Sat.Jan 24, 2015 - Fri.Jan 30, 2015

article thumbnail

The #1 Way A Salesperson Will Create Value

Bernadette McClelland

'Our ultimate outcome is to make change happen. Not just to move product and make our numbers, but something bigger. Henry Ford said it the best -‘ A business that makes nothing but money is a poor business’ And we […]. The post The #1 Way A Salesperson Will Create Value appeared first on Bernadette McClelland.

Strategy 257
article thumbnail

3 Reasons To Stand Up To Sell Better – Sales eXecution 283

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Not only is standing up healthy, especially for a profession that spends a lot of time on its ass, but there are some specific ways why selling on your feet will help you sell better. While Prospecting – Most people will prospect sitting behind a desk, some although less and less, will have the phone in one hand, and a pen in the other, or one hand on the keyboard.

Up-Sell 245
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

How to Avoid the Trash Folder

No More Cold Calling

'If you’re sending mass emails to prospects you don’t know, don’t be surprised when you get deleted. Every day more than 20 unsolicited emails come into my Inbox. Most ask me to buy lists of Salesforce, Oracle, or Sage users. Then there’s the real junk—offers for burial insurance, introductions to Russian beauties, discounts on Viagra, and other nonsense.

Sage 237
article thumbnail

Spreadsheets Don’t Predict the Future

Sales and Marketing Management

'Issue Date: 2015-01-26. Author: Travis Patterson. Teaser: Despite the vast amount of technology innovation that has occurred in the past two decades, sales teams have changed little about the way they use spreadsheets. To move today’s sales and revenue forecasting from spreadsheets to a data-driven, prescriptive objective,we need to apply data science to revenue data.

article thumbnail

Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

article thumbnail

Listen Up! A Surefire Way To Stop a Stall or Objection

Bernadette McClelland

'Landing in a new country with no job prospects and only $200 and a suitcase, led me to answer an ad in the local newspaper. WANTED: Door to Door Salespeople, selling stationery sets for Multiple Sclerosis, so I decided to […]. The post Listen Up! A Surefire Way To Stop a Stall or Objection appeared first on Bernadette McClelland.

More Trending

article thumbnail

[Missed Connections] January Referral Selling Insights

No More Cold Calling

'Things you need to know from No More Cold Calling. Oh, how quickly the “New Year” simply becomes “the year.” Now that the parties are over, many sales reps are coming to the realization that last year’s bonus means diddlysquat when staring at a quota reset to zero sales. Sure, you’ve still got 11 months to make (or exceed) your quota, but you won’t make it unless you start filling your pipeline now.

Referrals 222
article thumbnail

Are You A Relationship Manager?

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . While I don’t want to get into the discussion as to whether relationship selling is dead, limping or doing just fine, there some aspects of relationship selling that need to be rethought. Specifically the kind of sales managers that relationship sellers end up being. If you are a reader of this blog over the years you know that while I think relationships and the ability to foster and maintain relationships are very important traits of a succes

Loyalty 218
article thumbnail

5 Must Have Sales Trends You SHOULD Be Monitoring

MTD Sales Training

'We are often asked by the media for our take on what is happening in the world of sales and what we think the future holds in that world. The question often is phrased in terms of what trends do we. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Trends 205
article thumbnail

What the Blizzard of 2015 Can Teach us about Sales Presentations

Understanding the Sales Force

'As most of you know, were absolutely clobbered by yesterday''s Blizzard of 2015 which gifted us with 34 inches of snow and even higher drifts. Wishing to be prepared, I went to Staples the day before the storm and purchased every last one of the small devices that recharge phones and tablets. That evening, I made sure that each was fully charged so that if we lost power, three of us could recharge our 7 combined devices and remain connected and productive.

Course 211
article thumbnail

How to Stay Competitive in the Evolving State of Martech

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

article thumbnail

3 Speedy Ways To Propel Your Client Engagement To New Heights

Bernadette McClelland

'“If you can Reach out and touch Somebody’s hand Make this world a better place If you can” – Diana Ross Making contact is more than smiling sweetly at someone and hoping they will smile back and strike up a […]. The post 3 Speedy Ways To Propel Your Client Engagement To New Heights appeared first on Bernadette McClelland.

Strategy 203
article thumbnail

How Much Do You Know About Your Customer’s Customer?

The Sales Hunter

' Why is your customer in business? Who is their customer? How do their customers benefit from what they provide to them? Recently, I was working with a salesperson calling on customers and this issue came to light. The reason it came to light is the salesperson was selling to customers who suddenly found themselves […].

article thumbnail

Who Should Make Commitments in the Sales Process?

