Bernadette McClelland

NOVEMBER 21, 2016

‘The reason most salespeople don’t last here’, he said, ‘is because they can’t, or won’t, ask for help’. I get it! And I agree with the sales leader that uttered those words because I have been guilty of not asking for help because of the meaning I put on it… ‘they will think I don’t know what I’m doing’ which would equate to ‘I am not good enough to be in this role’ I also am witness to that behaviour when I begin to work with sales teams or sales

Lead Scoring 260

Lead Scoring Lead Rank Buyer Territories 260

SBI Growth

NOVEMBER 3, 2016

Today’s topic is content strategy and planning. Joining us is Steve Keifer, the Vice President of Marketing at LeaseAccelerator, a fast-growth SaaS company in the corporate FinTech space. LeaseAccelerator helps companies track and manage equipment leases through an enterprise SaaS environment. . Content.

Marketing 252

Marketing B2B Enterprise Enterprise 252

DiscoverOrg Sales

NOVEMBER 4, 2016

Love it or hate it, the fact is that research shows a massive 15% of American adults have tried their hand at online dating. But that doesn’t mean everyone in that group is doing it well. Some of the mistakes they make are cringe-worthy if not downright horror stories. On the plus side, they offer us some valuable lessons – and not just about dating.

Prospecting 242

Prospecting Sales Qualified Lead Cold Calling Lead Rank 242

The Pipeline

NOVEMBER 7, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . I hear a lot of talk in sales about lying, not so much about how they may lie to win business, but in broader terms. We have all heard the use of “buyers are liars”, or its popular cousin “sellers are liars”. While there are probably liars in both camps, undoubtedly in the same proportion and distribution as in the general population, and likely less among successful sales people.

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Wireless Face-to-face Quota Distribution 303

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Understanding the Sales Force

NOVEMBER 17, 2016

I get asked this question a lot: "We've tried sales training before and it didn't really change anything. Why didn't it work?". It's a common frustration and often explains why companies try it once and don't go back, or why they use a different company every year. There are three powerful reasons why sales training won't work, and what you can do that will make it work everytime.

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Training Video Sales Company 229

The Sales Heretic

NOVEMBER 22, 2016

If you want more sales, odds are you need more prospects. But there’s more to prospecting than just raw numbers. And that trips up a lot of salespeople. “Prospecting is not a complex process,” asserts Mark Hunter in the first chapter of his new book, High-Profit Prospecting. “It’s simply finding people who can and will [.].

Prospecting 224

Prospecting How To Sales 224

SBI Growth

NOVEMBER 1, 2016

On this week’s SBI Insider Video Podcast we discuss the topic of developing an A-Player profile for revenue producing roles. The A-Player profile becomes the foundation for how you source, assess, hire, onboard, develop and create a succession plan. Joining me.

Sales Talent 242

Sales Talent Hiring Video Revenue 242

DiscoverOrg Sales

NOVEMBER 29, 2016

In the last year, DiscoverOrg scaled our SDR team from 5 reps to over 20. As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well), how to keep those reps fed with leads, how to keep them motivated, and how to optimize their process and results. Here’s what I learned along the way. While building our SDR team, I thought about Maslow’s Hierarchy of Needs.

Hiring 222

Hiring Lead Rank Scale Outbound 222

The Pipeline

NOVEMBER 17, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . There are a lot of things sellers say in the course of telephone prospecting. But given the nature of the call, the reality that we need to get to engagement from an interruption in a relatively short time, it is important to think about what you’re going to say and why. One way is to actually use a script, yes, script, maybe it would help if we called it a plan you can follow to ensure success in an endeavourer, in this case engaging with a pot

Prospecting 240

Prospecting Telemarketing Call-back Follow-up 240

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Sales Management

Understanding the Sales Force

NOVEMBER 3, 2016

Image Copyright 123RF Stock Photo. Nearly every company gets to the point where they must realign territories, accounts or roles. While doing that is always challenging, perhaps the biggest issue is how salespeople will respond to the impact this change has on their total compensation. That problem is the biggest reason why it is so important to create an effective compensation plan.

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Compensation Commission Territories Salary 219

No More Cold Calling

NOVEMBER 17, 2016

Are your sales reps missing this crucial step in the sales process? Bluebirds are great, aren’t they? A prospect is ready to buy and reaches out to your sales reps, who close the deal with little effort. It’s a lucky break, a win/win. But it’s not a reliable lead generation strategy, because your sales reps didn’t initiate prospecting. Too many sales organizations now rely on incoming requests and outgoing emails to grab prospects’ attention.

Cold Calling 224

Cold Calling Prospecting Referrals Social Media 224

Bernadette McClelland

NOVEMBER 23, 2016

Much has been written about salespeople, especially those who are employees, speaking up, writing and curating on social channels such as LinkedIn. Speaking up in the sense of using their voice, sharing their thoughts, telling us their experiences, voicing their opinions or debating their point. Yet so many don’t. We ask why? as well as why not?

Case Study 215

Case Study Comparison LinkedIn Policies 215

SBI Growth

NOVEMBER 15, 2016

On this week’s SBI Insider Video Podcast we discuss the topic of Sales Headcount Planning. The question we explore is whether “to hire, or not to hire” in order to make your sales number. . Too many reps and you will destroy.

