Bernadette McClelland

JULY 1, 2013

'I keep on knocking but I can’t come in… If we consider for a moment a typical day in our life and we imagine that we have a door to our world that swings on its hinges. We let in what and who we want to let in and we turn away what and who we don’t want to let in when it suits us – we are too busy, too stressed, too pre-occupied, too frightened – mainly because it means we have to make some kind of a shift in what we are doing, thinking or being.

Influencer 330

Influencer B2B Coaching Buyer 330

SBI Growth

JUNE 29, 2013

'Slow ramp time for new hires is lethal. Sales leaders will not Make the Number if they fail to rapidly onboard new talent. The good news is that new techniques are now emerging that make a measurable difference. The sales environment is uniquely suited to take advantage of an innovation called “ gamification.” This post is for HR and Sales leaders who ask, "How can we accelerate the productivity of our new hires?".

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

Jeffrey Gitomer

JULY 2, 2013

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Cold Calling 315

Cold Calling Loyalty Customer Service Customer 315

The Sales Heretic

JULY 2, 2013

'You know you need to follow up with prospects in order to close sales. But you don’t want to call every other day asking, “Have you made a decision yet? Huh, have you?” So how can you make sure you stay in front of your prospects without coming across as a pest? Listen to my [.].

Follow-up 303

Follow-up How To Prospecting Strategy 303

Advertiser: ZoomInfo

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Sales Cycle

The Pipeline

JULY 3, 2013

'By Tibor Shanto – tibor.shanto@sellbetter.ca. One of the big Canadian banks, we’ll call them the Green bank, has a current radio ad that I believe holds a great lesson for sales people. In the ad, a customer of a competing bank, is complaining to a competing bank manager that all he got for switching to the bank was a toaster, “I already have a toaster; and it doesn’t even toast bagels.

Banking 293

Banking Opportunity Objections Intent 293

Sales and Marketing Management

JUNE 30, 2013

'Issue Date: 2013-07-01. Teaser: In order for a sales operations manager to be successful, he or she must be able to execute on three key business needs, which can be achieved with use of technology. In order for a sales operations manager to be successful, he or she must be able to execute on three key business needs, which can be achieved with use of technology.

Sales Operations 258

Sales Operations Sales 258

The Sales Hunter

JULY 2, 2013

'You know you aren’t making any money off the customer who became your customer when you were desperate during a slow period. Just because you made one bad mistake doesn’t mean you need to continue living it. If you do continue to do business with the low-price customer, the only thing you’re doing is continuing a bad thing. There are two ways to deal with the cheap customer you want to fire.

Customer 255

Customer Discount Consultative Selling Selling Skills 255

The Pipeline

JULY 5, 2013

'By Tibor Shanto – tibor.shanto@sellbetter.ca. Packaging counts for a lot. Many companies know that while the content of their offer may be similar to others, they can gain traction with potential buyers through presentation and packaging. While no one may get fired for buying IBM, often what they were buying was less about the quality of the product and more about other factors, just ask some former DEC employees and customers.

Video 256

Video Account B2B Pipeline 256

SBI Growth

JULY 2, 2013

'I don’t have the talent on my team to make the number. This is the top complaint we hear from Sales Leaders. Many of them are right. Attracting and keeping top talent is a highly competitive battleground. A few upgrades can make your year. How a manager approaches acquiring that talent will make the difference. When we ask “B” Leaders why they have a talent issue, here are the top responses: My compensation program isn’t competitive with the market.

Hiring 310

Hiring Compensation Salary Policies 310

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Sales

No More Cold Calling

JULY 4, 2013

'Once you’ve asked your clients for referral introductions, who do you turn to next? Your clients are your absolute best source of new business. With them, you have already earned the right to ask for referrals. They know you and have witnessed the ROI your solution generates. Continue to stay in touch with them and to tap into their networks. But don’t stop there … Who’s next on your list of Referral Sources?

Referrals 244

Referrals Networking Enterprise Enterprise 244

MTD Sales Training

JULY 4, 2013

'The old stories of the person walking across a beach and finding an old lamp that, when rubbed, releases a genie that gives you three wishes is exactly that… an old story. But wouldn’t it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Exact 242

Exact Sales 242

Understanding the Sales Force

JULY 2, 2013

'Understanding the Sales Force by Dave Kurlan Do you remember when freshly made waffle cones became popular? Back then, you could smell the waffle cones from outside of a gourmet ice cream shop and the smell alone would be enough to get you in. Originally, it was quite novel, with only a few shops making those soft, tasty, and very aromatic cones which could hold SO MUCH MORE ice cream than traditional cones.

Hiring 230

Hiring ACT Consumer Follow-up 230

SBI Growth

JULY 5, 2013

'The top of your funnel is weak. The VP of Sales realizes this but won’t act. Creating a high volume of qualified leads is a heavy lift. It would require input from multiple functions. There would be months of planning and designing the program. We would need to dedicate serious resources to operationalizing and reinforcement. The VP has 3 requirements of any lead generation effort: This will make us better tomorrow.

