Bernadette McClelland

JANUARY 14, 2024

The World Economic Forum and Jobs of the Future Report tells us CRITICAL THINKING is one of the key skills you need, regardless of whether you are in a sales-related role or a sales leadership role. Leaders hire me to get results within the sales function of their business. Take a punt and do the thing! Let’s Go!

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

Increase Sales

OCTOBER 15, 2014

Yesterday in talking with a former client and now a strategic partner, he lamented how honesty and truth are in short supply when it comes to sales leadership. Small business to Fortune 500 organizations be them profit or not for profit appear to circumvent the truth when it comes to finalizing sales.

Sales Leadership 160

Sales Leadership Small Business Small Business Face-to-face 160

Understanding the Sales Force

OCTOBER 1, 2013

Understanding the Sales Force by Dave Kurlan The folks over at Insight Squared recently posted this interview with me. It touched on sales management but there wasn''t enough time to do it justice. In the context of best practices, the sales management role is now 50% coaching. They weren''t exposed to it as salespeople.

Sales Leadership 204

Sales Leadership Hiring Education Coaching 204

Engage Selling

MAY 19, 2018

Workshops and learning events can be the least effective—and for some, even the worst—places for your salespeople to get the training they need. I’ve worked directly with sales pros for a long … Read More » You heard that right. Now, let me explain.

Training 59

Training Objections Closing Sales 59

SalesLoft

MARCH 6, 2018

. – when bestselling author Mitch Albom takes the stage to close out our fourth installment of what has become the world’s leading conference for sales professionals. Sales Leadership & Strategy. Sales Operations & Systems. Building Courage and Confidence to Succeed in Sales.

Conference 52

Conference Engineering SalesForce Sales Operations 52

Understanding the Sales Force

JUNE 13, 2012

Understanding the Sales Force by Dave Kurlan CEO's are much more likely than Sales Leaders to pay companies in the sales development space for help yet Sales Leaders are much more likely than CEO's to attend workshops, seminars, and briefings. Why is that? It increases the value of the company. (c)

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Sales Leadership Sales Methodology Groups Sales 188

Alice Heiman

SEPTEMBER 22, 2021

On this episode of the Sales Talk for CEOs Podcast, Alice Heiman speaks with Jamie Crosbie, the CEO of ProActivate , which specializes in providing top leadership, sales, and marketing talent to growing organizations. Jamie has over 25 years of experience in sales leadership and the talent acquisition industry.

Hiring 124

Hiring Cold Calling Sales Talent Sales Leadership 124

Mindtickle

NOVEMBER 16, 2018

We know that sales coaching is an important part of sales management. Studies have found that effective sales coaching programs can improve sales reps’ performance by up to 20%. Here’s the thing: Sales Development Reps (SDRs) are one of the fastest growing teams inside B2B sales organizations.

Sales Leadership 76

Sales Leadership Coaching Sales Coaching Hiring 76

Mindtickle

NOVEMBER 16, 2018

We know that sales coaching is an important part of sales management. Studies have found that effective sales coaching programs can improve sales reps’ performance by up to 20%. Here’s the thing: Sales Development Reps (SDRs) are one of the fastest growing teams inside B2B sales organizations.

Sales Leadership 59

Sales Leadership Coaching Sales Coaching Hiring 59

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan My first post-vacation post is a collection of announcements that have been sitting in my note-taking app, inbox, and calendar. I was named as one of the Top 50 Sales & Marketing Influencers for 2013. This blog was named as one of the Top 50 Sales & Marketing Blogs for 2013.

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Motivation Sales Leadership Influencer Sales Coaching 215

MEDDIC

OCTOBER 9, 2023

In the fast-paced world of sales, where every deal counts and every opportunity is a potential game-changer, mastering the art of effective sales training is non-negotiable. A successful sales training can have a huge impact in revenue. However, one of the keys to realizing these benefits lies in the hands of leadership.

Training 52

Training Hiring Negotiation Pivotal 52

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. The majority of those dollars being spent on “Leadership Training.”.

