Bernadette McClelland
JANUARY 2, 2017
Each one of us has the opportunity to make a positive impact on someone else’s life. How cool is that thought? Because deep down inside the majority of us love to help – we get a kick out of knowing someone else can do a better job, feel better about their possibilities, their abilities, their results, and themselves – even if it just a 5 minute window we both looked through together.
SBI Growth
JANUARY 2, 2017
Today’s show is a demonstration on how a Chief Strategy Officer can help a sales team. A common challenge among sales leaders is taking strategic imperatives the CEO has laid out in the strategy and translating that into an operating.
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Understanding the Sales Force
JANUARY 3, 2017
We attended the organizational kick-off meeting for the team with whom our 14-year old son will be playing travel baseball this year. The organization is run by former MLB pitcher Brian Rose and one of the memorable things he said at this meeting was, "There will always be someone working harder than you." He said, "If you take a day off, someone else will be still be working" and, "If you want to be the best you have to work harder than everyone else.
No More Cold Calling
JANUARY 5, 2017
Can one call generate leads better than ten? You already know my point of view on cold calling. No salesperson should ever have to cold call to generate sales leads. It’s an ineffective prospecting strategy and a nuisance to buyers, most of whom ignore cold calls. For account-based sellers , it’s not only a waste of time. It’s a waste of perfectly good relationships.
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
JANUARY 3, 2017
My friend and storytelling expert, Yamini Naidu, relates a task she was asked to do by her teacher whilst at school. The task was to write a story that made sense using only ten words, and each word could only be made up of two letters. They struggled, then the teacher went to the board and wrote the following: The story read, ‘if it is to be it is up to me’.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
JANUARY 5, 2017
To start the year off I posted My Top 10 Tips to Help you Sell More and Get More Done Than Anyone Else. I received so many thank you notes and emails expressing appreciation for that post that I decided to share 10 more tips for those who have the capacity to become even more efficient.
Sales and Marketing Management
JANUARY 3, 2017
Issue Date: 2017-01-01. Author: Paul Nolan. Teaser: Mike Derezin, vice president of sales for LinkedIn Sales Solutions, says in an era in which social sellers realize 66 percent greater quota attainment than those using traditional prospecting techniques (a Sales Benchmark Index statistic), if you’re sales team doesn’t adopt social selling strategies, it may not be selling for long.
The Pipeline
JANUARY 5, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . No one says telephone prospecting is easy, which is why I am always puzzled as to why many sales people make it even more difficult than it already is. Many don’t set out to sabotage themselves, some are not even aware they are doing it, and many are just sadly following the advice of pundits who talk about but don’t actually telephone prospect.
SBI Growth
JANUARY 4, 2017
Today’s article is a demonstration on how to determine which markets to compete in and which markets to avoid. As a guide, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Markets phase on pages.
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The Sales Heretic
JANUARY 3, 2017
It seems like every other week I read an article bemoaning the ever-declining length of the human attention span, which apparently is down to 4½ seconds. (Which means you’re no longer even reading this.) Here’s the thing though: I’ve never been able to find a legitimate study that scientifically documents this supposed decline. And in [.].
Score More Sales
JANUARY 4, 2017
Improving sales efficiencies and effectiveness is a top, recurring issue as researched by organizations like CEB and the AA-ISP. I participated in two podcasts about this recently with CEB you can listen to here. In this new year, how will YOU lead a team to better productivity? If you just lead yourself, and not a team, how will you have your most productive sales year ever?
The Pipeline
JANUARY 2, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . Every year I jot down different ideas, always with the goal of fleshing them out and building decent post. For a myriad of reasons, sometimes these ideas don’t get developed, but unlike previous years, I am resolved not to let them evaporate with time. As a result what follows are ideas I think people in sales should be thinking about, but rather than waiting to polish them up, I am putting them out their in their raw state, and set them free to
SBI Growth
JANUARY 5, 2017
There is a common question among Chief Executive Officers. How do I stay relevant in a changing market? Many industries are experiencing significant shifts. Disruptive technologies take root, or markets are saturated. The reasons are many. As CEO, your task.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
The Sales Hunter
JANUARY 3, 2017
It’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […].
Sales and Marketing Management
JANUARY 6, 2017
Issue Date: 2017-01-06. Author: David Brutman, co-founder and chief product officer, Folloze. Teaser: Has your approach to marketing kept pace with your buyers’ changing approach to buying? As marketers, we talk about “bridging the gap between marketing and sales.” A few brave marketing teams are actually living this philosophy by supporting the efforts of the sales team to do what comes so naturally to them.
