Bernadette McClelland

APRIL 23, 2016

I’m 36,000 feet in the air as I write this and have just come off the back of a two day program on how to ‘ Think Like a Customer’. It’s a Friday night, I’m tired and just want to kick back for a couple of hours and unwind with a glass of wine and read. Instead, I’m writing this article because of what I have just experienced for the first time on a Virgin plane, but sadly have seen the pattern on so many occasions elsewhere.

Customer 174

Customer Objections Course Competition 174

DiscoverOrg Sales

APRIL 29, 2016

Yes, I am aware a lot of you have spent dozens of dollars – maybe even hundreds – on sales books that intricately detail the savvy art of sales & persuasion. Honestly, they will only take you so far if you haven’t actually spent time talking with real-live prospects. Sure, a book can explain to you how to appropriately organize your day, or outline a strategy you can put to use , but it can’t help you develop the character – or grit – necessary to persevere through th

Hiring 168

Hiring Negotiation Decision Maker Follow-up 168

Understanding the Sales Force

APRIL 25, 2016

Two experiences this weekend support something I have been teaching for more than 30 years. Saturday, I walked up to the deli counter and asked the young woman for a quarter pound of imported provalone. She responded, "We don't have impourded, but we have some from Italy." I said that would be fine. Then she grumbled to a co-worker that this guy wanted "impourded" provolone and he explained that the Italian provolone was imported.

Sales 166

Sales 166

The Pipeline

APRIL 28, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . There is no shortage of productivity or enablement tools available to sales people and sales organizations. Many may be useful, fun to use, and allow sales people to do things they may not have been able to do in the past, not everyone gets the same level of productivity improvement, if any. Let’s start by defining productivity, the simplest definition from an execution standpoint is: The rate of output per unit of input.

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Commission Tools Webinar Metrics Objections 163

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.

Sales Cycle

The Sales Hunter

APRIL 26, 2016

What makes you different from your competitor? Why should a potential customer give you the time of day when they already have too much on their plate? There’s a reason why customers don’t see value in salespeople, because to be quite blunt, most salespeople don’t bring value. To many customers, there’s zero difference between […].

Competition 155

Competition Customer Customer Service Consultative Selling 155

Sales and Marketing Management

APRIL 27, 2016

Issue Date: 2016-04-28. Author: Michael Harris. Teaser: Customers are not ready to believe in the viability of the salesperson’s product until they realize that they are out in the middle of the lake drowning in problems. Are your salespeople effectively contrasting the hell of not buying your product to the heaven of buying? Customers are not ready to believe in the viability of the salesperson’s product until they realize that they are out in the middle of the lake drowning in prob

Customer 136

Customer 136

The Pipeline

APRIL 25, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . I had an interesting chat with a client last week. We were reviewing their progress on specific things we agreed on. She mentioned that she had not made progress on a specific task, and was honest enough to add “I am not sure if I am making excuses or if there are other real factors preventing me from getting it done.” While it may be easy to just default that they were just making excuses, that will do little to get them to change t

Face-to-face 152

Face-to-face Cold Calling Referrals Follow-up 152

The Sales Hunter

APRIL 29, 2016

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: I […].

Sales 132

Sales Selling Skills Sales Leadership 132

Understanding the Sales Force

APRIL 28, 2016

You or your salespeople are on a call. Is it an uphill battle? Do you feel like you need some luck to win the business? Are you up against an incumbent - and your prospect is happy with them? Are there too many competitors - and you are having trouble getting noticed? Does the prospect claim to only care about price - and you aren't the lowest? Do they just want a proposal or a quote - and you feel like you need to provide it to them?

Face-to-face 131

Face-to-face Proposal Prospecting Meeting 131

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Sales

Mr. Inside Sales

APRIL 26, 2016

Everyone loves to be helpful. Because of this, you have a great opportunity to learn more about your prospects and clients if you learn how to ask the right questions at the right times. Here are some examples of how asking for help, at the right time, can give you a treasure trove of useful information you can use to position your product or service to the right person.

Lead Generation 121

Lead Generation Prospecting Report Sales Qualified Lead 121

Anthony Cole Training

APRIL 27, 2016

I went fishing with a very good friend of mine from First Citizens Bank in NC and he took me to his favorite fishing hole - Lake James. Keith claims it is the most beautiful fishing lake in the country. I don’t know if it is - I’ve not seen them all, but this is one beautiful lake!

Exact 120

Exact Banking Selling Skills Sales 120

The Sales Hunter

APRIL 26, 2016

Have you thought about the impact you as a sales manager have on the prospecting results your people achieve? I’ve encountered far too many situations where the sales manager is blaming the lack of new customers on the failure of the sales team to prospect. This absolutely drives me crazy, because the results of […].

Prospecting 131

Prospecting How To Sales Management Sales 131

MTD Sales Training

APRIL 28, 2016

One of my friends likes a flutter now and again. Oh, he’s not a bona-fide better, just someone who now and again enjoys taking the risk of seeing if his horse can beat the others. There’s one big problem. He always bets on the horse to place. When you place a bet on a horse to win, your bet pays only if your horse finishes in first place. When you place a bet on a horse to place, your horse needs to come in first, second or third place for you to win.

Study 120

Study Education Survey Groups 120

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Data

Sales and Marketing Management

APRIL 25, 2016

Issue Date: 2016-04-25. Author: Andrew Dennis. Teaser: For marketers, it’s one thing to pilot digital marketing programs. It’s another thing to entirely to build, deploy and maintain them. For marketers, it’s one thing to pilot digital marketing programs. It’s another thing to entirely to build, deploy and maintain them.

