Bernadette McClelland
FEBRUARY 1, 2015
'Competitive Edge Series: Winning It and Losing It Most of us at some stage in our lives have had a wake-up call. Whether it be a health scare, a financial crisis or the death of someone we loved, and whilst, […]. The post Competitive Edge Series: Winning It and Losing It appeared first on Bernadette McClelland.
No More Cold Calling
FEBRUARY 3, 2015
'Here’s how to ensure your team believes in you. Salespeople must have confidence. How often have you heard that? They must have confidence in their products, confidence in the value of their solutions, and confidence that their companies can deliver. Most importantly, they must have confidence in their own ability to sell. If a salesperson has all of these things, he or she has captured lightning in a bottle.
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The Pipeline
FEBRUARY 2, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Juliet: “What’s in a name? That which we call a rose. By any other name would smell as sweet.” That may have worked for old Willie Shakespeare and sweet Juliet, but in sales names, labels and definitions count. While we already live with a lot of mislabelling, like sales people calling suspects prospects, or when they tell you a prospect is in “information gathering” stage, because a voice on the phone asked them to send a bro
The Sales Heretic
FEBRUARY 2, 2015
'You’ve got a list of high-quality sales prospects. Great! Now what? How do you make the initial contact? What exactly do you say? How do you get them to call you back? Listen to my appearance on Breakthrough Radio with Michele Price. In this ten-minute segment, I share the secrets of making an effective approach. [.].
Speaker: James Kahler, COO of Full Course
Ever wondered where to splurge and where to safely conserve when it comes to operating and growing your restaurant? 🤔 Join James Kahler, COO of Full Course and industry visionary, in this new webinar where he'll talk all about best practices to invest in your restaurant's success! Whether you're a new business or an established restaurant, a seasoned pro or a rookie, you'll learn the keys to sustainable success in this competitive industry.
MTD Sales Training
FEBRUARY 2, 2015
'We’ve been discussing with some of our apprentices recently the changes that they have seen in their lives. Yes, although they’re only eighteen and nineteen year-olds the rate of change, even in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
FEBRUARY 1, 2015
'Issue Date: 2015-02-02. Author: Rick Pizzoli, CEO and founder of Sales Force Europe. Teaser: At some point, nearly every company contemplates growing sales outside of their home market. While the thought of setting up a foreign sales office has strong allure, it often carries an enormous cost and risk. When is the right time for an international expansion strategy, what product requirements improve the odds of success, and where should you begin?
Understanding the Sales Force
FEBRUARY 5, 2015
'This morning I was coaching Mike, a very good salesperson, and it happened. It also happened to Chip and Jim and Jeremy. And in all four cases, it happened this week. There are a litany of things that salespeople could do better, and topping the list would normally be things like, consultative selling, having better conversations, selling value, closing, filling the pipeline, and following a sales process.
MTD Sales Training
FEBRUARY 5, 2015
'You might know the theory that people are either left- or right-brain oriented. This idea separates people into categories depending on how they think. This is definitely a generalisation, as. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
FEBRUARY 5, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . As some may be aware, I am now a regular on Michele Price’s BREAKTHROUGH radio program. I appear every 4 th Monday, speaking of course about sales, but there a host of other great content, I encourage you to check Michele’s program out, and learn from a range of contributors. You can find the program and more information click here.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Sales and Marketing Management
FEBRUARY 5, 2015
'Issue Date: 2015-01-01. Author: Staff. Teaser: The Incentive Research Foundation, a nonprofit organization that funds research and fosters education on all aspects of the incentive travel industry, has identified 10 trends that will help users understand what’s in store for the future. Changes include growth in international destinations, self-defining experiences, and new tools and strategies that include stronger partnerships and mobile tools.
Score More Sales
FEBRUARY 2, 2015
'It seemed like Super Bowl Sunday would never arrive, remember? Now it has come and gone. What 5 sales prospecting lessons can we take away from the big event? 1) Inbound Gets Your Interest. It is critical to pique your buyer’s curiosity in advance of an actual conversation when possible. It is no different with a big event – all the hype leading up to game day kept everyone talking.
Understanding the Sales Force
FEBRUARY 2, 2015
'We just watched the Patriots and the SeaHawks battle it out in Super Bowl 49. Just 8 minutes into the game it was obvious that second efforts would be the rule of the day. Then, with less than two minutes to left to play, we witnessed THE CATCH - requiring a fourth or perhaps even a fifth effort - that put the SeaHawks in a position to win. It wasn''t meant to be as the Patriots came up big on defense with a key interception to earn the victory.
The Sales Hunter
FEBRUARY 3, 2015
'Biggest issue far too many salespeople have is they focus on money being the number one thing they sell. Their argument is in the belief that after all is said and done, it will be the price that will determine whether or not the customer buys. It’s time to stop that notion and focus […].
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Pointclear
FEBRUARY 3, 2015
'On January 8, 2015, I had the privilege of hosting Paul Gillin on my PowerViews LIVE show. In the session, Paul encourages marketing executives to truly get to know their buyers by uncovering their emotional triggers and creating compelling content based on psychograhic personas. He goes on to explain how this approach translates into a more productive process for both buyer and seller.
