Sat.Feb 28, 2015 - Fri.Mar 06, 2015

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3 Accidental Failings Of An Entrepreneur

Bernadette McClelland

'“Baby I’ve been here before, I know this room and I’ve walked this floor” Hallelujah, Leonard Cohen The words that I rock out to when I feel that things aren’t going to plan – that help me get clear on […]. The post 3 Accidental Failings Of An Entrepreneur appeared first on Bernadette McClelland.

Strategy 259
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Time Is The Currency Of Sales #BBSradio

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . This month’s piece on Michele Price’s BREAKTHROUGH radio program deals with time, as time runs out on Q1. To hear my segment from last week, click on the image below. Check Out Business Podcasts at Blog Talk Radio with Breakthroughbusiness on BlogTalkRadio. I appear every 4th Monday, speaking of course about sales, but there a host of other great content, I encourage you to check Michele’s program out, and learn from a range of contribu

Segment 245
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4 Ways Salespeople Get Social Networking Wrong

No More Cold Calling

'Forget about social selling and focus on social engagement. “Aren’t you afraid clients won’t need you?” That’s what a shocked colleague asked when I told him I was including my entire referral process in my first book, No More Cold Calling. Yes, I was giving everything away—my content, my best ideas, and a process that took years to perfect.

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Are Your Salespeople Schrodinger’s Cat?

Sales and Marketing Management

'Issue Date: 2015-03-02. Author: Randy Sabourin. Teaser: The odds of a sales reps using the sales training he receives is very low despite the quality of the content or will of the participants. At least Schrodinger’s Cat had a 50/50 chance of success when we look into the box. It seems like the answer to have sales training that sticks is practice.

Training 225
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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

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‘Tie The Social Selling Knot’ With These 5 Vows

Bernadette McClelland

'I must admit I have been a little wary of the term ‘social selling’ mainly because I didn’t understand it, and like anything, if we don’t fully understand something, then we tend to be skeptical at best and cynical at […]. The post ‘Tie The Social Selling Knot’ With These 5 Vows appeared first on Bernadette McClelland.

More Trending

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22 Ways To Critique Your Sales Meetings

MTD Sales Training

'One of the best salespeople I ever worked with gave me a hint into his working life and what made him so successful. He once said to me, “Sean, what do you do after a sales meeting that ensures. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Is My Price Too High or My Customers Too Cheap?

The Sales Hunter

'This is a question I get asked a lot. Recently, I was sitting in a room of salespeople discussing ways to grow the business, and one salesperson was adamant the easiest way to grow sales would be to cut prices. The argument was based on how the prices he was being asked to sell […].

Discount 207
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My husband dared me to write this…

Bernadette McClelland

'With the articles I am writing and publishing on LinkedIn Publisher, in order to help salespeople bridge their corporate goals and KPI’s with their ability to generate those outcomes, my husband Tim, suggested to me that I could really only […]. The post My husband dared me to write this… appeared first on Bernadette McClelland.

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Case History - Another Pitiful Sales Cold Call Exposed

Understanding the Sales Force

'Copyright: 123RF Stock Photo. The salesperson who cold-called me gets kudos for, well, cold-calling me and getting through. Unfortunately, it all went downhill from there. She said she was calling from Charter Business and wanted to talk about phone and internet. I told her that we were all set and that''s when it got interesting.

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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

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The Three Things That Buyers Want

MTD Sales Training

'“But I sell a great product Sean, why won’t they buy?” It’s a question I get asked a lot! Many salespeople think that just having a great product is good enough – that it will sell itself but in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 213
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VIDEO SALES TIP: How to REALLY Get Things DONE

The Sales Hunter

'Do you have goals you want to accomplish? Projects you want to get done? More sales success you want to experience? Of course you do! As salespeople, we have to be diligent about how we break down those goals and projects so that we complete them. This isn’t just about eating the elephant “one […].

Video 198
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Why Being Great Isn’t Good Enough

The Sales Heretic

'You have a great product or service. In fact, it’s better than great—it’s fantastic! It’s awesome! It’s world-class! Guess what? It doesn’t matter. And if you’re laboring under the belief that it does, then you’re losing sales. Listen to my appearance on Breakthrough Radio with Michele Price. In this 6½ -minute segment, I explain why this is and [.].

Segment 191
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When Bad Things Happen to Good Leads - Part 4

Pointclear

'So far over the course of this series we’ve covered how marketing to non-lead outcomes, such as pipeline and nurture dispositions*, can substantially increase return on marketing programs. Yes, we have a problem in that sales has a tendency to ignore leads from marketing. Be that as it may, marketing is not exactly making use of the valuable data that results from their efforts either.

Leads 186
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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

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10 Tips In Honor of National Salesperson Day

Sales and Marketing Management

'Issue Date: 2015-03-06. Teaser: National Salesperson Day is the first Friday in March. To honor hard-working sales reps everywhere, Brainshark, Inc., a company delivering content-driven sales enablement solutions that close more deals, has gathered tips from top-performing reps on best practices that can help raise the bar for sales performance and turn “B” and “C” reps into “A” players.

