Bernadette McClelland

JANUARY 9, 2017

Here’s a riddle for you? We explore without traveling. We make a point without telling. We discover the pain and the pleasure, the truth and the lies. We are not to be judged by our sound or our size. We are what salespeople need, want and hardly use. We are what buyers expect to share their views. What are we? [Answer at end of page]. If there is only ONE thing that is THE most important task salespeople have to do well, that MOST are not doing at all, it is asking carefully constructed questi

Coaching 224

Coaching Sales Qualified Lead Sales Leadership Construction 224

SBI Growth

JANUARY 13, 2017

Your sales strategy sets direction with an operational plan to achieve revenue growth objectives. It also determines which sales programs you will invest in to accelerate sales efforts, and which programs you will forgo. Evaluate if your sales strategy is a problem, download.

Strategy 219

Strategy Objections Revenue Sales 219

Sales and Marketing Management

JANUARY 10, 2017

Issue Date: 2017-01-11. Author: John Kelly, Chief Revenue Officer, InsideView. Teaser: The big benefit of account-based marketing for sales reps is having marketing support how they already sell and making them better at it. Here are four tips to help make your company’s move to ABM a fast success. The big benefit of account-based marketing for sales reps is having marketing support how they already sell and making them better at it.

Account Based Marketing 188

Account Based Marketing InsideView Account Marketing 188

No More Cold Calling

JANUARY 12, 2017

Dr. Tony Alessandra explains why the best sales managers learn on the job. Did you study really hard in school? Some of us probably did more than others. But we all studied to take tests about facts and figures. We studied in high school to ace the SAT. We studied in college to get top grades. Studying was a discipline. Sometimes we learned, but the goal was to pass tests.

Sales Management 177

Sales Management Knowledge Base Study Cold Calling 177

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

Bernadette McClelland

JANUARY 11, 2017

Not much differentiates one company from another these days – in fact, not a lot separates products, but we all know that the differentiating factor lies in the individual salesperson, their leadership and the strategies employed to gain the high ground. We also know there is a cost to preparedness as well as a cost to lack of preparedness. One will provide a win and the other a loss.

Strategy 223

Strategy How To Competition Energy 223

The Pipeline

JANUARY 10, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . What if you could shorten the sales cycle, easily? One common topic that comes up in conversation with sales leaders is how to shorten their sales cycles. At first glance it seems logical, shorter cycles seem to offer a number of benefits, but it’s not always as it seems. While I have often written about how you can shorten you sales cycle, I have also suggested that it may not in fact need to be shorter, just more efficient in execution.

Sales Cycle 177

Sales Cycle Microsoft Buying Cycle Benefit 177

Understanding the Sales Force

JANUARY 9, 2017

Image Copyright: toonartist">123RF Stock Photo. Who knew that this would turn into a series? Part 1 and Part 2 were very popular and centered around productivity and technology, but not selling competencies. This post presents Part 3, which although having a different perspective on selling more and getting more done, but like the other two parts, stays away from selling-specific competencies.

Energy 177

Energy Sales 177

The Sales Heretic

JANUARY 10, 2017

As a general rule, it’s best to focus on the present while keeping an eye toward the future. That doesn’t mean, however, that you should completely ignore the past. Because not only does the past hold a plethora of lessons—both personal and business—it can also hold opportunities for sales now and in the future. Here [.].

Sales 168

Sales Opportunity Referrals Prospecting 168

SBI Growth

JANUARY 12, 2017

Today in this post we will demonstrate how to evolve your strategy to stay ahead of the market. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the corporate strategy section that.

Workbooks 171

Workbooks Strategy Marketing How To 171

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Sales

The Pipeline

JANUARY 12, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . Something has changed over the last few years, and it needs to be reversed. There is too much celebrating of average, everywhere, but especially sales. Average may be a good measure to use when comparing house prices on a given street, but falls short when it comes to measuring accomplishments, setting goals, or anything that counts, especially in sales.

Hiring 168

Hiring Territories Policies Cold Calling 168

Sales and Marketing Management

JANUARY 12, 2017

Issue Date: 2017-01-13. Author: Chris Haigh. Teaser: To avoid sales burnout, reps need wins. Here are some ways to make that happen. To avoid sales burnout, reps need wins. Here are some ways to make that happen.

Sales 160

Sales 160

Understanding the Sales Force

JANUARY 9, 2017

Image Copyright 123RF Stock Photo. I was on the phone with a client who spent some time telling me about how he follows the sales process, prepares the questions he wants to ask, makes sure he remembers to thoroughly qualify, prepares and plans his presentations and considers all of the possible objections he may encounter along the way. That's all well and good - but it's too complicated.

Objections 159

Objections Sales Process Sales 159

SBI Growth

JANUARY 10, 2017

Today in this post we will demonstrate how to build high performance sales cultures where sales talent thrives. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the sales strategy.

Workbooks 166

Workbooks Sales Talent Strategy Sales 166

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Data

Pointclear

JANUARY 13, 2017

ABM drives bigger, better deals. Most marketing and sales folks I talk to agree … in theory. Many are still trying to figure out how to put ABM principles in place. If you fall into this category, and are looking for actionable how-tos, take a look at the account-based marketing primer just published and available now on SlideShare. The deck outlines the 5 steps you need to apply the super-targeted approach to reaching out to prospects that is ABM: Identify Targets and Target Roles.

