Bernadette McClelland
OCTOBER 1, 2014
'3 Business Lessons Learnt Whilst Travelling Half The World! It’s a long one this week… Each year for the past few years, I make my annual pilgrimage to the USA. I do it for two reasons – one is business where I combine working with corporate sales teams, small businesses and honing my skills in the area of sales development so I can stay one step ahead of my clients and continue to deliver value.
Jeffrey Gitomer
SEPTEMBER 29, 2014
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Sales and Marketing Management
SEPTEMBER 30, 2014
'Issue Date: 2014-10-01. Author: Mark Roberge. Teaser: This generation not only embraces the new playbook, they helped write it by leading the digital charge and tuning out old-school sales tactics from day one. Here are the top reasons I think millennials make naturally great salespeople. This generation not only embraces the new playbook, they helped write it by leading the digital charge and tuning out old-school sales tactics from day one.
The Pipeline
OCTOBER 2, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Whenever I do a piece about prospecting, specifically cold calling, one of the push backs I get is about the script. People feel limited and restricted by them, well not actors, who seemed to have found a way to take scripts, other people’s scripts, and not only use them creatively and expand beyond the words on the page (or screen), but make good money with in the process.
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.
Bernadette McClelland
OCTOBER 1, 2014
'3 Business Lessons Learnt Whilst Travelling Half The World! Each year for the past few years, I make my annual pilgrimage to the USA. I do it for two reasons – one is business where I combine working with corporate sales teams, small businesses and honing my skills in the area of sales development so I can stay one step ahead of my clients and continue to deliver value.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
OCTOBER 2, 2014
'When trying to communicate a complex product story articulating your differentiation is key, but oftentimes it’s just not enough. Here are five steps that help your company tell their product story loud and clear.
The Pipeline
SEPTEMBER 29, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . No secret I am a big proponent of cold calling being an element of prospecting success, along with any other viable means of engaging with potential buyers. I also understand that one of the big reason people do not like cold calling is the whole objection – fear of rejection thing. But over the years I have observed an interesting phenomenon which raises some key questions about how people execute their calls, how they react and respond to obj
Score More Sales
OCTOBER 3, 2014
'If you are in sales, take a look at your email inbox now. How many emails do you have? What is your process for dealing with email? I’ll share some ideas, but first, please take this 3 minute survey on how you deal with email. I will post the results AND will be sharing aggregated responses when I talk about sales productivity at Dreamforce on October 14th (9AM at the Marriott Marquis if you are going to Dreamforce) There are no names attached to this survey – so please be honest.
No More Cold Calling
SEPTEMBER 30, 2014
'What can we learn from our ancestors about connecting with prospects and clients? A 27-year-old told me, “There’s nothing like meeting face to face.” I was stunned, because we’ve all heard that Millennials are tethered to their devices. But my meeting with him (like so many meetings I’ve had) proved that when we’re in another person’s physical presence, we connect in ways that just aren’t possible when we communicate via email, text, or Tweets.
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The Sales Heretic
SEPTEMBER 30, 2014
'You might not think love is vital to your sales success, but it absolutely is! Specifically, there are five things you need to love if you want to increase your sales. Listen to my appearance on Breakthrough Radio with Michele Price. In this eight-minute segment, I share what these five items are and why it’s [.].
The Sales Hunter
OCTOBER 1, 2014
' 1. Give the customer two options. Doing this allows them to feel in control. Many people don’t want to be sold. Giving them an option allows them to feel they’re in control. 2. State your offer with confidence with a strong voice and strong body language. If you can’t state your price with confidence, […].
MTD Sales Training
SEPTEMBER 29, 2014
'Have you a favourite restaurant? Car dealership? Clothes Shop? If you have, it’s probably because of the products they sell and the people who run it. Overall, though, we judge our favourite. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Score More Sales
SEPTEMBER 30, 2014
'The “cloud” has been around for a number of years now, but it really has been the past 3 or 4 that it seems everyone is cloud focused (or working to get there). As an early adopter of cloud-based CRM, we were storing data in the cloud ten years ago – 12 years ago. It has been more lately though that we are seeing every app created a piece of the cloud.
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Sales and Marketing Management
SEPTEMBER 27, 2014
'Issue Date: 2014-09-01. Teaser: A survey of sales and marketing executives co-sponsored by Sales & Marketing Management and the Society for Incentive Travel Excellence (SITE) Foundation discovered that those who use incentive travel report that it's a strong driver of performance, while many of those who don't use it fail to understand its self-sustaining features.
