Bernadette McClelland

SEPTEMBER 8, 2014

Write a white paper and send to your clients for discussion or feedback or to prompt a conversation – not just for the sake of writing a white paper. Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). Sales Tools & Best Practices: The right tools and best practices to put your sales enablement into practice.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Pipeliner

MAY 26, 2023

In today’s competitive market, sales enablement has become an essential strategy for any business that wants to stay ahead of the competition. What is Sales Enablement? Sales enablement refers to a set of processes and tools that are designed to help salespeople sell more effectively.

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Sales Enablement Hiring Scale Resources 98

The Pipeline

SEPTEMBER 19, 2011

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s 25% Increase in Sales Training ROI – Sales eXchange – 115. Stored in Attitude , Business Acumen , Hiring Sales Talent , Proactive , Proactivity , Sales Leadership , Sales Management , Sales eXchange , execution.

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ROI Pipeline Training Twitter 243

Janek Performance Group

NOVEMBER 16, 2022

Recently, Janek Performance Group partnered with Selling Power for a comprehensive white paper on hiring, onboarding, and retaining sales talent post COVID. Here, we’ll discuss the best onboarding practices for the new sales environment: Product Training. At the heart of every sale is a product or service.

Hiring 62

Hiring Sales Methodology Sales Talent Survey 62

Your Sales Management Guru

MARCH 12, 2012

The Sales Manager that Does It All. No matter what size of sales organization you manage the sales leader that assumes they are responsible for everything or solving every problem generally fails to achieve the ultimate objective. The sales manager only plans the training. How does this happen?

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Sales Management Hiring Forecasting Quota 77

Your Sales Management Guru

MAY 3, 2016

Sales Management Shouldn’t be a Horse Race. That happens because of many reasons; lack of good pure sales management training programs, lack of previous exposure to sales leadership mentors or poor management styles. It happens in so many aspects of the job of sales leadership. What do I mean?

Sales Management 40

Sales Management Hiring Face-to-face Compensation 40

The Brooks Group

FEBRUARY 11, 2020

That why the Sales Research Performance Center (SPRC), powered by The Brooks Group, recently produced “The Ultimate Guide to Hiring Quota-Smashing Sales Reps,” a groundbreaking white paper to address this exact issue. The cost of bad hires reverberates long after the errant sales professional has been shown the door.

Hiring 52

Hiring Sales Talent Quota Travel 52

Sales Training Connection

OCTOBER 21, 2011

In October 2010, McKinsey & Company published an interesting white paper – Getting more from your training programs. The focus was on optimizing the results from the $100 billion that world-wide companies spend every year on performance skill training in areas ranging from performance management to sales techniques.

Training 87

Training Exercises Case Study Sales Leadership 87

The Pipeline

JANUARY 18, 2012

Sign up for our Email Newsletter. Stored in Business Acumen , Interview , Proactive , Proactivity , Productivity , Sales Leadership , Sales Success , audio , execution. A Random Walk Up Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Leadership.

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Pipeline Cold Calling Hiring Compensation 253

The Pipeline

FEBRUARY 21, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. Sales Skills , Sales Technique , Sales Training , Win , Workshop.

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Pipeline Cold Calling Sales Qualified Lead Compensation 220

Chorus.ai

JANUARY 29, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). Sales Tools & Best Practices: The right tools and best practices to put your theory of sales enablement into practice.

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

Pointclear

JUNE 4, 2013

Since the economic downturn we recognize that companies have cut back on training for salespeople. I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. As mentioned earlier, companies have drastically cut back on sales enablement and training.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Partners in Excellence

SEPTEMBER 28, 2014

I’m almost hesitant to click on a download for an eBook or White Paper. Where I have the problem is the Phone Call or the Follow Up eMail—-“I see you are interested in our solutions for…… ” You know what I mean. . It’s not for the inevitable box: Name, eMail, Company.

eBook 91

eBook Lead Rank Lead Scoring Ideal Customer Profile 91

SalesLoft

JANUARY 2, 2020

Sales blogs to go to for insight in every sales role, from sales professionals to sales managers to sales leaders — aside from Salesloft.com, of course! For Sales Professionals: The Sales Blog (Anthony Iannarino) | Anthony Iannarino is an international speaker, author, and sales leader.

Lead Rank 52

Lead Rank Webinar Metrics Lead Scoring Inside Sales 52

The Pipeline

NOVEMBER 11, 2011

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , Coaching , Guest Post , Proactivity , Sales Leadership , Sales Management , Sales Success , execution. November 1st was a beautiful day up here this year, sunny, high 70’s, in fact so nice I had to treat myself to an afternoon latte.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

Partners in Excellence

AUGUST 22, 2019

Also, your average sales cycle will probably decrease, freeing time up for people to look for more qualified opportunities. Think of the time you can free up simply by chasing the right opportunities. If your people have been trained in a methodology, make sure they are using it. Focus on disqualification.

Ideal Customer Profile 90

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 90

The Pipeline

NOVEMBER 10, 2011

Sign up for our Email Newsletter. To help answer this question we have brought together top Focus sales and marketing experts to talk about the specific tactics that work for sales people today. In this Roundtable, we will answer the following questions: How does a salesperson turn a name into a prospect? Sales Cycle.

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Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

OCTOBER 7, 2011

Sign up for our Email Newsletter. The following Monday, I took inventory of all the people at the Monday opportunity review meeting, since this was a must attend all the sales people were there. A Random Walk Up Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales Process.