Account Based Marketing 157

Account Based Marketing Account PointClear Cost per Lead 157

The Sales Hunter

JANUARY 8, 2017

I challenge you to achieve more by doing less. When you focus on doing a few things extremely well, you will realize much more success than allocating your time and resources toward too many goals. Do you have to be incredibly disciplined to achieve more by doing less? Absolutely! You have to say “no” way […].

Motivation 140

Motivation Video Resources Sales 140

Understanding the Sales Force

JANUARY 12, 2017

bourdagese">Image Copyright 123RF. I've written a lot about scorecards in the past 12 months while Kurlan & Associates created scorecards for more than a dozen companies in December alone. Companies that are using our scorecards are reporting significantly higher win rates, better use of resources, and much less time spent chasing deals and accounts that they simply can't win.

Territories 153

Territories Account Lead Rank Lead Scoring 153

SBI Growth

JANUARY 7, 2017

You are an overachiever, running on an expectations treadmill that never stops or slows down. You know you don’t get enough sleep. And you know it matters. After a good night’s rest, you are sharp. You think clearly. You are.

How To 184

How To Exercises Strategy Sales 184

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

DiscoverOrg Sales

JANUARY 11, 2017

There are a lot of sales and marketing data providers out there. Everyone talks about their solution slightly differently – they offer contact data, verified data, sales intelligence , etc. What’s the difference between all of these terms? Since data literally powers everything we as sales and marketers do, using an illustration that revolves around electricity is an easy way to explain these differences.

Data 131

Data Video Licensing B2B 131

The Sales Hunter

JANUARY 10, 2017

Do you have the number of high-quality prospects you need to not just make your annual number but exceed it? Before you answer that question, you may need to ask yourself if your prospecting plan is working as well as you need it to. Most salespeople would have to answer by saying, “No, I […].

Prospecting 134

Prospecting Selling Skills Sales 134

Mr. Inside Sales

JANUARY 13, 2017

Back in the office after two weeks on the road training in CA (shout out to my clients there!), and during both weeks – in L.A. and Oakland – it rained! My wife tells me I can no longer say it doesn’t rain in CA. It does, and I was there! While preparing their training programs, there was one important similarity that I think applies to any sale. And that is identifying and asking the most important (value statement) question to get buy-in from your prospect up front.

Call-back 123

Call-back Motivation Prospecting Up-Sell 123

SBI Growth

JANUARY 9, 2017

Today we are going to demonstrate how to capture the attention of customers and prospects with great marketing campaigns. Campaign budgets are limited and these campaigns need to generate revenue. To follow-along, download our 10th annual workbook, How to Make Your Number.

Campaigns 152

Campaigns Workbooks Prospecting Marketing 152

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

MTD Sales Training

JANUARY 12, 2017

They were once the sales people that you could rely on every month to pull in the numbers for you. But now for some reason they have gone stale. They seemed to make it look so easy but for some reason they’ve either lost their motivation, their hunger, skills or all of them! So what can you do to reignite your experienced sales people to get them to the top of the pile again?

Coaching 120

Coaching Sales Coaching Positioning Training 120

The Sales Hunter

JANUARY 13, 2017

It’s the start of the new year and everyone has a tendency to think this is the year they’ll achieve more than ever. I’m no different. I find myself thinking the same way too. This year I’m pushing myself to say “no” to more than I say “yes” to. My feeling is it’s too easy […].

Sales 131

Sales Selling Skills Sales Leadership 131

Increase Sales

JANUARY 8, 2017

Sometimes those in sales look for complex solutions to improve sales results. I realized this recently when listening to a Sunday homily and my pastor referred to the Lord’s Prayer as our Father’s Prayer. By changing the word Lord to Father gives the receiver an entirely different perspective. The focus changes from one person to another.

Decision Maker 110

Decision Maker Facebook Education Conversion 110

SBI Growth

JANUARY 10, 2017

Top-growth CMOs accelerate conversion from buyer interest into revenue faster than their competitors and industry. They accomplish this by augmenting their marketing strategy with a Revenue Growth Methodology. Think of it as a marketing strategy multiplier. Without a Revenue Growth.

Positioning 139

Positioning Revenue Strategy Buyer 139

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

MTD Sales Training

JANUARY 10, 2017

Do you make cold calls to generate leads? If you do, do you actually like making them? Well, whether it is your full time job to make them or whether they are part of your job, the vast majority of people who have to make them do not like doing so. I actually put this down to the way that cold calls are perceived by the person making the call and the fear of failure.

Cold Calling 120

Cold Calling How To Call-back Banking 120

The Sales Hunter

JANUARY 10, 2017

You have the senior level prospect you know would be a great customer, if you could only figure out how to reach them. You’ve tried every method possible and nothing seems to get through. Regardless of the time you call, who you call, the messages you leave or emails you send, nothing works. I’ve found […].

Prospecting 126

Prospecting Customer How To Selling Skills 126

Increase Sales

JANUARY 12, 2017

In business there has always been a lot of attention directed to leadership. Yet far lesser attention to this idea of self leadership. As has been noted earlier, many presume people know how to lead themselves through earlier educational experiences. However, research shows self leadership which falls into that bucket of people or soft skills is sorely lacking.

Lead Rank 109

Lead Rank Motivation Incentives Incentive 109