Bernadette McClelland

NOVEMBER 13, 2022

’ and having moved from Australia to the best state in the USA (Colorado) with six suitcases and two backpacks a few months ago (and loving it!) ’ and having moved from Australia to the best state in the USA (Colorado) with six suitcases and two backpacks a few months ago (and loving it!), not giving them anything at all.

Ideal Customer Profile 195

Ideal Customer Profile Decision Maker Enterprise Enterprise 195

Understanding the Sales Force

JULY 10, 2023

But we love the look of the machine in our kitchen and nobody makes a machine that looks this nice. It took them ten days to respond and they apologized for the “slight delay” in getting back to me. Most customers are retained or lost as a direct result of how customer service takes care of them. Not salespeople.

Customer 156

Customer Wireless Customer Service Call-back 156

Sales and Marketing Management

OCTOBER 26, 2018

Most companies are heads-down on product innovation or sales, and by not having a process in place for your customers to share feedback, you may be missing major red flags and losing existing customers. . Get them excited about using your product from the start. Give them sneak peeks into your roadmap with webcasts.

Loyalty 274

Loyalty Customer Face-to-face Video 274

Zoominfo

SEPTEMBER 10, 2021

It’s a tough ask, and in many ways, sales leaders have the most difficult time of them all when predicting the shape of tomorrow. Getting them wrong, especially in an unpredictable market, can lead to critical mistakes. Their champion might love the product, but they don’t have the authority to sanction the purchase. ”

Sales Forecasts 242

Sales Forecasts Forecasting Data Decision Maker 242

Understanding the Sales Force

AUGUST 28, 2023

A few that come to mind are the theme songs from shows like Happy Days, LaVerne and Shirley, The Love Boat, Hawaii Five-O, Mission Impossible, All in the Family, Welcome Back Kotter, WKRP in Cincinnati, and Cheers. A lot of them simply don’t know how! Only half of all salespeople have Relationship Building as a strength.

Decision Maker 156

Decision Maker Compensation Sales Process Sales 156

Partners in Excellence

JANUARY 30, 2024

In fact it’s highly likely to frustrate them! However urgently we want them to focus on solutions, until they have done this work, our focus on our products slows them down and confuses them. They are diverted to other issues, they lose then regain interest. We’ve seen this in their buying processes.

Face-to-face 95

Face-to-face Buying Cycle Outbound B2B 95

Partners in Excellence

JUNE 30, 2022

But I love selling–and I love working with highly professional sales people. But that’s not really why I love selling. I love selling because of the challenge. Finding a way to engage them in an initial conversation. Getting them to think about doing something new or different.

Outsourcing Services 106

Outsourcing Services Face-to-face Quota Up-Sell 106

No More Cold Calling

JUNE 4, 2020

I knew she shared my love of travel, and because she was unmarried, she could make her own decision without checking with anyone. I was correct on both points, which is why it hurt so much to lose her last month. She treated every woman as her guest and made them feel comfortable and engaged. (If I made the call. On Our Way.

Travel 309

Travel eBook Call-back Cold Calling 309

Partners in Excellence

MARCH 4, 2024

For me, sales meet all the passions, ambitions, loves, dreams, values, fears, hopes… This is a profession that motivates me and allows me to grow, sales are my great love. I was lucky and I work in a profession that I love, rewarded for solving problems, achievements and successes. Why am I obsessed with sales?

Face-to-face 73

Face-to-face Lead Rank Lead Scoring Decision Maker 73

Partners in Excellence

APRIL 5, 2024

I think there are a couple of things which really matter – it is not for me to say how well I do these things but they certainly are a focus: Leadership: whatever your role, leading people; getting them excited, aligned, performing and always developing is a critical skill irrespective of function. The best feeling in the world.

PeopleSoft 110

PeopleSoft Software Software Course 110

Anthony Iannarino

MARCH 26, 2020

We are not going to give up EMBRACING THE PEOPLE WE LOVE AND CARE ABOUT when we see them after being apart for periods as short as a week. We are not going to refuse to share an ice cream sundae with our children, even using the same spoon, nor are we going to disallow them to play with the kids next door.

Face-to-face 142

Face-to-face eBook Sports Travel 142

Understanding the Sales Force

AUGUST 13, 2014

He told us about a team who went 0-7, losing each game by the mercy rule. For those of you who aren''t familiar with it, if a team is losing by 12 runs or more after 4 full innings, the game is stopped, showing mercy to the team who was getting slaughtered. Isn''t that a great way to frame losing? Would you like to know why?