Pipeline 210

Pipeline Top of Funnel Cold Calling Territories 210

The Pipeline

MARCH 5, 2012

Sign up for our Email Newsletter. And so it is with sales, the very reason you want to have a process is to free you up to deal with the unexpected, and there is plenty of that in B2B selling. A Random Walk Up Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange.

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Sales Process Pipeline Hiring Top of Funnel 238

The Pipeline

AUGUST 5, 2011

Sign up for our Email Newsletter. It allows you to make contact notes, set reminders to follow up, and track phone calls and meetings. You can run reports, set up meetings, manage cases and contact information all from your mobile device. A Random Walk Up Sales Street. Sales Bloggers Union.

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Pipeline Hiring Travel Twitter 275

The Pipeline

OCTOBER 3, 2011

Sign up for our Email Newsletter. A couple days later, I gave it another go – slightly more aggressively to the point: Tweeted: Why is it I pay for a month’s worth of internet but your services are not up all month? A Random Walk Up Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle.

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Pipeline Customer Demand Generation Agencies Hiring 227

The Pipeline

AUGUST 26, 2011

Sign up for our Email Newsletter. My sales rep recently sold me the top of the line, lowest price product that would speed up my operations and limit my liability. My division’s expenditures went down and profits were up. Last week Ian brought in all of the division managers and gave us his vision. Sales Cycle.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Pipeline

DECEMBER 23, 2011

Sign up for our Email Newsletter. Cupid’s behavior may create some internal resentment as follow-through may not be this salesperson’s strong suit. What may happen is this loud voice may shut out others during important sales meetings as well as customers. A Random Walk Up Sales Street. Sales Bloggers Union.

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Pipeline Hiring Cold Calling Top of Funnel 217

Your Sales Management Guru

JULY 6, 2016

July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month ! Did the quarterly sales training plans work?

Sales Leadership 56

Sales Leadership Lead Rank Lead Scoring Government 56

The Pipeline

JANUARY 13, 2012

Sign up for our Email Newsletter. Wednesday I posted a piece about the importance of working your sales cycle, not the calendar. I had a call from Bob, a director of sales with software company. A Random Walk Up Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales Tool.

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Pipeline Cancellation Sales Cycle Cold Calling 224

The Pipeline

JULY 18, 2011

Sign up for our Email Newsletter. Not only did they never recover the cost of acquiring the account, but ended up paying a further $6,000 penalty for as long as the client maintained the service. A Random Walk Up Sales Street. Home About The Pipeline. Free Resources. 0 Subscribers. Subscribe by Email. February 2012.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

MAY 23, 2011

Sign up for our Email Newsletter. All for minimal cost of 8 out of 10 tweets being about how to make more money using “proven” methods on Twitter and social media, or how to get thousands of followers overnight; FOLLOWERS who couldn’t pick you out of a line up, much less relate or benefit from your tweets.

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LinkedIn Pipeline Meeting Social Media 241

The Pipeline

AUGUST 16, 2011

Sign up for our Email Newsletter. This is what I call the “Dentyne approach”, you know “four out of five dentists recommend” Well if four out of the last five shipping managers bought for specific reasons, addressing specific issues, delivered in a specific way, etc.; Home About The Pipeline. Free Resources.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

SEPTEMBER 9, 2011

Sign up for our Email Newsletter. If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Copiers as an example, you may refer to document management at one end, and sell copiers to the other end. Free Resources.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Your Sales Management Guru

NOVEMBER 26, 2012

On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of value. Recruiting is sales leadership’s marketing campaign for sales leads.

Journal 77

Journal How To Sales Leadership Pipeline 77

Nutshell

JANUARY 21, 2019

As a sales manager, you know your team’s strengths and weaknesses better than anyone. That being said, an effective sales manager doesn’t rely on intuition alone when deciding how to increase productivity. They analyze metrics over time in order to learn how to best support their team and fine-tune their sales process.

Lead Rank 81

Lead Rank Top of Funnel Lead Scoring Forecasting 81

The Pipeline

OCTOBER 17, 2011

Sign up for our Email Newsletter. Even more so when you consider that the average manager waits much too long to take corrective action. One of the reasons for this is the difference in role expectation between HR and the frontline sales manager. Home About The Pipeline. Free Resources. 0 Subscribers. Subscribe by Email.

Pipeline 220

Pipeline Hiring Exercises Twitter 220

Janek Performance Group

JULY 15, 2022

When a sales rep asks us point-blank, ”What is the best way to follow-up with a prospect that goes silent?“ It’s a real question we hear often, and we know sales reps are not wanting to hear a vague reply like, ”It depends on your situation.” They are looking for practical advice to a real-world sales problem.

Prospecting 62

Prospecting Sales Cycle Benefit Call-back 62

Cincom Smart Selling

MARCH 23, 2020

Age drives several critical factors that make up buyer behavior. Traditionally, a sales rep delivers a value proposition statement, discusses needs and pain points, followed by product features and benefits. Younger audiences are less likely to be reached via long form writing such as white papers or extended stories.

Marketing 62

Marketing Scale Cancellation Buyer 62

The Pipeline

MAY 27, 2011

Sign up for our Email Newsletter. There are steps to follow that can make prospecting easy and effective. Do Your Research -Organize yourself before you pick up the phone. Your phone call should be anywhere from 1-3 minutes and include the following: Identify yourself and your company. Home About The Pipeline.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

The Pipeline

MARCH 26, 2011

Sign up for our Email Newsletter. I do love the whole concept of providing a recipe people can follow step by step. A Random Walk Up Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management.

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Lead Nurturing Sales Qualified Lead B2B Pipeline 218