Survey 358

Survey Coaching Training Sales Management 358

Women Sales Pros

MARCH 8, 2019

Today we give a tip of the hat to the top women B2B sales experts of Women Sales Pros. Many work virtually Some have web-based programs Some do blended in-person and virtual programs Some help inside sales teams Others help field sales teams Some have industry specialties and niches They are Millennials, Gen X’s, and Baby Boomers.

B2B 134

B2B Lead Rank Lead Scoring Inside Sales 134

Braveheart Sales

JANUARY 22, 2024

In the realm of sales leadership, the start of a new year is not merely a calendar change. It's akin to a medical check-up for your sales strategy — a time to diagnose underlying issues and plan for robust health in the year ahead. And to do so, you need a more robust strategy than buying a new planner.

Webinar Metrics 52

Webinar Metrics Face-to-face Sales Leadership How To 52

Your Sales Management Guru

SEPTEMBER 21, 2015

What Happened at the End of the Sales Leadership Training Workshop? It was an interesting out come at the end of the two day Sales Management Training Workshop last week… We discussed the Role of Sales Management, what Strategies face sales managers and focused on the Execution of sales management tactics.

Lead Rank 40

Lead Rank Lead Scoring Hiring Face-to-face 40

Your Sales Management Guru

APRIL 5, 2016

Emotional Sales Leadership. I was recently interviewed on a podcast based in Europe around the topic of the importance of emotional leadership. In retrospect based upon the podcast I came away with even a stronger opinion on the topic of generating the right level of emotion-that is positive emotion into the sales team.

Sales Leadership 40

Sales Leadership Lead Rank Lead Scoring Training 40

Your Sales Management Guru

APRIL 16, 2012

Sales Leadership: Creativity is Critical. In many of my sales leadership workshops and in my writings I have often spoken on the need to hire creative salespeople and the need for sales management to offer creative solutions to the many problems you face. Discovering the “Magic”.

Sales Leadership 68

Sales Leadership Hiring Face-to-face Motivation 68

Bernadette McClelland

JANUARY 20, 2018

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. 4. Make your key objective to help the customer, not to close a sale. And the basics of selling are….? salespeople today don’t execute on the basics. 5. Know your prospects.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

Your Sales Management Guru

AUGUST 13, 2012

Sales Leadership: Climbing Mount Everest. While I was in Hong Kong leading a 2 day sales leadership workshop, I picked up a Chinese newspaper and in the business section there was a large article on this topic. Climbing Mount Everest takes skills, plans, a strong team and luck. Acumen Management Group Ltd.

Everest 58

Everest Sales Leadership Lead Rank Film 58

The Pipeline

FEBRUARY 21, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. A collection of three top sales books, including my award winning book on Trigger Events. EDGE Sales Process.

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Pipeline Cold Calling Sales Qualified Lead Hiring 220

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers. Why Sales Managers Fail. Onboarding.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

Zoominfo

JUNE 12, 2019

The B2B sales arena has a few social celebs of its own. In today’s post, we’ve compiled a list of the top sales influencers on our radar. Leading off our list is sales consultant and coach, Jeb Blount. Jeb carries his sales wisdom over to all his social media channels and spreads his expertise to the masses.

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Influencer B2B Social Media Twitter 188

Showpad

JUNE 29, 2021

Sales readiness is the enablement domain that connects the dots to engage and empower your sales force. This domain covers impactful knowledge transfer and effective skill development, and is supported by targeted coaching across the entire sales cycle. This domain should also be closely connected to sales effectiveness.

Hiring 66

Hiring Study Survey Sales Leadership 66

Sales and Marketing Management

OCTOBER 29, 2018

Author: JIM NINIVAGGI, CHIEF READINESS OFFICER, BRAINSHARK “What’s your onboarding program for new sales managers?”. While most companies would agree that sales onboarding is a strategic priority, the focus of their processes is often only?—? Why you need to onboard sales managers. alongside HR and sales enablement.

Sales Management 136

Sales Management Hiring Forecasting Retention 136

Hubspot Sales

JANUARY 21, 2021

Sales isn't always intuitive, so from time to time, you're bound to need a little guidance to set you straight — expert advice, everyday hacks, and different strategies to help you step up your game a bit. Morgan J Ingram is one of the foremost thought leaders in sales development. But where does that come from? Janice Mars.

