Influencer Prospecting Revelation Sales 
Partners in Excellence
JULY 21, 2023
I, and so many others, write constantly about how buying is changing and how sellers (sales and marketing) must change to respond to these changes. Do we leverage thought leaders and influencers? Yet we revel in the “win,” high fiving each other, looking forward to our commission checks. Is in webcasts?
HeavyHitter Sales
AUGUST 25, 2013
Here’s one of my recent Harvard Business Review articles titled Research: How Sensory Information Influences Price Decisions. The conversations salespeople have with prospective customers involve these visual, auditory, and kinesthetic channels. Recently, a sales linguistics experiment was conducted in order to answer this question.
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Bernadette McClelland
JANUARY 3, 2017
When we, ourselves, are influenced by something or someone, or even by being somewhere, it is because we have created a story around that opportunity. In sales we are encouraged to persuade our prospect to move forward to an outcome. This is an area that salespeople revel in. Here are his three and my fourth: LOGOS.
Pipeliner
FEBRUARY 23, 2019
When you observe a successful sales organization or salesperson, it’s easy to assume they’ve always operated at a high level of sales mastery. They open up sales conversations with ease and grace. Thoughtful and provocative sales conversations seem to happen without effort. These sales organizations make sales look easy.
Partners in Excellence
DECEMBER 19, 2022
Sometimes, I look at the stuff that’s inflicted on all of us in the name of prospecting, opportunity development, and so forth, and I tend to be pretty pessimistic. It’s students in many of the business and sales programs in our Universities. Every semester a $1000 scholarship is awarded to a young woman in sales.
Score More Sales
JULY 26, 2013
It dawned on me recently during a webinar when one of my co-panelists, the ever proper sales guru Jonathan Farrington spoke in his brilliant British accent, “Sellers are arrogant”. Sometimes a very subtle thing can hint to a bigger revelation if you just ask a couple extra questions. Buyers have changed.
Smooth Sale
OCTOBER 25, 2019
Anyone associated with sales or entrepreneurship quickly recognizes the elements of successful negotiation. In the end, you are far more likely to earn the job or the sale. The relationship building effort influences doing business together. Do You Focus On Your Prospect? Sales Tips: Are You Comfortable With Negotiation?
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