Sales and Marketing Management

'Issue Date: 2015-01-30. Author: Bob Urichuck. Teaser: When salespeople are constantly delayed or rejected by their buyers, it becomes obvious that these buyers are in control of the sales process. Sales professionals who follow a proven sales process know how and when to engage the buyer into making commitments. This puts the salesperson in control of the sales process, allowing him or her to empower the buyer to buy.

article thumbnail

There’s More To Farming Accounts Than Repeat Business

MTD Sales Training

'Whenever salespeople think about prospecting, it often has two distinctly different reactions. For some it can be a challenge that they relish, looking forward to seeking out new opportunities and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Account 200
article thumbnail

Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

article thumbnail

Time to Stop Making Sales & Marketing Excuses in 2015

Pointclear

'“If only I had a qualified lead!”. “I get too many leads!”. “I don’t get enough leads!”. “Salespeople never close out the leads!”. “No one likes the CRM system, so no one uses it!”. From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations.

article thumbnail

5 Ways to Get a Prospect to Return Your Phone Call

The Sales Hunter

'We all want prospects to return our phone calls. But the fact is that the majority of prospecting phone calls will never be returned, because they were bad calls to begin with! Here are 5 ways to get a prospect to return your phone call: 1. Keep it simple and make it […].

article thumbnail

Salespeople are AWESOME

Score More Sales

'Yes, professional sellers, salespeople are awesome and amazing in many cases. Sales professionals are what make the business world go around. Have you ever heard the following statement: Nothing happens until somebody sells something. Lack of sales expertise, revenue generation strategies and actual sales efforts are what kills most new businesses.

article thumbnail

Is A Sales Objection An Unanswered Question?

MTD Sales Training

'When we ask buyers what they look for in their suppliers, we often get a response along the lines of ‘we want someone we can trust and makes us look good in some way’. This is a fairly obvious. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

article thumbnail

Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

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.

article thumbnail

The Personal Risk I Took That Didn’t Pay Off

Bernadette McClelland

'I took a risk and it didn’t pay off: I borrowed my dad’s car when I was 15, had one drink and reversed it into a pole the night before he was to sell it. I took a risk and […]. The post The Personal Risk I Took That Didn’t Pay Off appeared first on Bernadette McClelland.

Strategy 174
article thumbnail

How Much Value Do You Personally Bring to Your Customers?

The Sales Hunter

' Do you bring value? How do you know you bring value? Do your competitors bring more value than you? These aren’t flippant questions. They’re serious and they deserve some real thinking. Your customers are looking for value. They expect it not only from what they’re buying from you, but also from you. If you […].

article thumbnail

Why Your Sales Team Isn't Performing As Expected (Pt.5) - WIT

Anthony Cole Training

'WIT = Whatever It Takes! Successful selling is a WIT profession. Now, before you get sideways, I want you to assume that I am always working and speaking from a legal, ethical and moral standard. So, when I say WIT, I mean WIT within those boundaries. Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and ca

Hiring 169
article thumbnail

A Real and Authentic Voice Required

Increase Sales

'In this age of social media, content marketing, the endless pecking of the keyboard, people are sometimes surprised to hear real and authentic voice when they pick up the phone. For small businesses, the opportunity to connect with the other person is the first step to build a relationship with an ideal customer or even friend you did not know. Real, What Is That?

article thumbnail

How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

article thumbnail

Ideas to Help Salespeople Extend Their Reach with Credibility

Bernadette McClelland

'So, here’s the thing, the magic pill, the yellow brick road you can confidently skip along if you really want to reach more people, stand out and be seen as a giver in a dollars driven world. It’s different, it’s […]. The post Ideas to Help Salespeople Extend Their Reach with Credibility appeared first on Bernadette McClelland.

Strategy 150
article thumbnail

Sales Motivation Video: Who You Must Not Overlook as Profit Boosters

The Sales Hunter

'We are cruising through January, and it’s a perfect time to dig into your customer list from the last few years. You don’t want to overlook customers and prospects who could be big profit boosters for you this year. Reach out to them today!! Check out the video to see what I mean: Copyright […].

article thumbnail

Why Your Sales Team Isn't Performing as Expected (Pt.5) - Selling is WIT!

Anthony Cole Training

'Selling is WIT = Whatever It Takes! Successful selling is a WIT profession. I assure you that I am always working and speaking from a legal, ethical and moral standard. So, when I say WIT, I mean WIT within those boundaries. Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and call someone.

Hiring 120
article thumbnail

Really, Sales Has Changed? Poppycock!

Increase Sales

'There appears to be a lot of angst in the sales world if you read some of the more popular postings by noted sales experts to consultants. In many cases, there is an ever increasing school of thought that suggests sales has changed and this is utter poppycock. Note: I just did a quick search on the phrase “sales has changed” in Google and received 58,500 hits.

article thumbnail

Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

article thumbnail

I THINK, Therefore I AM – Tomorrow’s Sales Leader!

Bernadette McClelland

'For most professional B2B salespeople, they would be familiar with the writings of Matt Dixon and Brent Adamson in the much acclaimed and totally relevant book, The Challenger Sale. If there was one book in which I have gone crazy […]. The post I THINK, Therefore I AM – Tomorrow’s Sales Leader! appeared first on Bernadette McClelland.

B2B 150
article thumbnail

The “Epic” Blizzard and Your Business

The Sales Hunter

' Listening to the media and politicians earlier this week, we were lead to believe the most significant, epic, historical, record shattering, etc., storm was about to end the world as we know it. NYC subway was shut down — something that had never occurred before. In the end, it wasn’t even a “big storm,” […].

article thumbnail

How High-Performing Sales Organizations Differ From Others

SBI

'What Separates High-Performing Sales Organizations From Average and Underperforming Sales Organizations? That’s what Velocify , along with Steve Martin , author of the “Heavy Hitter” series of books on enterprise selling, set out to discover. They asked 800 sales executives, managers and front-line sales reps a whole lot of questions—42 of them to be exact—to get at the answer.

Lead Rank 108