Influencer 128

Influencer Twitter LinkedIn Decision Maker 128

The Pipeline

SEPTEMBER 8, 2012

On Thursday October 18, The Proactive Prospecting Workshop is coming to Houston, specifically to Four Points by Sheraton Houston Southwest, at 2828 Southwest Freeway, Houston. If you are in B2B sales, and need to engage with more new prospects, mark this date on your calendar, then sign up for this full day interactive prospecting program.

Cold Calling 257

Cold Calling Sales Qualified Lead Pipeline Objections 257

No More Cold Calling

MAY 2, 2019

Hiding behind technology doesn’t drive sales—THIS WILL. The Sales Leadership Gap for Small Biz. But very few came from sales. In fact, they think sales is a four-letter word. The Sales Avoidance Phenomenon. These are all important considerations for a small business, but without sales, there is no business.

Small Business 316

Small Business Small Business Referrals Hiring 316

Your Sales Management Guru

MAY 2, 2011

Sales Leadership; Be Prepared. Sales leaders face challenges every day and being prepared as much as you can be is critical success factor/CSF. So what can a sales manager do to help themselves? So what can a sales manager do to help themselves? In the end, it all worked, thank fully. REMINDER OF IMPORTANT EVENT.

Sales Leadership 60

Sales Leadership Face-to-face Conference Advertising 60

The Pipeline

OCTOBER 29, 2012

Well it is the same for sale success. There are things you know you can do to improve the outcome of your sales effort. Specific steps you can take to engage with more prospects, better and shorter sales cycles, bigger closes, , more, any or all of the above. They are willing to invest the time and effort to sell better.

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Hotels Transportation Webinar Metrics Sales Cycle 255

Your Sales Management Guru

MAY 31, 2011

Sales Leadership: Cleaning Out Your Book Shelves. As sales leaders we must constantly seek new ways or ideas to stimulate our sales teams, increase our business acumen and increase our professionalism. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Sales Leadership 60

Sales Leadership System Sales Management Sales 60

Anthony Cole Training

MAY 15, 2020

In today's blog, we discuss the notion that effective sales leadership requires leaders to meet the challenge during times of major change.

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Sales Leadership Meeting Hiring Insurance 198

Your Sales Management Guru

NOVEMBER 15, 2010

Sales Leadership: your menu for personal and professional success. Several of our recent blogs have begun to discuss the business and sales management aspects of being prepared for 2011. Creativity can be learned-make it a goal to read a book on creativity or take a workshop. 2) Develop Creativity and Break-Out!

Sales Leadership 67

Sales Leadership Scale Motivation Groups 67

Allego

JANUARY 28, 2021

found herself asking the very question she poses during leadership conferences and sales training alike, this time to herself: . “Do She was able to pivot her 20 years of industry experience into online training seminars and workshops in a matter of weeks. 1 The Importance of Vetting Candidates for Sales Soft Skills .

Hiring 77

Hiring How To Face-to-face Pivotal 77

The Pipeline

FEBRUARY 15, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales Force (Mis)Alignment. Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution.

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Pipeline Hiring Demand Generation Targets Demand Generation 223

SalesforLife

JUNE 27, 2019

Of course, companies are creating landing pages that are tracked, but at the sales professional level , people have been using LinkedIn Point Drive and videos, because every one of these assets can be tracked for buying intent. You need to engage using tools that help you understand buying intent.

Campaigns 95

Campaigns Ideal Customer Profile Strategy Trade Show 95

Janek Performance Group

MARCH 6, 2024

Further, these not only help shape the culture of sales teams but also the outcomes they achieve. In a LinkedIn/Forrester study, 60 percent said their sales team’s diversity contributed to their success. Here, we’ll examine the multifaceted importance of diversity and inclusion in sales. percent white.

Hiring 62

Hiring Demographics Lead Rank Lead Scoring 62

InsightSquared

MARCH 9, 2020

This International Women’s Day, we’d like to give a shoutout to women leaders in the tech industry, especially those in sales leadership positions. Looking for sales leaders to follow for inspiration and best practices? Jill Konrath is one of the most recognized women in sales. Jill Konrath. Tiffani Bova.

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Energy SalesForce LinkedIn Decision Maker 87