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.

Nine Ways to Waste Your Marketing Budget

The Sales Heretic

Your company has too much money. I understand. It’s a common problem. Clearly, you need to get rid of some of it. But how? Marketing! But not just any marketing—it has to be bad marketing. Because good marketing is actually an investment—it will generate more sales, making you more money.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica whitepaper to learn how important conversational AI is to your CX strategy.

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.

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Are you making sales or measuring sales activity?

Jeffrey Gitomer

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Sales 327

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

Top 10 Ways Salespeople are Selling in the Dark

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Did you happen to see the movie Gravity? Early in the movie the two astronauts, played by Sandra Bulluck and George Clooney, lose communications with Houston.

Lunch and Learn - 12 Sales Lessons from Rich Ambrose

Anthony Cole Training

Learning about sales and selling is one of the things I enjoy most about what I do. When I started my personal quest to improve my understanding of sales, my ability to execute a sales process effectively and to ultimately improve my sales results, there was much for me to learn.

10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

14 Things Great Salespeople Always Do That Average Salespeople Only Think About

The Sales Hunter

What separates great from average, and what do you need to do if you want to step up your sales game? Here is what I’ve found in having worked with thousands of salespeople over my 15 years of sales consulting — and before that, nearly 20 years of sales with 3 Fortune 500 companies: 1.

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.

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.

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 312

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

Stop Selling What People Don’t Care About

The Sales Heretic

I was meandering through a store recently when I came upon a display for a new electric toothbrush. The biggest, boldest words on the signage and the packaging were “New Quadpacer Mode!” I thought to myself, “Finally!

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 329

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.

Sports 325

Replacing the Cold Call with: ANYTHING!

Jeffrey Gitomer

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How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

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! ]].

10 Tips for Great Keynotes and Better Sales Presentations

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Recently I was searching Google for a Keynote Speaker for Objective Management Group''s (OMG) upcoming International Conference in April.

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.

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.

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.

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.

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.

59 Ways to Agree with Your Customer

The Sales Heretic

Whether you’re building rapport with a new prospect, negotiating the fine points of a big contract or working to resolve a customer problem, one of the best things you can do with your buyer is to agree with them whenever possible.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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.

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