Hotels 328

Hotels Call-back Banking Sales Qualified Lead 328

MTD Sales Training

APRIL 12, 2020

You just lose all momentum and it always seems to be the decision maker! People love it and it’s a great rapport starter. If I’m on a call with a client, prospect or a supplier and I am taking it from home I let them know about it in advance. There is a knack and a technique to them that is different to face to face encounters.

Sales Meeting 194

Sales Meeting Meeting Face-to-face Skype 194

Alice Heiman

APRIL 14, 2021

If there is no team in place to properly onboard and care for the customers proactively, once you land them, you risk losing them to your competitor the next time they purchase or worse, face complaints on the internet. We want them to partner with us. So why not focus on customer retention? .

Retention 143

Retention Account Customer Referrals 143

Sales Hacker

OCTOBER 27, 2022

“Failure does not come through making mistakes, but in refusing to learn by mistakes how to avoid them.”. There may be an easy path to make a marked impact on all three metrics by studying the fine art of losing. In one of my companies, when I started in my role, the existing culture created a fear of losing.

Forecasting 86

Forecasting Inbound Buyer Persona Sales Cycle 86

Partners in Excellence

MARCH 17, 2022

I think back to the old Gillette commercial stating, “Never let them see you sweat…” It seems this macho mindset is just the opposite, those who are working the hardest achieve more. They leverage every resource they can to help them sell. If a tool can help them cut their effort, they master the use of that tool.

Margin 133

Margin Call-back Incentives Incentive 133

Adaptive Business Services

OCTOBER 18, 2023

A man or a woman will have this great idea and, try as they might, success continues to evade them. What separates them from the also rans is that they … will … never … give … up. I love to win. I probably hate losing even more. The examples that I have seen on the History Channel all share a common theme.

Buyer Persona 71

Buyer Persona Ideal Customer Profile Channels Examples 71

Hubspot Sales

MAY 6, 2024

Unicorns can lose their horns. Companies valued at 1 billion aren't guaranteed success (example: WeWork ); almost 17% of unicorn startups lose their unicorn status or fail. The combination of these qualities enables them to effectively build, iterate, recruit, fundraise, close customers, and scale,” Lim says.

Data 74

Data Scale Hubspot Social Media 74

Partners in Excellence

MAY 10, 2022

Helping customers rethink what they are doing, to consider making a change, inciting them to buy is important. So thought leadership is important in catching our customers’ attention, getting them to consider change. Thought leadership is important. Thought leadership helps us stand out as being different than others.

Face-to-face 103

Face-to-face Relationals Customer Research 103

Zoominfo

MAY 7, 2021

I was hoping to connect and see how we can better serve your org with the partnership that is already in place, or perhaps we’re already working with your colleagues and I just haven’t spoken with them yet. Either way, I would love to connect before I’m at the mothership next month. Best regards, Andrew Lyon. For free. “We

Closing 246

Closing Commission Licensing Hiring 246

Hubspot Sales

FEBRUARY 12, 2024

Source: Subreddit Stats At Trends, we love “unsexy” businesses, particularly ones that “don’t have flashy tech, aren’t in the news, haven’t raised much funding, and mint cash,” as Sam Parr used to say. If you can send them clients or prospects, they’ll pay you. And the cleaning industry definitely fits the bill. Or, recruit the robots.

Industry 82

Industry Chemicals ROI Lead Rank 82

Hubspot Sales

DECEMBER 7, 2023

Budget management: In many companies, if business leaders don’t spend their budget, they may lose it altogether. For example, if your deals consistently lose momentum, it means you struggle with establishing urgency. Determine what holidays will be a distraction before Q4 begins and plan around them accordingly.

Data 119

Data Discount How To Quota 119

Zoominfo

JUNE 9, 2022

You’d count up your orders and turn them in. I loved that job. SAM BALTER And after middle school, were you like, I’m going to be in sales, I love this and I’m really good at this? I loved getting in that van and going, “I got 10. ” So the competitive aspect of sales, I always really loved.

Construction 130

Construction Up-Sell Exact Objections 130

Alice Heiman

AUGUST 8, 2018

Losing one of those 20 percent accounts can really hurt. . Losing customers out the back door faster than you can bring new ones in the front, doesn’t do anyone any good. Traditionally it was the salesperson’s job to land new accounts and keep them. Develop them. Wow them – Onboarding success. Did you know? “

Customer 122

Customer Referrals Social Media Retention 122

Partners in Excellence

APRIL 16, 2024

Just reflect on the commitments to lose weight, eat healthy, exercise, read more books/watch less TV, spend more time with our families, free ourselves from our devices, being more present, achieving better work/life balance. In fairness, we underestimate what it takes to change. Fear holds us back.

