Bernadette McClelland
JULY 10, 2016
A little bit of AC/DC never went astray especially in the world of rock and roll selling. Truth is, this epic Australian song ‘It’s A Long Way To The Top (If You Wanna Rock ‘n’ Roll)’ has had many different linguistic versions. Mine, shown above, and this most infamous, and remembered one, showcasing our true Australian culture, 'It's a long way to the shop if you wanna sausage roll'.
MTD Sales Training
JULY 14, 2016
I’ve always admired Jim Rohn. His insights into the deep philosophies of life always touch a nerve and his laid-back delivery is one that I admire. His untimely death has left a big gap in the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Sales and Marketing Management
JULY 13, 2016
Issue Date: 2016-07-01. Author: Scott Benedetti. Teaser: Are account-based marketing (ABM) and predictive analytics nails in the B2B salesperson's coffin? Hardly, but salespeople do need to internalize a new level of technical smarts and bond with their marketing counterparts. Are account-based marketing (ABM) and predictive analytics nails in the B2B salesperson's coffin?
No More Cold Calling
JULY 14, 2016
The sooner sales leaders accept the fact they don’t know everything, the smarter they’ll be. As the old saying goes, if you’re not learning, you’re dead. I prefer the former. I thrive on learning and could spend days reading posts online and immersed in books. Of course, I don’t have time for that. And besides, that’s not really learning.
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
JULY 14, 2016
Consider yourself lucky if you have created an environment where collaboration really truly does what it means – in practice, as well as in theory. I hear the word bandied about so much that it is becoming another one of those buzz words like ‘paradigm shift’, ‘peel back the onion’ and ‘paralysis by analysis’ An example where LEGITIMATE collaboration can occur is in a mastermind group.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
JULY 11, 2016
Issue Date: 2016-07-11. Author: Frank Visgatis, President/COO of CustomerCentric Selling®. Teaser: More and more executives seem to be throwing in the towel when it comes to salespeople actually being able to move the revenue needle. As I dig deeper, I see two fundamental causes for this. More and more executives seem to be throwing in the towel when it comes to salespeople actually being able to move the revenue needle.
The Sales Hunter
JULY 12, 2016
It’s the middle of July, and it seems as if everyone is either on vacation, about to go on vacation or just got back from vacation. All of the talk about vacations makes it seem as if nobody is working, and as a result, it’s easy to fall into a summer sales slump. Here […].
MTD Sales Training
JULY 12, 2016
This is an interesting and, for some salespeople, a ‘killer’ response from a prospect when you are presenting your solutions. Your product may be the best in the market…you may have all the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
JULY 14, 2016
Tibor Shanto – tibor.shanto@sellbetter.ca. People have an amazing ability to convince themselves of almost anything. This is great when they are facing a challenge and they reach inside and not only conceive a means of addressing the challenge, but taking extraordinary action and successfully hitting it head on and overcoming it. Of course the opposite is also true and more common, when people see a challenge, a big challenge in their eyes; so big and seemingly overwhelming, that when they loo
Advertisement
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.
DiscoverOrg Sales
JULY 15, 2016
“Knowledge is rarely enough to spark change; it takes emotion to bring knowledge to a boil.” Switch by Chip and Dan Heath. In the book, Switch:How to Change Things When Change is Hard , Chip and Dan Heath detail how to successfully lead through change by embracing and motivating both our emotional and rational brains (and no, don’t argue guys – you have emotional brains too).
Understanding the Sales Force
JULY 11, 2016
I managed to develop a case of poison ivy that is so bad it is making my blood boil. Earlier this year I wrote an article explaining why more salespeople suck than ever before. (You'll need to read that article for the rest of this article to make any sense.) Last week, a reader provided a comment that made my blood boil and I wrote a response to it.
Sales and Marketing Management
JULY 12, 2016
Issue Date: 2016-07-13. Author: Patrick Morrissey. Teaser: Speaking quickly on a cold call activates a prospect's "fight or flight" instinct. Slow and steady may not always win the sale, but it usually does buy you more time to make your pitch. Speaking quickly on a cold call activates a prospect's "fight or flight" instinct.
Score More Sales
JULY 15, 2016
I spoke with Ken Allred , CEO of Primary Intelligence , about Win Loss programs and how they help Sales teams win more deals. Below is an excerpt from our discussion.
Advertisement
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
SBI Growth
JULY 10, 2016
SBI recently reviewed a podcast titled “Joining the Agile Sales Revolution” featuring Jill Konrath. Jill was interviewed by InsightSquared, a company that delivers sales performance analytics. Jill is a speaker, author, and thought leader who focuses on sharing fresh strategies.
