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.

10.5 Sales Success Super Powers You Possess Right Now

Jeffrey Gitomer

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Sales 342

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.

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.

See the PureCloud call center in action

All cloud contact centers are not created equal. Register now for an upcoming live demo covering supervisor, admin, and agent experience in PureCloud!

The All for Me Small Business Leadership Mentality

Increase Sales

The small business leadership mentality of “all for me” is quite prevalent given that over 27.7 million firms in the US, 21.7 are non-employed meaning one person entities having no employees.

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.

More Trending

5 Mistakes to Avoid When Entering a Foreign Market

Sales and Marketing Management

Issue Date: 2013-04-30. Author: Renato Beninatto, Chief Marketing Officer, Moravia. Teaser: If you want to do business internationally, you’ve got to communicate in the language of your target market.

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.

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.

A Vicious Sales Cycle—4 Traps to Avoid

No More Cold Calling

How to stop undermining your performance, and save your sales. Getting caught in the cyclone of a vicious sales cycle is a looming trap. Take one wrong step, and you’re pulled into the eye of the storm.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

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.

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

Jeffrey Gitomer

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13 Sales Tips from NSA ‘13

The Sales Heretic

As a professional speaker and trainer on the subject of sales, I am, naturally, a member of the National Speakers Association. So last week I was in Philadelphia for the 2013 NSA Annual Convention.

Sales 337

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 327

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

The Unexamined Life Is Not Worth Living

Increase Sales

Today here in the USA is Memorial Day. This is a national holiday to remember and honor those fallen military individuals who gave their lives for our country. To remember is to reflect and thus keeps us from living these words of Socrates over 2000 years ago.

Everyone Can Sell. Not Really. Top 10 Reasons Why Not

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Dan Pink, Author of To Sell is Human , has been getting a lot of well deserved exposure. He wrote a terrific book and most who have read it really like it. I don''t have a problem with his book because read in its entirety, it makes sense.

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 299

Are you making sales or measuring sales activity?

Jeffrey Gitomer

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Sales 342

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

5 Ways to Avoid Stupid Customers

The Sales Hunter

Not all customers are good customers. In fact, there are some customers who are just plain stupid. Sometimes we as salespeople don’t recognize how stupid they are until it’s too late.

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.

Put Your Phone Away, or Pay Up

No More Cold Calling

Many professionals are now creating games and rules to ensure that technology addiction doesn’t disrupt their personal lives. Have you heard of phone stacking? It works like this: You and your friends are at a restaurant. You all put your cell phones in the center of the table.

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.

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.

Twitter thoughts and Twitter thinking. Tweet and Re-Tweet.

Jeffrey Gitomer

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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!

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.

The Dog Ate My Homework Is Alive and Well for Small Business Owners

Increase Sales

At a monthly mastermind meeting of some local small business owners here in Northwest Indiana, one of the members, Rick Gosser , shared a photo with a person exercising and this caption: I don’t have time is the adult equivalent of the dog ate my homework.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

What is the Most Difficult Part of the Sales Process

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. One attendee asked the hypothetical question, "What is the most difficult part of the sales process?"

Understand the Power of Words to Build Relationships

Score More Sales

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.

Travel 288

All Airlines are the Same, Except for Their People

Jeffrey Gitomer

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4 Reasons Why Mondays Matter to Salespeople

The Sales Hunter

First reason is how you start Monday is a good indicator as to how the entire week is going to go. If you allow Monday to slide by and not make it productive, then most likely you’re going to let the entire week slide by.

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.