Bernadette McClelland

NOVEMBER 13, 2022

I guess name swapping may not be a part of their repertoire, although they did ask for ‘Alice’ They also asked me if I had heard of the Book of Mormon. I couldn’t help myself and asked them if they had seen the Book of Morman. They looked at each other and shook their heads. They did not. The reason I changed my mind?

Face-to-face 83

Face-to-face Cold Calling Energy Relationals 83

Understanding the Sales Force

JANUARY 4, 2025

Strategic Account Plans Account Retention Average Gross Profit Average Account Value Lifetime Account Value There are more but you get the gist of it.

Account 173

Account Hiring Quota Territories 173

No More Cold Calling

JUNE 10, 2021

By 2002-2003, people were continually asking if I had a book. I considered writing a book, but every author I knew said it was a grueling experience. But I began interviewing people whose business was helping authors with their books. He accepted my book, and I got an advance. Why would I want that? None felt right.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Understanding the Sales Force

DECEMBER 11, 2024

It uses the metaphor of the baseball diamond to visualize the sales process and any corporate sales process can be overlaid, integrated or married to it, making it the most flexible sales process ever to be introduced.

Course 156

Course Sales Process Training Company 156

Understanding the Sales Force

NOVEMBER 15, 2024

” They were doing their version of the book, “Rich Dad, Poor Dad” and were playing “Good Parents, Bad Parents.” His parents approached me and as nicely as they possibly could, explained, “Kyle is not allowed to play video games and that was a very inappropriate offer you made.”

Prospecting 173

Prospecting Incentive Incentives Cold Calling 173

No More Cold Calling

MAY 28, 2020

This was even the premise of my second book, Pick Up the Damn Phone!: I wrote that book because I was horrified when reps started telling me they didn’t need to talk to prospects and clients anymore. You’ve heard the same message from me throughout this century: Salespeople have become overly reliant on technology to do their jobs.

Referrals 391

Referrals Cold Calling Social Media Social Selling 391

Pipeliner

JANUARY 21, 2025

The conversation delved into the evolving landscape of book publishing, highlighting the advantages of self-publishing and the unique model offered by Scribe Media compared to traditional publishing. This model contrasts sharply with traditional publishing, where authors often relinquish significant rights and control over their books.

Lead Rank 92

Lead Rank Video Lead Scoring Marketing 92

The Pipeline

FEBRUARY 8, 2022

While it is true that you can’t judge a book by its cover, the title can be a great clue. The book is a great blend of practical steps, shaped by three decades of experience. The book offers an easy to follow road map to habits and traits Glenn has honed during his career. Let me know what you thought.

Pipeline 339

Pipeline Call-back Quota Follow-up 339

No More Cold Calling

MARCH 25, 2021

She took it upon herself to create this resource for women in sales, and she continued to let us know about the huge number of people who downloaded the book and whose sales lives we impacted. I don’t recall if we were the only women in the room, but I do know we were the only attendees with a book on sales.

Hiring 379

Hiring eBook Cold Calling Scale 379

Understanding the Sales Force

MARCH 16, 2025

You wouldn’t want a surgeon doing your surgery if their only experience came from what they learned from a book, PowerPoint or video. When you identify the proper sales training partner and content, know that the training is only as good as the trainer. The same is true for sales trainers.

Training 227

Training Revenue Face-to-face Decision Maker 227

Anne Miller

NOVEMBER 8, 2024

Buy the Book The Tall Lady With the Iceberg: the power of metaphors to sell, persuade, & explain anything to anyone. – with Metaphors For more information on Bogdan Liutic [link] [link] Get Your Metaphor Juices Flowing!

Webinar Metrics 133

Webinar Metrics Top of Funnel Funnel Benefit 133

Zoominfo

DECEMBER 6, 2024

The Handoff feature simplifies team scheduling, while Instant Booker enables sales reps to book meetings with one click and log activities in their CRM. Key Features Qualifies, routes, and books meetings from web forms. Customizable booking management. Automates lead distribution. Simplifies meeting scheduling.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

SBI Growth

JULY 15, 2024

Dr. Robert Cialdini , a renowned psychologist, emphasizes the principle of liking in his influential book, " Influence: The Psychology of Persuasion. " The classic sales maxim, "People buy from people they like," is supported by extensive behavioral science research.

