No More Cold Calling

JANUARY 21, 2016

Do your sales reps really prospect based on fairy tales? A long time ago, in a galaxy far, far away … Well, you know the ending to that famous story. You also know it’s just a myth, a fable, a legend. It’s entertaining, but not real. Fictional stories belong in books, movies, or in the theatre—not in real life. Yet, many sales reps buy into the mythical statistics and ridiculous promises floating around the Internet about how to drive sales leads in the digital age.

Lead Scoring 237

Lead Scoring Lead Rank Buyer Leads 237

Bernadette McClelland

JANUARY 18, 2016

Hang on, am I supposed to be this super successful, sales guru/expert/ authority who knows what she wants in the world, is a beacon of hope for salespeople and sales leaders and puts on a mask to show that she […]. The post Will You Ruffle Some Feathers or Spread Your Wings? appeared first on Bernadette McClelland.

Sales 220

Sales Sales Leadership 220

Steven Rosen

JANUARY 12, 2016

By: William Arruda. Originally Posted: Forbes.com Dec. 4, 2014. Do you have a coach? If not, you could be limiting your career success. That’s because coaches help you identify and focus on what’s important, which accelerates your success. According to coaches.com, good coaches: Create a safe environment in which people see themselves more clearly; Identify gaps between where the client is and where the client needs or wants to be.

Coaching 196

Coaching Lead Rank Sports Study 196

Sales and Marketing Management

JANUARY 10, 2016

Issue Date: 2015-01-11. Author: Rob Jeppsen, SVP and GM of HireVue Coach. Teaser: If training alone was enough to solve the sales challenge, we would see more collective success from sales teams. Training is often thought of as a type of coaching, but they are two very different processes with very different results. Legendary leaders know the catalyst for turning knowledge into success is coaching.

Training 191

Training Coaching Sales 191

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Trends

Understanding the Sales Force

JANUARY 19, 2016

Now that we are nearly 3 weeks into the new year, have you changed anything with regard to goals, strategies or plans? How about targets? A few small tweaks to your targets can have a huge impact on revenue! Targets are obvious but at the same time, misunderstood. Of course I have the usual baseball analogy, which I'll skip along with the target analogies for Golf, Basketball, Soccer, Football and Hockey.

Sales Cycle 188

Sales Cycle Course Revenue Sales 188

No More Cold Calling

JANUARY 29, 2016

Does your team spend enough time with your customers? It’s always about time, isn’t it? We have a choice how we spend it. We can waste hours immersed in social media, sending emails, and surfing the web. Sounds like fun, but it’s not the way to excel in sales. Most of the time, it’s a waste of time and has nothing to do with engaging our prospects and customers.

Social Media 195

Social Media Cold Calling Referrals Networking 195

Bernadette McClelland

JANUARY 2, 2016

Our son, just this week, embarked on a trip of a lifetime. HIS trip! Not mine, nor his Dad’s. And as parents, we needed to be very careful we didn’t overlay our beliefs in a way that told him what […]. The post Here’s To Course Corrections and Some Drinking Money appeared first on Bernadette McClelland.

Course 212

Course 212

Steven Rosen

JANUARY 6, 2016

Do you want to be successful in 2016? Of course you do. The challenge is most people just don’t know how. Many people compare themselves to others to gauge how successful they are. The problem is that there is always someone who has more money, lives in a bigger house, has more power or is smarter than you. This is extrinsic success as measured by material gains, but true feelings of success come from within.

How To 184

How To Study Coaching Follow-up 184

Sales and Marketing Management

JANUARY 5, 2016

Issue Date: 2016-01-01. Author: Paul Nolan. Teaser: You don’t stop daily to notice the calendar you received from your Realtor or the refrigerator magnets from the neighborhood pizza place. But when you need to reach that business, you know instantly where to turn. Marketing strategies have changed drastically over the centuries, but as Paul Bellantone, president and CEO of the Promotional Products Association International (PPAI) explains, promotional products have always produced stellar

Promotion 191

Promotion Strategy Marketing 191

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales Management

The Pipeline

JANUARY 25, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . Start of the year is when you see a lot of policy changes, changes in fees, service levels etc. Done right this could actually help sales people and drive revenues, yes even price increases. Done wrong, it just leaves a bad flavour in people’s mouth and minds. Having had to face new fees and policies, I have come to observe that there is a missing element in how sales people, and I would argue all who interface with clients in any way, dea

Policies 177

Policies Face-to-face Margin Objections 177

Understanding the Sales Force

JANUARY 25, 2016

When coaching, most sales managers change the words their salespeople use. "That's not how I would say it - try this instead!" While there are a couple of key moments in the sales process where the words do actually matter, for 98% of the sales process, it's about listening and asking appropriate questions, following the process, achieving key milestones, following the company's general strategy and using appropriate sales tactics.