The Sales Hunter
JULY 10, 2016
Are your goals BIG enough? If a goal is worth having, shouldn’t it be big enough to drive you to a level of success you didn’t think was possible? If you don’t dream it, plan it and then do it, then it has zero chance of ever becoming the big goal you want to achieve. […].
Mr. Inside Sales
JULY 15, 2016
In today’s ongoing series of the “Top Ten Characteristics of Top Sales Producers,” I’m going to give you a powerful way to open your closes. This is a technique that top producers use all the time, but that most sales reps are afraid of using. If you do this right, however, you’ll have the confidence to ask for and get the sale the majority of the time.
Score More Sales
JULY 11, 2016
It is always good to see great sales skills in action. While in the Concierge Level Lounge of a Marriott hotel recently, I saw a woman from the Marriott walking around and striking up conversations with guests. She was polite and friendly, getting everyone she approached to interact with her.
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.
Sales and Marketing Management
JULY 14, 2016
Issue Date: 2016-07-15. Author: Peter Psichogios. Teaser: Whether you are a business leader or individual contributor, figuring out how to keep your value proposition relevant in a growing era of technology (robots, kiosks, apps, etc.) is critical for ongoing survival. Retailer Timbuk2 shows how the Seven Personalization Principles are used to create exceptional sales and marketing experiences for customers and employees.
The Sales Hunter
JULY 15, 2016
I receive all kinds of notes from salespeople and sales managers sharing with me their big dreams. They don’t use the word dream, but that’s what they are. They’re dreams because they’re so far out there that the probability of achieving them is next to zero. Little kids are great dreamers. We call it having […].
Mr. Inside Sales
JULY 15, 2016
In today’s ongoing series of the “Top Ten Characteristics of Top Sales Producers,” I’m going to introduce you to one of the main differences between the Top 20% of sales producers versus the other 80%. And in a sentence it is this: “You can’t close an unqualified lead.”. Top Characteristic Part Four: Thoroughly qualify each and every prospect and client before you set up your close or demo or run your appointment.
SBI Growth
JULY 14, 2016
Your sales talent is a critical piece to your revenue growth strategy. This week on SBI TV, watch as we lay out 7 steps to develop your sales talent strategy with our guest, Dave Moore. Dave is the vice president.
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.
The Pipeline
JULY 11, 2016
Tibor Shanto – tibor.shanto@sellbetter.ca. We are familiar with the expression “same old same old”, indicating that little has changed save the packaging. This is why you don’t see marketers and ad folks lead an advert or campaign by proclaiming that this “new thing they are presenting, is really the same as previous versions or releases, but we did slap a fresh coat of paint on it”.
Increase Sales
JULY 14, 2016
As a SMB owner or sales professional, do you ever feel this daily and very real sales quandary of being pulled in multiple directions? Your commitments are many including: Marketing. Selling. Operations. Clients. Sales Leads. Family. Professional Development. Personal Development. Free Time. Maybe you shake your head in disbelief while wondering how can you accomplish all these commitments?
Cincom Smart Selling
JULY 14, 2016
I remember one beautiful Friday afternoon many years ago. It was one of those Fridays that seemed to stretch out over an eternity of time. It wasn’t particularly busy, which in a way made it worse. I was excited and counting off the minutes ‘til five o’clock. It was early spring, and I was heading out that evening to meet some old friends for a weekend trip to a distant state park and trout stream for opening day of trout season.
SBI Growth
JULY 12, 2016
Is your marketing strategy broken? And if it is, how can it be fixed? Watch here as my colleague, Ryan Tognazzini, Principal at SBI, and I discuss marketing strategy. We’ll help you first determine if your strategy is broken, and.
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?
A Sales Guy
JULY 11, 2016
I work with a lot of SDR’s (also called BDR’s, Inside Sales Reps and more) and one of the things I often see is how many of them can’t wait to get promoted to account executive. For many SDRs, the role of setting appointments and being the first line of qualification is less than glamorous. Often, it’s not just the SDR’s who feel this way; it often pervades an entire organization’s culture, perpetuated by management.
Increase Sales
JULY 9, 2016
In doing some research for a webinar I conducted on using LinkedIn Pulse as a marketing platform, I came across this sustainable sales success barrier: The Inability to Articulate Value. Here is what I learned about the impact of the inability to articulate value: #1 Barrier for the last 4 years by sales leaders according to a survey conducted by SiriusDecision. 66% (2/3) of executive buyers said salespeople cannot articulate value according to Gartner.
Sales Training Connection
JULY 13, 2016
Sales Strategy. When you listen in on strategic account review sessions between Sales Managers and sales reps all too often the conversations is primarily about what has gone wrong – “Why did we lose that big sale?” or “How come the forecast figures are off?”. While it’s certainly important to diagnose what’s gone wrong – it’s equally important to analyze success.
Expert insights. Personalized for you.
183 
Let's personalize your content