Buyer 296

Buyer Maximizer Influencer Research 296

The Pipeline

SEPTEMBER 7, 2021

Don’t say “I am hoping we may book a time to meet.” I am call specifically to set a time, book an appointment, schedule a meeting, but none of the softy stuff. So, when you ask for the appointment, ask with pride and confidence. Or “I was wondering if we can meet?” No, you were not wondering or hoping, you want it, so say it. “I

Cold Calling 355

Cold Calling Call-back Prospecting Meeting 355

Anthony Cole Training

AUGUST 23, 2024

Giving credit where credit is due, The Psychology of Selling is a well-regarded book by legendary sales professional Brian Tracy that should certainly be on every salesperson’s list of must-reads. All salespeople and their managers want to understand the psychology of selling and in fact, is it a highly searched phrase on google.

Google 299

Google Sales Training 299

Steven Rosen

SEPTEMBER 26, 2021

You can read a leadership book or take a leadership course. The word inspiration comes from the Latin word, and I never know if I get it right, spirare, I might have gotten it wrong, which means to breathe to live. I have found that there are many ways to keep oneself motivated. Make sure you take care of yourself.

Motivation 392

Motivation Sales Management Exercises Energy 392

Understanding the Sales Force

FEBRUARY 22, 2023

meetings booked per week! There are two ironic byproducts of the inbound phenomenon: Account executives who benefit from the appointment setting provided by BDRs not only don't prospect; they don't know how! Most BDRs are atrocious at making outbound calls, sending emails and LinkedIn reach outs, and following up on inbound leads.

Top of Funnel 408

Top of Funnel Positioning Scale Inbound 408

Partners in Excellence

OCTOBER 22, 2024

I look at the books piled on my desk, over a dozen–half finished. Two books I’m writing, almost finished. We read all the latest books and articles on innovation (or start them). Any number of little projects around the house, all in the same state, for weeks, not quite done.

Churn 118

Churn Up-Sell Tools Account 118

Anthony Cole Training

DECEMBER 21, 2023

I am enjoying reading the book Selling to the C-Suite by Nicholas A.C. The book is an excellent summary of how selling to C-Suite executives is so dramatically different from selling in the lower levels of a company. Read and Stephen J.

Sales 279

Sales Company Banking Sales Coaching 279

SBI Growth

APRIL 6, 2022

Sales bookings are the starting point for predictable and sustained revenue performance, thus, having a consistent forecasting and pipeline process allows executives to adequately drive business objectives aligned to revenue growth targets. Q1 is over and a strong indication of how the remainder of 2022 will unfold.

Forecasting 317

Forecasting Pipeline Objections Revenue 317

Understanding the Sales Force

MARCH 20, 2024

My wife thought I would enjoy a book she found at the airport bookstore and I agreed that it looked compelling. Cold-Case Christianity is a book by J. It will be worth it! Warner Wallace where he used his skills as a cold-case homicide detective to examine the claims in the Gospels in the New Testament.

Sales Process 341

Sales Process Sales Methodology Decision Maker Pipeline 341

Sales 2.0

MAY 1, 2020

Take a look at Stu Heinecke’s books on this. Conference commandoing : Keith Ferrazzi has a great chapter in his book “ Never Eat Alone ” about how to make conferences uber-effective. Creative mailings, cartoons, swords: There’s plenty of evidence out there to say “multidimensional” mailings can work.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

Zoominfo

FEBRUARY 12, 2025

Its about knowing exactly who you want to talk to and pre-booking those meetings. Your time at the event should be spent executing on the meetings youve already booked and having productive conversations not figuring out which booth to visit next. Reach Out Early and Book Meetings Dont wait until the event to make contact.

