Bernadette McClelland
JANUARY 8, 2013
'Are you BOLD or BORING? What is the one quality you think might shift your results this year – in ANY area? I think being BOLD would have to be one of those qualities. I guess I am lucky I was christened with this characteristic – Bernadette just happens to mean bold as a bear lol. It might be a good idea to understand what being bold actually means.
SBI Growth
JANUARY 8, 2013
Why do my customers buy? What drives their buying behavior? When do they make their decision to purchase? These questions are the Holy Grail of sales and marketing. Answer them and you’re on your way to a great year. For the marketing leader struggling to produce leads , mapping the buyer’s journey is priority #1. A Buyer Process Map will focus your marketing efforts for maximum demand generation.
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Steven Rosen
JANUARY 8, 2013
Performance management can be a dirty job. Many managers shy away when having to deal with performance issues. My approach says “bring it on.” I believe that non-performing players need to get their act together or there is no place for them on the team. Here are a few considerations when addressing sales performance issues. Opportunity Cost: What happens when one of your sales people is not performing?
The Pipeline
JANUARY 11, 2013
Many sellers believe that Objections are the bane of their existence, and one can understand why. On the other hand, if you step back, you can actually see Objections in a more positive light, and see them as something you can leverage to move sales forward, and win deals other less enlightened sellers may miss. Below is the first of a series of videos dealing with objections, and how to make them work for you in winning sales.
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.
MTD Sales Training
JANUARY 10, 2013
Becoming a mind-reader is a dream for most salespeople. To know what your prospect is thinking, being able to react and guide the conversation in a way that builds rapport really quickly, is actually. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Score More Sales
JANUARY 8, 2013
Jen Mueller, sideline reporter for the Seattle Seahawks had a quick conversation with Seahawks star quarterback Russell Wilson recently and shared a lesson for us all in sales about the power of the words we choose to use. Click here to view the embedded video. I can’t imagine how much fun (and work) it must be for someone like Jen who often travels with the team and gets the most incredible viewpoint – from the side line of the field – to see the NFL in action.
The Pipeline
JANUARY 7, 2013
While I have always supported the concept and the focus behind the three R’s of academics; although I never understood why the academic community would go for the label, given that only on of the three words in question start with an R. We in sales hold to a higher standard, and therefore the three words that make up the three R’s of Sales, all do indeed start with the letter R!
MTD Sales Training
JANUARY 9, 2013
Is it? Is it really? Is it really obvious? To you maybe but not to me and because I didn’t think it was obvious and you said it was then does that make me thick? Because I just didn’t see it! You. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JANUARY 5, 2013
Sales VPs need to train their Sales Managers differently. Coaching sales people has changed. Why? Because buying has changed. Customers are self-directing their buying behavior in new ways. This requires different coaching techniques. Gone are the days riding with a rep on numerous calls to one customer. 77% of all Sales Managers reported fewer sales calls in 2012.
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Score More Sales
JANUARY 10, 2013
courtesy of InsideView. If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. Since we encourage clients to make small improvements every day, we are less concerned about your global strategies and more interested in you taking some small specific actions.
The Pipeline
JANUARY 9, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. Last week I posted about the how trends don’t use calendars and the flaw in trying to tie trends and the start of a new year; people on the other hand are different and do make effective use of calendars and planning to make improvements or changes in the way they do things. This includes sales people and the way they sell, and I would encourage people to set more time based objectives, and develop and execute a plan for achieving the desired result
MTD Sales Training
JANUARY 7, 2013
Have you been successful in a sale and then tried a similar appraoch with someone else, only to find it goes terribly wrong? Join the club! We often think that because we’ve sold our product or. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JANUARY 6, 2013
How many changes do you have lined up for your sales organization to start 2013? Are you changing the compensation plan? Are you changing account or territory assignments ? What about quotas ? Are you changing the sales process ? Change comes by the truckload at the beginning of a new fiscal year. It just makes sense from a financial and measurement perspective.
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No More Cold Calling
JANUARY 10, 2013
Selling is a person-to-person business. It’s been said that buyers already know everything they need to know about your company and your products and solutions before they ever speak to a salesperson. This suggests that buyers don’t really need us anymore—that sales has become so automated, and that salespeople are irrelevant. This couldn’t be further from the truth.
Score More Sales
JANUARY 7, 2013
In all the noise and all the clutter you must stand out or your human-to-human connection will not ever take place. Once you have a human connection, you can help move others to take action – but not before. We receive hundreds upon hundreds of emails weekly. It takes something special to stand out. Imagine me stopping to read the one that came in with this first sentence: I’m a sales guy.