Marketing 120

Marketing 120

Increase Sales

APRIL 29, 2016

Social selling for SMBs continues to be in the business and news. Sales experts and gurus continually write and speak about this “new way” to sell or to market. However, what many of these same experts fail to discuss is how social selling can unleash intrinsic motivation by working with instead of against the Theory of Self-Determination.

Social Selling 87

Social Selling Motivation Social Media Incentives 87

The Sales Hunter

APRIL 25, 2016

Do you have a thirst for knowledge? Are you perpetually curious? Successful people don’t stop at curiosity when something piques their interest. They actually track down more information. And Google can be one of the best ways to do that. Be the type of person who wants to keep learning, and you will find greater […].

Google 129

Google Motivation Video Sales 129

MTD Sales Training

APRIL 26, 2016

Many sales people ask us for that ‘one thing’, the idea that will solve all their problems and enable them to hit their goals every time. The ‘magic pill’ if you like, that will make them their sales managers’ dream machine. Sorry, but there isn’t just one thing that will make you successful. But if there is one bit of advice that I can give you that will take your success further, it is this: ‘Do things that unsuccessful salespeople don’t’.

Education 120

Education Sales Prospecting Resources 120

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.

Retail

Sales Result

APRIL 27, 2016

Do you manage a team of sales reps with clear (or sometimes not-so-clear) over-performers and under-performers? Do you have a rep on your team who you wish you could duplicate? Are you able to weed the “A” players from the “C” players, and articulate why they fall in their respective categories? Simply put, are you able to define your Characteristics of Sales Excellence?

Sales 63

Sales Sales Goal Sales Coaching Coaching 63

A Sales Guy

APRIL 28, 2016

I did a fireside chat for the Denver Enterprise Meet Up. I don’t know what came over me, but I was in rare form. I was fired up. I shared my thoughts on the state of sales organizations today. On the patheticness that is BANT (Budget, Authority, Need, and Timing). I talk about how salespeople struggle with finding true business problems and more.

Enterprise 62

Enterprise Enterprise Meeting Sales 62

The Sales Hunter

APRIL 28, 2016

Salesforce and Sales Hacker have teamed up to create a conference experience that connects the top B2B sales professionals with the most innovative best practices and advanced new technologies. The two days are action-packed and consist of 8 massive keynotes and 16 actionable breakout sessions. No matter what size company you represent, what industry […].

SalesForce 115

SalesForce Conference B2B Industry 115

Cincom Smart Selling

APRIL 25, 2016

Everybody loves profits, right? The more profit, the better. Profit is the ultimate KPI. Really, it’s just about the only KPI that matters over the long term. Rock star executives talk profits, and they are paid outrageous amounts of money to move the profitability needle just a tick or two in the right direction. When profits go down, Wall Street gets nervous.

Margin 63

Margin Up-Sell System Discount 63

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.

Cold Calling

The Brooks Group

APRIL 25, 2016

Developing a healthy sales culture starts at the top with senior leadership. Check out 5 ways senior leadership can empower a top-performing sales culture in this quick slideshow. 5 Ways Senior Leadership Can Empower a Top Performing Sales Culture from The Brooks Group. download. NOTE: Our sales training tools are designed to make your life easier. Use them to your advantage.

Hiring 67

Hiring Motivation Groups Objections 67

A Sales Guy

APRIL 26, 2016

80% of people aren’t ready for the 21st Century. This means fewer job opportunities, lower salaries, fewer promotions, more failed businesses, and more for those not ready. The Information Age has ushered in a new era of success and with it a whole new set of skills. How do you stack up? Are your skills up to par for the 21st Century or are you part of the 80% of people who aren’t ready?

Salary 61

Salary Promotion Opportunity 61

Sales Training Connection

APRIL 28, 2016

Medical device sales reps. Ever wonder what medical sales reps like most about their jobs? MassDevice reported the findings from a survey of more than 1,400 sales reps in the 2016 Best Places to Work in Medical Sales survey. Take a look at what they found: 72% of those responding were satisfied or very satisfied with their job. Nonetheless, about one-half said they were actively seeking a new job.

Survey 58

Survey Travel Compensation Report 58

SalesLoft

APRIL 29, 2016

For the best sales development leaders , or leaders in any field, the focus is on service. In the green years of a Sales Development Rep, it would bode well to explore this outlook in order to accelerate contribution to their organization, and set their career on the brightest path. But without specifics, these words of inspiration are just a bunch of platitudes… Here’s how to genuinely apply the perspective of service to the role of the SDR as sales development leaders: SDRs serve 2

Lead Rank 52

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Scoring 52

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?

Marketing

Mindtickle

APRIL 29, 2016

New employee orientation best practices are fundamental to the success of any new hire orientation and it begins with measurement. Now that your organization has a new employee orientation program, it is time to determine if it is a success. In order to determine if it is a success or not, it is important to ask yourself the following questions: Did you measure the outcomes?

Retention 52

Retention Demographics Software Software 52

Close

APRIL 25, 2016

Ten years ago, I hired a salesperson with incredible drive. He had recently lost everything—his job, his house, all his money. But he was hungry to get back in the game and work his ass off. He was under-qualified, but what he lacked in experience, he made up for in energy.

Hiring 52

Hiring How To Energy Sales 52

Markempa - Inside Sales

APRIL 23, 2016

When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. Even research published in the Harvard Business Review says you’re almost seven times more likely to qualify a lead if you respond by phone within five minutes than if you respond an hour later. That’s why, when one of […].

Sales Qualified Lead 52

Sales Qualified Lead Lead Rank Lead Scoring Leads 52