Sales Qualified Lead 308

Sales Qualified Lead Top of Funnel Leads Marketing Qualified Lead 308

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Data

Score More Sales

JULY 1, 2013

'Salespeople send email messages that are way too long most of the time. Sellers also leave long-winded voice mail messages. To top that off, we rarely leave specific suggested next actions that work. If you are in sales and have mastered the art of the brief, succinct message, consider yourself a Sales Rockstar or on your way to being one. Why do we say so much and send so much?

Inside Sales 220

Inside Sales Lead Rank Lead Scoring Outbound 220

MTD Sales Training

JULY 3, 2013

'My team gained a good client earlier this year and have just learned that they are going to get more work from them in the near future. As normal, we asked the client why they chose us and why they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Follow-up 235

Follow-up Prospecting Sales 235

Sales and Marketing Management

JULY 4, 2013

'Issue Date: 2013-07-05. Author: Atri Chatterjee, CMO, Act-On Software. Teaser: Whose job is it to send an email? In a company that has well-aligned sales and marketing departments with the common goal of revenue, the answer is: It depends on where the buyer is on the journey. Whose job is it to send an email? In a company that has well-aligned sales and marketing departments with the common goal of revenue, the answer is: It depends on where the buyer is on the journey.

Marketing 205

Marketing ACT Software Software 205

SBI Growth

JUNE 30, 2013

'Oracle just missed its 4 th quarter number for the first time in a decade. They missed because they did not ramp 500 new reps fast enough. Their words not mine. Here is the announcement. If you do not want to miss your 4 th quarter, read on. Allow me to explain. In B2B sales, activity leads to results. The correct time to add sales people is when business is soft.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

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

Jeffrey Gitomer

JULY 1, 2013

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Sales 211

Sales 211

Score More Sales

JUNE 30, 2013

'It is always good to get positive feedback when sales reps implement a suggestion or two that I have for being more effective with potential buyers and with prospecting strategies. Dave is a veteran sales rep who was open to a tweak on his e-mail messaging. I love working with professional sellers because they are so willing to try a new spin on something they have been doing for years.

Lead Rank 195

Lead Rank Lead Scoring Sales Qualified Lead Sales Coaching 195

The Sales Hunter

JULY 5, 2013

'Sales leaders are quick to say how they can’t get people to do the things they want them to do. (If I hear a sales leader say that too much, I no longer view them as sales leader, but rather a sales manager. More about that in a future post.). One reason people don’t always do what we expect them to do is because we’ve never expected them to do it.

Sales Leadership 200

Sales Leadership Motivation Follow-up Sales 200

SBI Growth

JULY 3, 2013

'World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings. For many marketing leaders the sales team’s QBR is an afterthought. Tenured B2B Marketing CMO''s look forward to the mid-year QBR like one desires a root canal. This is because marketing is ‘pulled’ into QBRs. Marketing typically provides updates to the sales team with a rear-view mirror approach.

Guidelines 300

Guidelines Referrals Construction Survey 300

Advertiser: ZoomInfo

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Cold Calling

Jeffrey Gitomer

JULY 3, 2013

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Training 170

Training Loyalty Video Sales 170

Increase Sales

JUNE 29, 2013

'With small businesses especially those with no employees increasing in numbers each day, so is this common marketing action – the elevator pitch. Yet, having listened to hundreds and probably now thousands of these 30 second to 60 second marketing messages, most leave me with a blah, blah, blah reaction. The common elevator pitch starts out as follows: “Hi, my name is… with (insert company) and we (or I) help…blah, blah, blah.” What these anxious small business own

Small Business 161

Small Business Small Business Influencer Facebook 161

The Sales Hunter

JULY 3, 2013

'In keeping with my commitment to give you as many opportunities as possible to strengthen your selling skills, today I’m highlighting the blog on Salesforce.com. The blog is a good mix of topics and writers, and I have no doubt you will find information from which you can benefit and grow. Russ Henneberry recently shared a video of mine on the blog.

SalesForce 197

SalesForce Resources Selling Skills Twitter 197

SBI Growth

JULY 1, 2013

'We’ve all had moments where we get great business ideas. Revelations and epiphanies that seem so promising to start. You see visions of making your 2013 and 2014 sales number. These are ideas that will change the course of the organization. They’ll undoubtedly yield success. Then reality hits. You don’t have the budget you need. These big picture projects cost money in addition to your existing budget.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

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

Jeffrey Gitomer

JULY 5, 2013

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Customer Service 154

Customer Service Training Customer Sales 154

Increase Sales

JULY 3, 2013

'Yesterday at breakfast meeting with some other professional business women, conversation turned to the professional attire of other business professionals regardless of gender. Agreement was many appeared to have lost their mirrors or may not even own one. Credit www.sxc.hu. For many years I have advocated casual attire promotes casual performance or professional attire promotes professional performance.

Referrals 153

Referrals Facebook Promotion Sales Coaching 153

The Sales Hunter

JUNE 29, 2013

'It’s summer for many of you reading this, and that means it’s a prime time when some of your customers and prospects are canceling on you. When people cancel on you, be prepared! You must have ready the names of people you can call to try to fill those slots. Sales call cancelations are not a time to relax and goof off. Your time is better spent going after business.

Cancellation 196

Cancellation Video Cold Calling Consultative Selling 196