Top of Funnel 108

Top of Funnel Funnel Pipeline Exercises 108

Hubspot Sales

NOVEMBER 8, 2023

Understand each sales rep's motivation, build a culture of feedback, and keep them accountable for their success. You not only want to push your reps to try their best for the good of the company, but you want to tap into their personal motivations and provide them with the encouragement they need to reach their goals and yours.

Hiring 100

Hiring Sales Management Lead Rank Hubspot 100

Hubspot Sales

FEBRUARY 27, 2024

Give them at least 24 hours' notice. Follow up with them if they don't respond. This might be controversial, but I think situations where you or your loved ones' lives are in jeopardy generally take precedence over most weekly 1:1s or team standups — hot take, I know. Offer concrete times you can reschedule. And that's that.

Meeting 84

Meeting How To Proposal Cancellation 84

Pipeliner

MAY 23, 2021

Reasons like “It’s a really big deal”, or “It’s ours to lose” prey on your post-pandemic emotions rather than your business sense. I’d love to see some research done about the percentage of “ours to lose” deals that end up lost. Yours to lose, perhaps? Losing “done deals” would be highly unlikely. Or would it?

Maximizer 98

Maximizer Commission Up-Sell Follow-up 98

Pipeliner

DECEMBER 12, 2019

We learn that reasons like “It’s a big deal”, “It’s right in our power swing” or “It’s ours to lose” prey on our emotions rather than our business logic. I’d love to see a study about the percentage of “Ours to lose” deals that end up lost. Yours to lose, perhaps? Losing, of course, would be a major upset.

Ideal Customer Profile 96

Ideal Customer Profile Maximizer Study Competition 96

Smooth Sale

AUGUST 31, 2023

Stress rose as no one wanted to miss the excursion, particularly after COVID isolation – or – lose the money invested in the trip. Worse, at the end of our trip, the tour company messaged asking how we enjoyed our time with them. Best for Last Our trip renewed our love for travel, and fond memories of the sites we visited are now ours.

Hotels 106

Hotels Customer Travel Hiring 106

Mereo

JANUARY 24, 2024

Leading B2B organizations, though, have figured out how to incorporate AI tools into their selling engines to make them stronger and more sustainable. INCORPORATE AI INTO YOUR SELLING WITH REAL INTELLIGENCE Love it or hate it, AI is only growing in selling. Yet, some sellers fail to use these tools for what they are.

Ideal Customer Profile 81

Ideal Customer Profile Lead Rank Lead Scoring Segment 81

Sales Hacker

FEBRUARY 1, 2023

Which is why I was thrilled to see Mark’s post of ChatGPT prompts to use when selling into the C-suite — and even more thrilled he allowed us to share them here. So when they see them in an email, they don’t read them. Instead consider just putting images of the slides right in the email and losing the deck.

Case Study 90

Case Study Study LinkedIn Education 90

Pipeliner

APRIL 23, 2023

Love Your Team: A Survival Guide for Sales Managers in a Hybrid World Sales management can be challenging, especially in a hybrid work environment. In a recent podcast episode, John Golden interviews Helen Ucci, an experienced sales manager who developed the Love Your Team system of sales management.

Sales Management 52

Sales Management Video Sales Talent Social Selling 52

SBI

MARCH 18, 2021

Allego customers were already fairly savvy given many of them were using Allego to keep their distributed sales teams connected pre-pandemic. They can pre-board new hires by giving them access to onboarding channels within Allego containing company and product information, welcome videos from the team, and examples of what good looks like.

Hiring 164

Hiring Face-to-face Video Distribution 164

Partners in Excellence

SEPTEMBER 11, 2019

I was reading a LinkedIn discussion thread, it started with a premise that people love to buy stuff. Too often, because we focus on our jobs and achieving our goals, we lose track on why customers buy, instead focusing on selling. What gets them started buying? I’m not sure that’s true, at least in B2B.

Customer 88

Customer LinkedIn B2B Relationals 88

Anne Miller

NOVEMBER 12, 2023

They shared many interests, spent hours talking about topics that interested them both, and were incredibly compatible. Susan’s Dilemma Susan loved the time she spent with Harold, but there was a problem. She loved this man, but knew that, long term, their marriage would never work. Susan knew she wanted children.

Travel 62

Travel Proposal Up-Sell Promotion 62

Hubspot Sales

JANUARY 5, 2021

This conviction comes through loud and clear when they’re talking to prospects, helping them break through resistance and doubts. And they’re not just familiar with their prospects — they also empathize with them. Salespeople who love to see their name at the top of the leaderboard almost always do well. They want to win.

Face-to-face 142

Face-to-face Remedy Gatekeeper Up-Sell 142