The Sales Hunter
OCTOBER 2, 2014
' Below is an excerpt from the book I co-authored with Matthew Hudson titled Advisor Selling: The Art of Becoming a Trusted Advisor. It’s worth reprinting here, as it gives a great perspective on negotiating. You can’t negotiate anything until you’ve first sold. One of the biggest problems salespeople have is thinking the only way […].
MTD Sales Training
OCTOBER 1, 2014
'Closing is seen as the holy grail of any sales interaction. It gets the order, or at least progresses the sale onto the next level. Securing some form of commitment from someone is a great feeling, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
SEPTEMBER 29, 2014
'Image Copyright: violin / 123RF Stock Photo. I was discussing the OMG Partnership opportunity with a gentlemen from Hong Kong, who objected to our reasonable licensing fees, refusing to pay any fees to a US company. This is when the conversation began to resemble a sales call. He did what a lot of buyers do to salespeople and began to boast about how well-positioned his company is to market OMG in Hong Kong and what a huge opportunity this would be for OMG.
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Score More Sales
SEPTEMBER 29, 2014
'Guard your time – a bit of advice given to me years ago by a wise sales manager that I’ve always worked to remember. In a world of distractions, sound bytes, lists of important things to accomplish, and “noise” — you need to focus on activities that lead to revenue before you do anything else. Why? Because of everything you do in your sales career, time is the one thing you cannot recoup.
The Sales Hunter
SEPTEMBER 30, 2014
' What does it take to succeed? Too many salespeople are stuck using sales strategies that were great five years ago, but simply do not work today. One of the biggest changes I see is how salespeople are stuck focused on the “4 Ps” of selling: Price, Promotion, Product and Place. Problem is these are […].
MTD Sales Training
SEPTEMBER 30, 2014
'In conversations with salespeople, we sometimes ask if they know the differences between prospects’ needs and prospects’ wants. It may sound pedantic, but it can make a real difference in presenting. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
OCTOBER 1, 2014
'At lunchtime one day, my curry-chicken salad tasted so bad that I returned it to the deli next door. The owner asked what was wrong and when I told him, he tasted it, said it was fine, and get this - he returned the uneaten portion of my salad into the bowl in the display case. Yuck! And I never went back. Until yesterday. I was desperate and didn''t have enough time to go anywhere else but I knew enough to stay away from the speciality salads.
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.
Pointclear
OCTOBER 1, 2014
'The fabled Dreamforce conference with all its innovation, big-name speakers, and craziness is just days away. Are you going to be there? If so, make sure you look for my colleague Craig Elias —who has a lot of information to share about sales leads. He created Trigger Event Selling™ and he’s a Dreamforce convention veteran. In fact, he has a new eBook that serves as a useful guide to getting the most ROI out of your Dreamforce experience.
The Sales Hunter
SEPTEMBER 29, 2014
'I’m not talking about a major exercise routine necessarily, but what are you doing each morning to get your blood flowing? It’s amazing how a little exercise in the morning — even if it is just a brisk walk in the parking lot as you head into work — can make all the difference […].
Increase Sales
SEPTEMBER 29, 2014
'Until recently junk mail and auto robot dial phone calls seemed to hold the top places for sales pitches, but now social media is leading the pack and is way ahead of all other types of marketing for small businesses. Those who actively swim in this new sea of sales pitches in many instances fall into one of three categories: Credit: www.gratisography.com.
SBI
OCTOBER 1, 2014
'That’s me with Sassy. What do Hillary Clinton, Bruno Mars, Arianna Huffington, and Eckhart Tolle, have in common? They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. “Event” is perhaps not the right word to use. Dreamforce is the world’s largest gathering of Salesforce users, practitioners, and evangelists.
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.
A Sales Guy
SEPTEMBER 30, 2014
'Watching the Dallas Cowboys, New Orleans Saints game the other night reminded me of the Drew Breeze trade from the San Diego Chargers back in 2005. For you non-football fans or those of you who don’t remember, Drew was traded to New Orleans after the 2005 season in which he broke his shoulder. As a result, San Diego ships him off to New Orleans and Philip Rivers becomes San Diego’s new starting quarterback.
The Sales Hunter
OCTOBER 3, 2014
' You know you need to take a price increase. Costs are up and your profit margins are getting squeezed way too much. Taking a price increase is the right approach, but you’re still hesitant in taking one for fear of losing business. You are concerned that a price increase will cause good customers to […].
Increase Sales
OCTOBER 3, 2014
'LinkedIn continues to grow as one of the top go to social media sites to find sales leads, sales prospects, colleagues and centers of influence for those especially in the B2B world. The purpose as in any business to business networking activity is to connect and to begin to build relationships. However, my sense is many small business owners to sales professionals including some social media marketing experts are truly clueless as to why they are on LinkedIn.
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