Hiring 240

Hiring Video Quota Sales 240

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The Sales Hunter

NOVEMBER 1, 2016

People ask me all the time, “What does it take to be successful when prospecting?” I’ve narrowed everything down to what I believe are the 10 rules of prospecting: Have a dedicated time on your calendar to prospect and don’t allow interruptions. This is absolutely essential! The most succeesfull salespeople are those who commit time […].

Prospecting 212

Prospecting Selling Skills Sales 212

The Pipeline

NOVEMBER 21, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . It’s hard not to laugh sometimes when I hear sales people say something like “Well, it’s supposed to go like this…”, or “I was told to do it that way, cause when we do that the prospects do…” But instead I am empathetic to their plight and innocence. Empathetic, because some manager or pundit told them that if they took a specific step or action, the prospect would react in some specific way.

Sales Qualified Lead 240

Sales Qualified Lead Buyer Persona Buying Cycle ACT 240

The Sales Heretic

NOVEMBER 9, 2016

A lot of sales advice focuses on things you should be doing. But equally important to know are the things you shouldn’t be doing. Like what, you ask? Listen to my appearance on Breakthrough Radio with Michele Price. In this segment, I share six specific things you’re doing that are sabotaging your sales efforts. Cut [.].

Segment 257

Segment Sales 257

No More Cold Calling

NOVEMBER 10, 2016

Don’t hide your B2B marketing talent. Credibility and trust—hard for salespeople to earn, but a slam-dunk for technical experts. Many companies only bring out their technicians to do demos. Big mistake. They can also be great for lead generation. According to the Edelman Trust Barometer, technical and academic experts and analysts in your company are more trusted than your CEO.

Lead Generation 266

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 266

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Hiring

Understanding the Sales Force

NOVEMBER 21, 2016

I was reviewing this page which shows the market share for most of the known applicant tracking systems. I was impressed with the analysis and with how much of the market share is held by Taleo. I was also disappointed that there isn't a comprarable study available on sales candidate assessments. But that's a rant for another day. Back to the Applicant Tracking analysis.

Analysis 207

Analysis Study Hiring System 207

SBI Growth

NOVEMBER 2, 2016

SBI recently spoke with Dave Longaker, the Chief Revenue Officer at Rovi Corporation. . Dave leads a robust b2b sales force at Rovi, a leading technology supplier to the entertainment industry. When you are flipping through channels and looking for TV shows.

Channels 228

Channels B2B Industry Lead Rank 228

The Sales Hunter

NOVEMBER 21, 2016

I’ve been in sales now for more than 30 years, and during that time I’ve come to not just appreciate the profession, but also to become absolutely passionate about it. I see it as the ultimate profession, as it provides unlimited opportunities to help others. Below are the 10 things I believe all salespeople should […].

Opportunity 211

Opportunity Selling Skills Sales Sales Leadership 211

The Pipeline

NOVEMBER 10, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . In the past I, have highlighted how many sellers are limiting if not sabotaging their opportunities while telephone prospecting. The main reason for that is that they are approaching things from a deficit, they are casting a small and porous net, one that only captures a small set of buyers, those with a defined need.

Objections 296

Objections Prospecting Cold Calling Account Based Marketing 296

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Call Monitoring

MTD Sales Training

NOVEMBER 1, 2016

There are times when the customer simply wants to let off steam. Maybe the delivery you promised hasn’t arrived. Or some of the equipment has broken down. Or there’s simply too much pressure on the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Customer Customer Service 243

The Sales Heretic

NOVEMBER 29, 2016

Everyone loses a sale now and again. It’s the nature of selling. Heck, in my career I’ve lost more sales than I can count. But the way you react to losing a sale impacts how well you do on your next sales opportunity. And all your future opportunities. With that in mind, here are eleven [.].

Opportunity 195

Opportunity Sales Closing 195

Understanding the Sales Force

NOVEMBER 14, 2016

Last week, I spoke at Inbound , where 19,000 people attended this sold-out event in Boston. Ironically, I spoke to a crowd that wanted to learn how to be more effective at engaging prospects by phone and converting those conversations to meetings. Why is it ironic? Well, the promise of the Inbound movement is that cold calling is dead. Salespeople will reap the benefits of inbound leads from prospects who had already expressed interest.

Inbound 206

Inbound Cold Calling Benefit Prospecting 206

SBI Growth

NOVEMBER 30, 2016

Today’s article is about earning brand preference by satisfying the information needs of your target customers and prospects. Marketing leaders make this a reality by planning and executing a content strategy. Recently we interviewed Steve Keifer, the Vice President of Marketing at.

Strategy 224

Strategy Marketing Prospecting Customer 224

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

Sales

The Sales Hunter

NOVEMBER 8, 2016

A few weeks ago, I shared 10 mistakes you can’t afford to make if you use email to prospect, so it’s only right I share with you 10 things you need to do. These are from my new book, High-Profit Prospecting, which people are raving about and I believe you will too when you read […].

Prospecting 242

Prospecting Sales 242

The Pipeline

NOVEMBER 24, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . Last week I posted a piece on LinkedIn, based on discussions at CEB’s Sales & Marketing Thought Leader Roundtable this past August, titled “Why Do We Need Sales?” , Exploring the relationship between marketing and sales, and how it needs to evolve and change with relation to the markets they serve.

Buyer 235

Buyer Account Based Marketing Small Business Small Business 235

MTD Sales Training

NOVEMBER 3, 2016

How long have you worked in your industry? That’s your history, and for many people it’s all their history. In other words, they have just one or two perspectives on the world of work and business. I. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Industry 238

Industry Sales 238