, their integrity and their reputation. We were disappointed some times, but it was a rare exception. When we read something that was published in a book we attributed expertise and some deeper level of understanding on the topic.
A Sales Guy
MAY 20, 2015
Hey, marketers, I have a suggestion. Reach out to some of the best social sellers in the world like, Koka Sexton, Brian Fanzo , Jack Kosakowski , Jill Rowley , Eric Mitchell , Carlos Gil, etc. and take notes. You need to learn how to social market because you’re making a mess out of it. Social marketing is just like social selling. It’s about giving, not taking.
Increase Sales
MAY 18, 2015
As the old song goes, “One is a lonely number.” For a small business owner this is very true especially with it comes to magnifying one’s marketing message. However there is an answer to this dilemma: Credit: www.gratisography.com. Unite with other small business owners! Of course this does require some time to develop those collaborative relationships as well as a process.
The Sales Hunter
MAY 17, 2015
How invested are you in helping others succeed? In my many years of working with companies across a wide array of industries, I have found that the most successful salespeople are keenly aware of what it will take to help other people succeed. Check out the video to see what I mean: Copyright 2015, […].
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?
SBI
MAY 17, 2015
Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Badger Maps , a field sales efficiency tool that lets salespeople drive less and pack in more sales visits. . Sales ToolSkool Video Transcript: This week’s topic is field sales efficiency tool that lets you drive less and sell more. I’ll be talking about a mobile sales app called Badger Maps.
Sales Training Connection
MAY 20, 2015
Sales Success. Constant change has always characterized the business world. Looking in the rear view mirror has never been a recommended strategy for determining future direction. However, from time to time the nature of the change takes on a different look. The scale and speed of the changes during these periods can truly be labeled disruptive. In the early 19 th century the Industrial Revolution changed everything.
Increase Sales
MAY 19, 2015
Are you a consultative salesperson? Maybe you are a SPIN or Sandler spelling person? Sales training today covers a plethora of sales styles or models. Yet many of these forget this one essential element – authenticity in sales. Credit www.gratisography.com. I know this to be true when speaking to my clients and sales leads who tell me they can tell what type of sales training the salespeople have experienced by the questions they ask.
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