Bernadette McClelland
MARCH 26, 2015
'My belief is that any of the thousands of influencers, changemakers and authoritarians sharing their own content and IP on social media, are doing so to help other people. It is in our DNA and we get a buzz from […]. The post He Reeled Me In…Hook, Line and Sinker! appeared first on Bernadette McClelland.
No More Cold Calling
MARCH 24, 2015
'Susan RoAne explains why in-person connections matter just as much as ever. Sometimes you get a few chapters into a business book and wonder why you are still bothering to turn the pages. Other times you feed voraciously on every word, paragraph, and chapter. Not only has the writer engaged you with stories and examples, but you know this person is a thought leader.
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The Sales Heretic
MARCH 25, 2015
'Aikido is a Japanese martial art that focuses on redirecting an attacker’s energy and using it against them. Instead of meeting force with force (i.e. kicking and punching), the idea is to blend with the assailant’s movements to either throw them or pin them to the ground. Aikido makes use of momentum, balance and gravity, [.].
The Pipeline
MARCH 26, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . There are times when you hit a wall in a given sale or opportunity, where you have some though choices to make: do you walk away, do you take a different approach with the buyer, or do you abandon the person you have been working with and go around or over them. As interesting as the choices that people make in these situations, what’s even more interesting and noteworthy from a learning standpoint, is why and how the make those choices.
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.
Sales and Marketing Management
MARCH 26, 2015
'Issue Date: 2015-03-01. Author: Paul Nolan. Teaser: We keep hearing about how far today’s B2B buyer is through the decision-making process before engaging a supplier, but what does it all mean? It's certainly changing the role of sales, but it's not replacing it. We keep hearing about how far today’s B2B buyer is through the decision-making process before engaging a supplier, but what does it all mean?
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MTD Sales Training
MARCH 25, 2015
'One of my clients was discussing with me a few weeks ago how the attitude of salespeople has changed over the years. He now employs a lot of ‘millenials’ in his business and has recently noticed how. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
MARCH 23, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . As you may be aware I have the honour of being one of the presenters at this year’s Sales Performance Summit , the event is both live, and being webcast live simultaneously to anyone with a web connection, even the folks on the International Space Station. What I found interesting is the number of people who are questioning the wisdom of charging for the simulcast, many of those questioning us are themselves sales pundits.
No More Cold Calling
MARCH 26, 2015
'Things you need to know—but might have missed—from No More Cold Calling this month. Do you know what it takes to build a business based on referrals? Do you know how to ask for referrals in a way that gets results? Or how to nurture your network so referrals keep pouring in? These aren’t trick questions. I really want to know your answers. I’m doing some referral research and need your help.
Understanding the Sales Force
MARCH 23, 2015
'Photo Credit: Psychic Library. Today I will explore the least-read articles I have ever written. That''s right. The least read. It''s very fashionable - and a best practice - to continue promoting the most-read, most-liked, most-favorited, most-shared, most-tweeted and most-commented articles; but I don''t think anyone has gathered up their worst work and said, "Look at this!
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The Sales Hunter
MARCH 21, 2015
'Most of you have likely heard of SWOT analysis — and maybe even used it to evaluate your customers’ Strengths, Weaknesses, Opportunities, and Threats. But have you put yourself through such a process? I am a big fan of SWOT-ing yourself! When you do this about every six months, you gain valuable insights into your selling […].
Pointclear
MARCH 24, 2015
'Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount). I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away.
DiscoverOrg Sales
MARCH 24, 2015
A year ago, if you had asked me what my biggest concern was around growing DiscoverOrg 60-100% annually, I would have told you that hiring great sales talent was our biggest roadblock. In the last year our Sales Leaders, Patrick Purvis and Steven Bryerton, through a rigorous interviewing, recruiting, and testing process have managed to hire an all-star team of SaaS sales reps who are poised to “crush it” for us day in and day out (see how you can, too ).
Increase Sales
MARCH 24, 2015
'Hiring sales people is very much like a crap shoot. Finding those top sales performers you require to increase sales is even more of a gamble. What might make your hiring easier is to discover the applicant’s desire or motivation to sell. Yet where do you find that in your hiring process? Even with the strongest resumes and references, the motivation to sell is hidden from those in sales management.
