2014

Lessons Mark Bouris and Julie Cross have gallantly taught me this week

Bernadette McClelland

Lessons Mark Bouris and Julie Cross have gallantly taught me this week. They say when the student is ready then the teacher will come. Thursday morning, I was invited to a breakfast hosted by the City of Yarra and fortunate enough to meet Mark Bouris who was the speaker.

A scoop of Insideview with some Jigsaw special sauce

Sales 2.0

“A scoop of Insideview with some Jigsaw special sauce.” That’s my best shot at summing up a new “Sales 2.0” tool that I think you should check out. The tool is Owler. Owler is a new company from the fellow who founded none other than one of my favorite Sales 2.0

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Are you the “Toast” of your meetings?

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. Leadership Presenting Sales Management Jeffrey gitomer presentations public speaking public speaking and sales sales toastmasters

Seven Sales Lessons My Father Taught Me

The Sales Heretic

Without question, the single biggest influence on my life has been my father. Through his words and actions, he taught me a lot about sales, business and life. On the occasion of his birthday, here are a few of the lessons that have shaped me. Find opportunities and go after them My father has [.].

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

More Trending

The 21 New Sales Core Competencies for Modern Selling

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult!

The Secret to Sales Rep Motivation

Steven Rosen

By Steven A. Rosen. Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around.

Say it with Stick Figures

Sales and Marketing Management

Issue Date: 2014-07-01. Author: Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. Teaser: A picture is worth 1,000 words, and studies prove that some pictures are more memorable - and more impactful - than others.

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11 Things Great Leaders Do that Managers Only Think About

The Sales Hunter

The biggest thing holding back organizations is the lack of leadership. I’m continually asked by companies large and small, “What are the traits that make a great leader?” ” Here is my list of what it takes to be a great leader: 1.

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What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

SALESPEOPLE SAVE LIVES.PERIOD.

Bernadette McClelland

SALESPEOPLE SAVE LIVES.PERIOD. Big Statement! Big Shoes To Fill!

My 3 secrets for getting more done

Sales 2.0

This is a post by Anthony Iannarino. It originally appeared in Anthony’s newsletter. I liked it so much I asked Anthony if I could reproduce it here. Once you’ve read this you should head on over to Anthony’s newsletter page and sign up so you too get his emails.

What do you do when workplace “change” happens?

Jeffrey Gitomer

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14 Sales Tips from NSA ‘14

The Sales Heretic

As a professional speaker and sales trainer, I am—as you might expect—a member of the National Speakers Association. Which means that last week I was in San Diego for the 2014 NSA Annual Convention.

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.

How to Challenge the Status Quo? Accept Being Alone

Increase Sales

Being ahead of the flow requires forward thinking leaders to accept being alone. This is one of many tactics in how to challenge the status quo as illustrated through the Law of Diffusion or the Diffusion Curve.

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To Call or Not

The Pipeline

By Tibor Shanto - tibor.shanto@sellbetter.ca. I am often asked a question I really hate, and while I have learned not to let it get on my nerves, and usually manage to deal with it calmly, it still pains me that my fellow professional sellers would ask it.

The Ball and Chain for Salespeople – Email Management

Score More Sales

If you are in sales, take a look at your email inbox now. How many emails do you have? What is your process for dealing with email? I’ll share some ideas, but first, please take this 3 minute survey on how you deal with email.

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Sales Selection Experiment - a Must Read Case Study

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day. One of Objective Management Group''s (OMG) most successful partners had an opportunity to work with young business leaders that had never sold.

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where an how to add it throughout the sales process!

3 Sales Management Secrets for Success

Steven Rosen

By Steven A. Rosen. You plan to have a breakthrough year in 2014. You are a strong sales manager and you know your business, your customers and your reps. Hopefully you have had an awesome holiday and are charged up ready to have a great year!

Say ‘No’ to ‘No’

Sales and Marketing Management

Issue Date: 2014-10-24. Author: Marty Jacknis, President, Opportunity Maximizers, Inc.

15 Things Top Sales Managers Do and You Should, Too!!

The Sales Hunter

What makes someone a great sales manager? What separates them from the rest? Based on 15 years of consulting with sales teams, I have concluded the below list of 15 factors are what the “best of the best” do to be a successful sales manager: 1. Realize their job is not to be a sales […].

Did Simon Sinek get it wrong?

Bernadette McClelland

Did Simon Sinek get it wrong? Yes and No! The power of purpose, the power of why is fundamental to our legacy, our leadership and our day to day living. Those that have it are driven, have a pull that creates its own powerful momentum and almost creates a life of its own.

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Using Connected Device Data to Improve Sales

Speaker: Charlie Isaacs, CTO for Customer Connection at Salesforce

Now that you've figured out how to connect your products and devices to the cloud, how do you prove that your investment will pay off? Discover the power of Smart CRM, and find out how companies are leveraging the best ideas from Software as a Service to provide Customer Experience as a Service.

Startup sales gigs-watch out for men bearing shades

Sales 2.0

“Dude, the future of this startup is so bright you better bring shades.”. Startups are super exciting but they can turn a “rockstar sales person” into a “loser”. So if one of these “golden opportunities” comes your way, try to look carefully before you jump in. Here’s why.

How to REALLY make sales

Jeffrey Gitomer

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Are You Thanking Your Customers or Insulting Them?

The Sales Heretic

I recently celebrated a birthday, which I tend to do about every year or so. In addition to the cards, phone calls, texts and Facebook messages from friends and family, I also received numerous e-mails from businesses I frequent.

Your Personal Commitment to Change Is?

Increase Sales

Change or more importantly sustainable change requires a personal commitment. This is just as true for self improvement as it is for sales people seeking that next buyer. If the buyer is not committed to change, the likelihood of that sale being earned has been greatly diminished.

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Salesforce Formulas for the Everyday Admin

Speaker: Steve Molis, Salesforce MVP

Steve Molis has put together a collection of universal formula tips and tricks, along with several of his personal favorites, so that you can get the benefit of a wealth of information without having to trawl through everybody else’s Salesforce problems.

3 Ways The Beatles Will Make You A Better Cold Caller – Sales eXecution 265

The Pipeline

By Tibor Shanto - tibor.shanto@sellbetter.ca . The Beatles Is On The Phone – by NowhereGirl17. If you ask sales people why they hate/fear cold calling their response always revolves around them, their feelings, and rarely the buyer’s.

50 Ways to Score More Sales

Score More Sales

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? We’re pulling from a post originally published in November of 2008 – the ideas still stand, and there are LOTS more. The idea is to get inspired to take action.

Are Inside Sales and Consultative Selling Mutually Exclusive?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I don''t write about Inside Sales as often as I should. After all, everyone else is writing about it, some bloggers are devoted to it, and if you read what the inside sales bloggers are writing you would think that inside sales is king.

Everything you think you know about success is WRONG!

Steven Rosen

Edgy Interview with Dan Waldschmidt. By: Steven A. Rosen. I had the pleasure of interviewing my friend, Dan Waldschmidt , about his new book titled EDGY Conversations : How Ordinary People Can Achieve Outrageous Success.

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The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?