Score More Sales
FEBRUARY 4, 2015
'Every sales leader is told, “buy this sales enablement tool – it will help you so much.” It is true that never before have we had access to technology, metrics, and science to assist us in doing our sales roles better than ever. But sometimes these tools hinder our success. They overwhelm and often don’t get deployed correctly. For example take Salesforce.com which is the predominant CRM tool sales teams use.
Increase Sales
FEBRUARY 6, 2015
'Yesterday I read two great posts about women in sales. The first was by Joanne Black and the second by Jill Konrath. Both of these postings reminded me once again: How great women in sales are better than their male counterparts because they understand how to front load the sales process. Why I love sales. #1 – Relationships Matter. Today more than ever before relationships matter.
The Sales Hunter
FEBRUARY 5, 2015
'Think about this for a moment. Could your job be replaced by an app? Go ahead and laugh, but think about it seriously and the thought may just begin to scare you. In the last several years, we’ve seen thousands of long-standing industries and jobs get wiped out by technology and an app. There […].
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SBI
FEBRUARY 4, 2015
'One question I’m frequently asked is, “What are some good sales conferences to attend?” Fortunately, more and more sales oriented conferences are taking place. A few I like are CEB Sales & Marketing Summit, Sirius Decisions Summit (being held May 12 th -15th in Nashville), and Dreamforce – Salesforce’s premier user conference (which garners around 140,000 registrations and is considered the largest sales conference in the world).
Sales Training Connection
FEBRUARY 6, 2015
'Sales Coaching. Asking questions is an underpinning of successful selling. The notion – ask, listen, and then talk is a powerful principle in the science of successful selling. Asking questions is also an underpinning of successful interactions between salespeople and their sales managers. Consider this …. Effective coaching is not so much about teaching people, as it is about helping them to learn – that’s why top coaches ask more than tell.
Increase Sales
FEBRUARY 3, 2015
'Having experienced numerous sales training programs in my previous life, not one of them really explored positive attitude in the learning engagement. Sure there was talk about having a positive mental attitude, but very little content or actual development around how to develop and maintain such an attitude. The Disconnect. Attitudes are comprised of thoughts that we repeatedly have.
The Sales Hunter
FEBRUARY 3, 2015
'You have the customer and the price you’re going to charge is right — at least it is to you. Problem is the customer doesn’t feel the same way. They feel the price is too high and they’re refusing to buy. How should you respond? Here are 5 ways to deal with the customer […].
Speaker: Don Schmidt - WW Sales Enablement Director, Inside Sales MongoDB
Did you know that video-based practice and coaching strategies are becoming essential components of L&D programs? The numbers don't lie; documenting proficiency on video works! From sales enablement and soft skills to onboarding and leadership training, demonstrating skills with video helps learners conquer communication challenges and validate knowledge.
A Sales Guy
FEBRUARY 3, 2015
'Why? Why don’t most people get this? Life is too short. You get one shot. So, it baffles me that most people don’t operate from this mentality. Are you a badass? Why aren’t you a badass? Being a badass means attacking everything with vigor, tenacity, audacity and passion. It means not settling. It means being committed to being the best you can be and never accepting mediocrity in anything you do.
Fill the Funnel
FEBRUARY 3, 2015
'Amazon.com has announced their new corporate email service to compete with Microsoft and Google. Beginning in the 2nd quarter of 2015, the company will begin offering Amazon WorkMail , an email and calendaring service through its Amazon Web Services (AWS) division. Pricing is planned at $4/user/month and comes with a mailbox and 50 GB of storage. There are options to upgrade storage and to add additional capabilities like file storage via the AWS account that you are required to create to use t
Increase Sales
FEBRUARY 2, 2015
'All small businesses and sales professionals should have their own marketing action plan. With buyers becoming better educated and the marketplace place becoming more crowded with other small businesses and sales professionals, it is essential to have specific goals to attract attention and build relationships. Small Business Coaching Tip: The keyword here is ACTION.
The Sales Hunter
JANUARY 31, 2015
'Have you ever walked away from a sale because the customer demanded a discount? Does that sound crazy? It’s not. Condition yourself to not give into demands for a discount. Say no and walk away from that sale. What you will find is that often the customer will buy at full price when […].
Speaker: Ryan Bryers, SVP of Global Engineering
In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.
A Sales Guy
FEBRUARY 6, 2015
'The biggest gap in sales is quota and quota assignment. Quota is almost always dolled out willy nilly, with little understanding of the market or what the organization is capable of doing. Usually, the organization has picked some arbitrary revenue number and pushes it down to the sales team with an edict that it must be made. We’ve all seen how this works out and what it does for moral.
Sales Training Connection
FEBRUARY 2, 2015
'Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year. If you believe front-line sales managers are still the key to a team’s sales success, as we do, then the points raised in that post are as important today as when they were first posted and are worthy of another look.
Increase Sales
JANUARY 31, 2015
'In speaking with a client yesterday, she shared a comment from an email that read “this is just one brick in your wall.” Suddenly I realized for many the self improvement wall is smooth like plaster when it should be rough like individual bricks. Credit www.gratisography. Each brick is an experience. These experiences when mortared together make us who we are.
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