B2B 130

B2B Marketing Strategy Lead Scoring 130

Score More Sales

DECEMBER 27, 2022

I met him when he was writing his first book, “How to Get a Meeting with Anyone” as I was asked to and was able to share one of my own strategies for getting my foot in a prospect’s door. I am fortunate to know best-selling author and “Father of Contact Marketing” Stu Heinecke.

How To 297

How To Meeting Strategy Marketing 297

Bernadette McClelland

JULY 5, 2022

So aesthetics aside, let me dive a little deeper for you because it is a book that MUST be on your bookshelf if you are any type of self-respecting business leader or boots-on-the-ground, bag-carrying, zoom-hybrid seller wanting to market themselves in a very noisy world. I wrote: . Secondly, your words are amazing. ” . Beautiful. ??

Guarantee 284

Guarantee Strategy Journal Lead Scoring 284

Understanding the Sales Force

JANUARY 4, 2023

After reading Malcom Gladwell's book, Talking to Strangers , I can finally explain why the success rate is so low. CEOs, Sales Leaders, Sales Managers and HR Directors are under water when it comes to sales selection. They get it right about 50% of the time and that includes salespeople who stay but underperform.

Hiring 296

Hiring Sales Sales Management Tools 296

Zoominfo

OCTOBER 25, 2024

When your solution can literally change the trajectory of an entire business, seeing is most definitely believing — if you can seize that chance and actually book a demo. We have a lot of numbers that show anything outside of five working days is almost not worth booking, because the completion rate just drops so dramatically,” Vital says.

Software 130

Software Software Scale Cancellation 130

The Pipeline

NOVEMBER 14, 2020

Seating limited – book yours now! Six months of Unlimited access to the Proactive Prospecting Club. A Lifetime Of Prospecting Success. Everything you need to know is at Proactive Prospecting Virtual Program. The post Give Yourself The Gift Of Success appeared first on TiborShanto.com.

Prospecting 369

Prospecting Buyer Revenue Pipeline 369

Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey.

Data 220

Data Hiring Compensation Quota 220

Understanding the Sales Force

JANUARY 24, 2022

Like I said, this is not a COVID article because if it was, I could write a book about the data, science, policies and hypocrisies. However, there is a sales equivalent to the stupid restaurant masking requirement and that is what we will discuss in today's article.

Airlines 328

Airlines Prospecting Policies Groups 328

Understanding the Sales Force

FEBRUARY 9, 2021

And this was fifteen years before I wrote the best-selling book Baseline Selling ! Relationships were forged, unforgettable memories were made, and the week was a source for endless, hilarious stories! My regular readers are probably thinking, "Huh - a baseball post about Dave instead of Dave's son!".

Sales Leadership 361

Sales Leadership Follow-up Coaching Up-Sell 361

The Pipeline

DECEMBER 14, 2020

Tony Morris is an International sales speaker, best-selling author of 5 books, and MD of an International sales training company. We will be updating the calendar during the holidays, but check in to see Upcoming Events. Sales Scrum Episode #26 Guest – Tony Morris.

Call-back 360

Call-back Webinar Metrics Sales Industry 360

Steven Rosen

SEPTEMBER 8, 2022

If your goal is to work with each of your reps two times per quarter, the best way to achieve this is to book all your field time in your calendar for the next 3 months. Establishing and booking monthly and quarterly review meetings allows you to deal with performance issues at these meetings.

Hiring 272

Hiring Coaching Energy Meeting 272

Pipeliner

JANUARY 3, 2025

In the latest episode of the expert interview series, John Golden engages in a thought-provoking conversation with Mitchell Levy , a global credibility expert, two-time TEDx speaker, and author of over 60 books. With such a rich background, Mitchell brings a wealth of knowledge to the conversation about clarity in communication.

Video 105

Video Lead Rank Lead Scoring Exercises 105

Hubspot Sales

JULY 10, 2024

Let’s call this business Sam’s Book Shop. Sam’s Book Shop is a local brick-and-mortar store based in Austin that also sells goods online. A customer comes into the physical store and decides to purchase a few books. Here’s a step-by-step explanation of how payment processing works for this retail and ecommerce business.

Company 105

Company Banking Hubspot Retail 105