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When Does Negotiating Move From Being Ethical to Deceitful?

The Sales Hunter

' This question came up over lunch after speaking at a conference on negotiating. Many of the people in the audience were uncomfortable with the whole sales process and, in particular, having to negotiate. The fears expressed by several over lunch were clearly real to them. They were confused as how negotiating over anything could […].

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Rebuttal to What Elite Salespeople Do Differently

Understanding the Sales Force

'Copyright: / 123RF Stock Photo.

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When Bad Things Happen to Good Leads - Part 3

Pointclear

'There is valuable data in non-lead outcomes that, if properly nurtured, can increase marketing returns substantially. Most recently, in part 2 of this series , we discussed pipeline dispositions*—prospects that are just one or two touches away from being converted to sales-ready leads. Here in part 3, we’ll examine “nurture” dispositions. A nurture disposition is a qualified company, contact and operating environment without any specific next step in the short-term.

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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.

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Are You Being Confused by All the Sales Experts?

Increase Sales

'Boy if today I was just starting out in sales, I would be greatly confused. Between the workshops, seminars, formal sales training sessions, books, the videos, the blogs and the social media postings from all the sales experts, I truly would not know where to turn. Having a background in small business, under 100 employees, I learned from my father, my boss and a few books such as the Secrets of Closing the Sale by Zig Ziglar, later Spin Selling.

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5 of the Best Prospecting Tips You Can Use NOW!

The Sales Hunter

' Yes, these are all proven to work, and I’ve got plenty of emails from folks to prove it. 5 of the best prospecting tips you can use now… 58/2 Phone call Many people are simply hard to reach due to the number of meetings and conference calls they have on their daily schedule. A […].

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How to Make Your Sales Enablement Roar Like a Ferrari

SBI

'by Rebecca Bell Ellis. You’re proud of your Sales Enablement capability and programs but you’re smart enough to know it’s not a trophy to place on your shelf and admire; right? Because of its very nature, Sales Enablement should not be seen as static, nor should it be considered merely a set of KPIs. Intead, think of your Sales Enablement program as a fine automobile with many moving parts, that in whole—and indepently—need precise attention and care.

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Sign Of A Healthy Sales Team Is An Empty Conference Room

Fill the Funnel

'Conference rooms and weekly sales meetings are relics of a time without the internet, webcams, smartphones and powerful web tools. A conference room full of sales people and sales leaders just might be the biggest time waste of the week. Add up the opportunity costs of each of the 12-15 sales people, 1-5 functional managers and possibly a vendor or guest gathered at that table.

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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.

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The Big Lie About Social Selling

Increase Sales

'Social selling is a lie, a rather big one at that. Yes I said it, it is a lie. Unfortunately a lot of small businesses are buying into this lie and spending their hard earn profits. There are numerous definitions for social selling. One of the more concise ones is offered by Hubspot : “Salespeople use social media to interact directly with their prospects.

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How to Get a Customer to Buy NOW!

The Sales Hunter

'We’ve all had customers who are on the verge of buying, and then suddenly for one reason or another, they decide to wait. The excuse they use might be real or it might be bogus, but the effect is the same — no sale now! Being able to overcome this buying situation is important. […].

Customer 186
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The Greatest Sales Person, Can’t Save The iWatch (Apple Watch)

A Sales Guy

'The iWatch talk is getting hot. Watches as a device are being pumped up as the next big thing, but if you ask me, I’m saying no. ( so is my boy Fred Wilson ). Here’s the deal. I had a badass professor at The University of Chicago, his name was James Schrager. Some of you might even know of him. The guy’s a classic. One of the things he taught us was businesses fall into 4 categories (I think it was 4 ) One of the categories is the image category.

Up-Sell 97
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Nancy’s Sales App of the Week: @Membrain_com

SBI

'Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Membrain, a smart selling tool that helps your sales team execute with perfection in complex B2B sales. . Sales ToolSkool Video Transcript: Today’s topic is a tool that helps your salespeople execute in a way that differentiates them from the competition. I’ll be talking about Membrain.

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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.

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How the Ah $h*ts Surface from the Strategic Planning Process

Increase Sales

'We all have those “Ah $h*t” moments in business. Suddenly we recognize the missed opportunities and the financial impact from those events. No where is this recognition more visible and audible than in the strategic planning process. Currently I am facilitating a strategic planning session for three small business owners with sales ranging from $500,000 to $5 million.

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Sales Motivation Video: One More Call Is All it Takes

The Sales Hunter

'You can do it! You can make one more call. That is the key to success! I challenge you today to make one more call than you had originally planned to make. Yes! One more call! You will be amazed at the momentum it will give you. Check out the video to see what […].

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The Word! Episode 1: What Sales People Are Missing

A Sales Guy

'We did our first episode of The Word on Thursday. It was sick. We had so much fun. Our guest was Dan Waldschmidt author of Edgy Conversations. The topic was what sales people are missing. We broke down the key traits we think sales people need more of and why it affects sales. We talked about being great, and why too many people don’t aspire to greatness.

Hubspot 96