Pointclear
JANUARY 5, 2017
How well are your B2B organization’s sales and marketing behaviors, practices, and processes reliably and sustainably producing required outcomes? Are you mired in chaos, spending lots of time getting little done? Are you like most companies, achieving just average results and not knowing why? Or are you among the few that are kickin’ it? No matter where you are now, there are specific steps you can take to get to a fully optimized condition.
SBI Growth
JANUARY 4, 2017
Many CEOs and boards will tell you their corporate strategy is already designed to grow revenue. These executives wonder whether they really need a Revenue Growth Methodology to hit their objectives. They do, and here’s why: If you dig into.
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
The Sales Hunter
JANUARY 6, 2017
I read with interest this short article about three traits Warren Buffett looks for when hiring someone: Intelligence, Energy and Integrity. He values each one, but he says if they don’t have integrity, the other two don’t count. Integrity is tough. It takes a lifetime to create and only a second to lose. Another […].
Sales and Marketing Management
JANUARY 3, 2017
Issue Date: 2017-01-01. Author: Paul Nolan. Teaser: In an era where we're told millennials change jobs as easily as they swap out hairstyles, companies that get resistance from workers who would rather fight that switch may take that as a positive sign. In an era where we're told millennials change jobs as easily as they swap out hairstyles, companies that get resistance from workers who would rather fight that switch may take that as a positive sign.
Increase Sales
JANUARY 3, 2017
2017 appears to be one of optimism if we believe a recent poll by Morning Consult. Consumers have expressed the strongest confidence at 113.7 since August of 2001. All these positive indicators should also spur drinking from the glass of sales optimism. Credit www.pixabay.com. Of course, if you as a salesperson are not feeling confident all the good news, positive indicators will not change your sales optimism.
SBI Growth
JANUARY 2, 2017
The goal of today’s article is to make marketing scientific. Proving a marketing budget ROI is a priority as marketing leaders guide your teams to shift from art to science.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
The Sales Hunter
JANUARY 1, 2017
It’s a new year and do you know what I want you to forget? Anything negative! Yes, make this a year of positivity. Write down 5 things that went well in 2016 and commit to flying past that success in 2017! Check out the video to see what I mean: Copyright 2017, Mark Hunter “The […].
Sales and Marketing Management
DECEMBER 31, 2016
Issue Date: 2017-01-01. Author: Paul Nolan. Teaser: If you haven't seen the numbers attached to the cost of employee disengagement, it's time you take a look. If you haven't seen the numbers attached to the cost of employee disengagement, it's time you take a look.
Increase Sales
JANUARY 6, 2017
Buyers are cost driven because the word cost has been in front of them since grade school. This mindset limits your sales behaviors and your results. However by replacing the word cost with invest or investment you can redirect and change the tone of the sales conversation. Credit www.pixabay.com. Sales Coaching Tip: People hear words, but think in pictures.
SBI Growth
JANUARY 1, 2017
You have a lot on the line and no time to waste. How are you going to make your revenue growth goal for 2017? You don’t know, do you? The new year has yet to begin but you’re already worried.
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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.
The Sales Hunter
JANUARY 3, 2017
Too many salespeople overlook the impact of voicemail. One excuse I hear from salespeople is, “Why leave a voicemail? Nobody will listen to it anyway!” And a comment I hear from people receiving voicemail is they rarely listen to them because they are so long and boring. I say leave a voicemail, but do it correctly […].
Sales and Marketing Management
DECEMBER 31, 2016
Issue Date: 2017-01-01. Author: Paul Nolan. Teaser: Scott Crabtree of Happy Brain Science offers the mnemonic device Mind the GAPs to help business leaders remember how to improve workplace engagement. Scott Crabtree of Happy Brain Science offers the mnemonic device Mind the GAPs to help business leaders remember how to improve workplace engagement.
Increase Sales
JANUARY 5, 2017
Credit www.pixabay.com. The world of sales is constantly changing. New terms are added almost on a weekly basis or so it seems. One such term is disruptive selling. A discussion within the LinkedIn Group, The Sales Experts Channel, brought up this term of disruptive selling. This discussion was based on a Bright Talk webinar hosted by Paul Watts where his advice was to think more strategically.
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