2013

3 leadership lessons from my Nana

Bernadette McClelland

3 leadership lessons from my Nana. I have 45 first cousins on my Dad’s side of the family. My Dad is the middle child of 13 children. My nana was widowed when my Dad was only 7 (you can do the maths). Clearly she was a born leader.

When will Sales catch up with Marketing?

Sales Benchmark Index

The sales field is suffering. Customers are suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service.

What is the Role of a Sales Manager

Steven Rosen

By Steven A. Rosen. I just had a conversation with a sales executive who asked me “what is the role of the sales manager?” This executive was frustrated by poor sales and felt that the sales managers could be doing more to meet sales objectives.

Powerful Questions to Qualify Sales Opportunities

Score More Sales

Looking back, I remember thinking that Ron had some sort of memory problem. He was my sales colleague. We both were account managers selling millions of dollars worth of technology to a major aircraft company. Between us, we sold more than $30M a year of items selling for $20 or $100 or $5000 each.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

It Doesn’t End With the Sale: Managing Customer Relationships

The Pipeline

The Pipeline Guest Post – Megan Totka. Customers are the lifeblood of any business, and attracting new customers while strengthening your relationships with existing ones is a constant challenge. The best way to do so, however, is a matter that often leaves your sales and marketing staff at odds.

More Trending

Making The Right First Impression To Improve Your Sales

MTD Sales Training

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Presell & Positioning First Impressions making the right impression personal braning

Why Good Storytelling Beats Good Selling

Sales Benchmark Index

Some reps are convinced they can’t sell a new product. The next day, another rep does just that. Why is this? How can some reps be so effective and assertive, and others so passive? Confidence and belief are certainly big parts of the equation. The other part: exceptional storytelling.

10 Mistakes that Kill Sales Calls

Sales Benchmark Index

Sales Leaders miss or make the number one sales call at a time. Yet they typically don’t pay enough attention to each call. They look at each rep’s performance to quota. They review the pipeline. These are difficult to control. Sales leaders can control the quality of sales calls every day.

Why Top Sales Reps Will Be Unemployed In 2 Years

Sales Benchmark Index

Read on to learn if your Reps today are right for the future. This post is especially for HR Leaders and Business Partners in support of sales. Sales personnel will also benefit from the indicators of obsolescence.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

The Six Skills of Great Sales VPs

Sales Benchmark Index

Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. The newly promoted manager repeats behavior that made him successful as a rep. He neglects his skill development and sales initiatives. His team flounders.

Follow the crumbs

Bernadette McClelland

Follow the crumbs. We all remember the story of Hansel and Gretel and how the idea of leaving a trail of breadcrumbs would eventually allow them to find their way out of the forest. There are two pertinent messages that come out of this story: I have no idea why kids stories were so scary and.

How to Write Effective LinkedIn Messages

Sales Benchmark Index

Are your prospecting skills keeping pace with the market? Phone and email are losing their appeal. Now LinkedIn is the best way to reach your Buyer. To be effective on LinkedIn, carefully consider how you correspond with your extended network. Every word must be carefully chosen.

Be Bold: The Decision Before the Decision

Steven Rosen

Guest Post by Jeff Shore: An excerpt from “Be Bold and Win the Sale” by Jeff Shore. Available from McGraw-Hill Business in January 2014. Several years ago my wife and I took swing dance lessons in preparation for our son’s wedding; we wanted to dance without looking foolish. (OK,

Energy 307

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

3 Ways to Increase Revenues with CRM

Score More Sales

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM.

CRM 331

You Don’t Need To Be Manager To Be A Leader

The Pipeline

By Tibor Shanto - tibor.shanto@sellbetter.ca. I hope we can all agree that in sales, manager are better leading from the front than behind the desk.

How To 327

Replacing the Cold Call with: ANYTHING!

Jeffrey Gitomer

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 Loyalty Productivity Sales customer service how to make more sales jeffrey gitomer sales blog sales skills

12 Tips To Nurture And Build Relationships With Clients

MTD Sales Training

Gavin Ingham once said “Most salespeople make a sale to a client and then move on to the next one. Most clients think that salespeople only ring them when they want to a) sell something new or b). [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

How Social Sellers Build Their Pipeline with LinkedIn

Sales Benchmark Index

You don’t want a new job. You want to excel at the job you already have. To do that, you must outperform your peers and close more deals. So your success tomorrow depends upon your pipeline today. In today’s environment, a quality pipeline starts with LinkedIn.

Will Technology Solve My Sales Problem?

Sales Benchmark Index

As the head of sales you can become overwhelmed with technology options. With limited time, how do you prioritize initiatives? We will discuss how your sales organization can prepare to utilize technology effectively. Many sales organizations are using new technology to automate broken processes.

CRM 342

Will Google’s Latest Algorithm Change Affect Your Content Marketing Strategy?

Sales Benchmark Index

Your ears should perk up when you hear of a major Google algorithm update. Marketing leaders immediately want to know if they were affected. Understanding the implications and knowing the go live date is your team’s priority.

Google 342

How B2B Social Sellers Align With Their Buyers

Sales Benchmark Index

In B2B corporate environments, Social Selling gets a Sales Rep’s foot in the door. But the transition from a virtual conversation to a real opportunity is complex. During this transition, Reps are met with a wall of bureaucratic process and resistance.

Buyer 341

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Stop Giving Value

Bernadette McClelland

Stop Giving Value. Marketing tells us to give value, give value, give value so that, in turn, we will be valued by others and ultimately become a force to reckon with.

Should You Use Pinterest for B2B Marketing? Yes or No in 5 Minutes

Sales Benchmark Index

As a Marketing Leader, you hear Pinterest in the news. The key question is should we be using Pinterest ? Will it work for complex product/service offerings with 6+ month buying cycles? The answer rests with the target audience of your Ideal Customer Profile.

B2B 340

Why Sales Managers Hate Performance Management

Steven Rosen

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.

30 Ways to Reach Prospects

Score More Sales

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Do You Really Need/Want a Shorter Sales Cycle?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Shorter sales cycles are one of those things that come up in many discussions with sales and corporate leaders. When I ask them what specific improvements they would like to see 18 to 24 months out, a shorter cycle is usually one.

Training is Out. Education is In. Are You In or Out?

Jeffrey Gitomer

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. Jeffrey Seminar Presenting Sales customer service training Jeffrey Gitomer Sales Training sales presentations sales training tips

A Different Way To Deal With Objections

MTD Sales Training

Why do objections occur? It’s an age-old question that gets salespeople crying into their beer. There are, naturally, many reasons why they come up, but they tend to revolve around one main. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].