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The Sales Hunter
MARCH 24, 2015
'1. Use silence with confidence. Few things communicate confidence better than the ability to use silence. Here are a couple of ways: First, of course, is when you communicate your offer or anytime you are looking for a response to a question. Ask your question and remain silent. Yes, it can seem awkward, but […].
Pointclear
MARCH 25, 2015
'In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works.
SBI
MARCH 25, 2015
'Think outside the box. Outmaneuver and outsmart. Outfox and outwit. In our zeal to out -shine the competition there’s a lot of pressure to outdo yourself. If you can come up with that magic bullet or learn the secret tips and techniques, you’ll have a competitive advantage – yes? Perhaps. Perhaps not. The phrase “thinking outside the box” is thought to have originated in the 1970’s and ‘80s when management consultants began using the 9-dots puzzle – itself thought to have been created in the e
Increase Sales
MARCH 23, 2015
'Maybe it is just me, yet it appears that permission based marketing is becoming as rare as the Dodo bird. Years to even months ago I would receive one unsolicited newsletter or broadcast email a week. Now, I am receiving them daily and the worst offenders appear to come from one social media site – LinkedIn. Just this morning I received a newsletter from a first degree LinkedIn connection who added my email to his list without my permission.
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The Sales Hunter
MARCH 22, 2015
'Do you know who the most important person is? The person you are talking to! You will stand out in a good way if you become disciplined about being in the moment. Focus on the person with whom you are having a conversation. Too often, salespeople become consumed with talking about themselves. That may feed […].
Pointclear
MARCH 27, 2015
'Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling all sales reps to return to the telephone. Part 1: Tip #1 Believe it Works. Part 2: Tip #2 Commit to It. Part 3: Tip #3 Sharpen Your Story.
A Sales Guy
MARCH 25, 2015
'I received this email the other day and it started like this; If you work in sales enablement you should – Well, I don’t and I suspect most of the other recipients didn’t either. The email then went on to talk about the value proposition of the podcast they were promoting. After a decent list of benefits the email ended like this: If you are in sales enablement , and need to scale, you will benefit from listening to this podcast.
Increase Sales
MARCH 25, 2015
'Fact: Everyone is in sales regardless if it is in your title or directly reflect your paycheck. Since everyone is in sales, then those who are the top sales performers know self-leadership comes first and leadership second. If you cannot lead yourself first and foremost, how can you lead others? Now those others you may be leading could be: External customers.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
The Sales Hunter
MARCH 26, 2015
'Every day I get minimally 3 – 5 emails from people proclaiming to me how effective their social media plan is for getting new customers. Each one claims to know exactly why others fail and why they have a plan that works perfect. Along with the emails are the numerous articles on the web about how old school […].
Pointclear
MARCH 26, 2015
'In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. It was a stellar presentation. So much so that I asked him if I could share his “4 Tips to Power Up Prospecting in 2015” with my audience.
Fill the Funnel
MARCH 23, 2015
'OmniJoin is the lock-down web conferencing tool if you require confidential, secure communications and visuals between all participants and everywhere in between. OmniJoin is not generally the tool that comes to mind when someone asks me about web meeting tools. GoToMeeting, Webex, Join.me and Google Hangouts are the common responses you will hear.
Increase Sales
MARCH 26, 2015
'Have you ever considered how your prospecting actions actually reveal your leadership skills? For me sales is all about leadership. Any activities such as prospecting within the 3 Phase Sales Process have always been in alignment with my leadership skills. Social media has provided an incredible opportunity for savvy salespeople to unite their prospecting skills with their leadership skills.
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.
The Sales Hunter
MARCH 27, 2015
'If you’re not getting the price you want, it might be more than just your selling process that you need analyze. The problem might be due to your prospecting process and specifically who you’re targeting in the prospecting process. The price you get when you close the sale starts with who you have in […].
SBI
MARCH 22, 2015
'Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Qvidian, a smart selling tool that makes best-practice sales processes repeatable so new reps ramp up quickly and ALL reps increase their revenue. Sales ToolSkool Video Transcript: This week’s topic is a sales execution tool that can improve sales performance across the board.
Fill the Funnel
MARCH 23, 2015
'OmniJoin is the lock-down web conferencing tool if you require confidential, secure communications and visuals between all participants and everywhere in between. OmniJoin is not generally the tool that comes to mind when someone asks me about web meeting tools. GoToMeeting, Webex, Join.me and Google Hangouts are the common responses you will hear.
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