Jeffrey Gitomer
JANUARY 11, 2013
Tweet. TODAY’S REALITY: Do everything you can to use business social media to build brand, image, reputation, and perceived value with your customers and your business community. YOUR CHALLENGE: Send messages that your customers perceive as valuable to them. Messages so valuable that they will tell others. BUSINESS SOCIAL MEDIA REALITY: It’s not about tweeting; it’s about being re-tweeted.
SBI Growth
JANUARY 9, 2013
The top fear of HR leaders for 2012 was finding or developing leaders. Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! Better to be ready for the day when it occurs. This post explores what HR leaders can do to develop top internal sales leaders.
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 Heretic
JANUARY 9, 2013
Whether you’re brand new to sales or you’re a seasoned sales veteran, the bad news is, you have shortcomings. The good news is, that’s okay, it’s perfectly normal. The better news is, those weaknesses represent opportunities for you! Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this twelve-minute segment, I [.].
Score More Sales
JANUARY 11, 2013
courtesy of M. Griffin / OTUS Analytics. The outlook for small-and -medium-sized (SMB) businesses includes a lot of looking toward cloud computing and improved analytics, according to Ed Abrams, IBM’s VP Marketing and Strategy for SMBs. Ed and I spoke recently about the trends, and I shared with him my concerns about how so many smaller organizations are overwhelmed by tools, technology, and strategies for growth.
The Sales Hunter
JANUARY 8, 2013
Many times the best way to reach a decision maker is by leveraging a salesperson in the decision maker’s own company. The strategy might sound strange, but it works — especially when you can assist the salesperson who is helping you. The strategy is quite simple. Call the sales department in the company you’re trying to reach and introduce yourself to the salesperson you connect with.
SBI Growth
JANUARY 11, 2013
SVPs of Sales in large companies share some universal challenges, regardless of industry. One challenge is to close more key accounts. The fundamental trick is aligning your best salespeople with your largest prospects. The organization is big, and you can’t be everywhere at once. In the normal course of business, reps secure appointments with key customers and prospects.
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Understanding the Sales Force
JANUARY 9, 2013
Understanding the Sales Force by Dave Kurlan It's my way, of course. And your way. And everyone's way. The biggest issue affecting salespeople, sales managers, sales leaders and even Presidents and CEO's is this: For most of them, the way they know, the way they do it today, the way they have always done it, is the "best way". They simply don't know what they don't know.
Anthony Cole Training
JANUARY 11, 2013
Sales Success is influenced by many factors. The economy being a major one in that it has a significant impact on 'consumer and business confidence'. Other contributing factors might be the direction of a company or its product offering or it's pricing strategy. All of these do have influence but I believe that the influence has to do with 1) How easy is it to engage a prospect or 2) How hard is it to engage the prospect.
The Sales Hunter
JANUARY 10, 2013
If you haven’t noticed, it’s a new year. The question is, “Are you still using 2012 strategies to sell or, even worse, are you still using 2002 strategies?” We’re now in 2013, and although it may seem like things haven’t changed, they have. The biggest thing is what hasn’t changed, and that is the amount of competition you will face and your customers will face.
SBI Growth
JANUARY 10, 2013
This post helps CEO’s determine where to spend money on sales to make the number. Common questions we hear from CEOs regarding sales investments include: Do we have enough feet on the street? Are my existing reps producing enough? Are the tools we’ve invested in generating a return? You are ready to write the check. You just don’t know where to spend and why.
Speaker: Joe Apfelbaum, CEO of Ajax Union
In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.
Understanding the Sales Force
JANUARY 7, 2013
Understanding the Sales Force by Dave Kurlan If you are like most executives, you start the new year asking for everyone's goals, plans and forecasts. Terrific start. But then what? You'll need to modify the pipeline requirements for each salesperson. If the goals change, the requirements in each stage must change with them. And if any of your salespeople's critical ratios for closing have changed in the past 12 months, those new percentages also must be factored into your new pipeline requireme
Jeffrey Gitomer
JANUARY 7, 2013
Tweet “Time is money.” You’ve heard that expression a thousand times or more. And as many times as you’ve heard it, you have universally ignored it. Every year I get thousands of requests for a course in “time management.” And every year I give the same answer: Why are you asking ME what to do with YOUR time? Don’t you KNOW what to do? Is it time management or wasted time?
The Sales Hunter
JANUARY 7, 2013
Think about this question. What’s your answer? I recently spent quite a bit of time thinking about this, and after going back and forth as to what the answer is, I came to this conclusion. It’s neither! I think they’re both attracted to each other and, more importantly, because they’re attracted to each other, they wind up taking each other to a higher level.
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