Coaching 171

Coaching Sales Process Examples Sales 171

No More Cold Calling

JANUARY 14, 2016

Are your sales reps clueless about how social selling really works? Sales reps abuse social media to the extent that I typically delete more LinkedIn invitations than I accept. They invite person after person to connect using the same old standard invitation , and then immediately blast sales pitches to anyone who accepts. This bad behavior is not entirely the reps’ fault.

Social Media 183

Social Media Sales Qualified Lead Media Lead Scoring 183

MTD Sales Training

JANUARY 11, 2016

Most companies agree that loyal customers are the lifeblood of their business. Clients who return continuously to restock or re-purchase make it easy for companies to provide service and back-up. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Loyalty 168

Loyalty Customer Company Retention 168

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SalesForce

Bernadette McClelland

JANUARY 18, 2016

Hang on, am I supposed to be this super successful, sales guru/expert/ authority who knows what she wants in the world, is a beacon of hope for salespeople and sales leaders and puts on a mask to show that she […]. The post I Forgot To Be Who I Was Supposed To Be appeared first on Bernadette McClelland.

Sales 163

Sales Sales Leadership 163

Sales and Marketing Management

JANUARY 13, 2016

Issue Date: 2016-01-13. Author: Mike Kunkle, senior director of sales enablement, Brainshark. Teaser: The new year brings an opportunity to tackle challenges and take a fresh approach to improving sales team performance. Here are five resolutions sales leaders and their teams can make – and tips for accomplishing them – to drive better performance in 2016 and beyond.

Sales Enablement 177

Sales Enablement Sales Opportunity 177

The Pipeline

JANUARY 11, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . A common discussion among sales people, or more accurately, sales people willing to make cold calls, that is complete sales people, is when is the best time to cold call ? I have added my two cents on this in past. What is true about any element of success, is that the things that lead to it become routine, a habit, and there is no doubt that people are creatures of habit.

Cold Calling 177

Cold Calling Commission Objections Prospecting 177

Understanding the Sales Force

JANUARY 4, 2016

This is a perfect topic to begin the New Year! While others will be talking and writing about goals and resolutions, we'll be discussing the things that really make a difference. Sure, having goals is important but having them in writing, with an achieve by date, and a plan is exponentially more likely to have an actionable outcome than only having goals.

Account 167

Account Sales 167

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

No More Cold Calling

JANUARY 7, 2016

Sales responsibility starts at the top. Ernest, CEO of a CRM company, had sales all figured out … or so he thought. He’d implemented a “perfect” sales process, which he explained to me in detail. He even drew a chart with circles and arrows for each step. Ernest recognized he had a problem: He lacked a plan for consistent follow-up with current clients.

Referrals 172

Referrals Lead Rank Sales Qualified Lead Lead Scoring 172

MTD Sales Training

JANUARY 3, 2016

I hope you had a fantastic Christmas and welcome to 2016! If you’re like me, I have been champing at the bit to get back! Working in sales can take its toll over the year so I always use the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 168

Sales Motivation 168

The Sales Hunter

JANUARY 8, 2016

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up. “Learn from the best to […].

Sales 157

Sales Selling Skills Sales Leadership 157

Sales and Marketing Management

JANUARY 11, 2016

Issue Date: 2016-01-01. Author: Walter Ruckes, VP of client services, BI WORLDWIDE. Teaser: How are top sales managers responding to help their sales reps in the year ahead? Understanding some basic elements of psychology can help drive performance in ways you may not have thought of. How are top sales managers responding to help their sales reps in the year ahead?

Sales Management 168

Sales Management Tools Sales 168

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

The Pipeline

JANUARY 18, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . With the election cycle in full swing in the USA, many (some) are reflecting on what their point of view is on key aspects of life to be impacted by the outcome of the election. This includes things like economic viewpoint, free market or centrally controlled economy; global viewpoint vs. protectionist, and more.

Hiring 175

Hiring Objections Sales Methodology Segment 175

Bernadette McClelland

JANUARY 5, 2016

I’m 36,000 feet in the air as I write this and have just come off the back of a two day program on how to ‘Think Like a Customer’. It’s a Friday night, I’m tired and just want to kick […]. The post Like a Virgin! WOW’d for the very first time… appeared first on Bernadette McClelland.

Customer 150

Customer Customer Service How To 150

Understanding the Sales Force

JANUARY 13, 2016

When our son was just beginning to speak and we did something that he really enjoyed, he would say, "Again! Again!". Two years ago, I wrote about a sales selection experiment with a group of college kids and the results were so much fun to read that when they repeated the exercise this year, my first reaction was, "Again!" I think you're going to really enjoy the conclusions from this year's class!

Exercises 139

Exercises Groups Sales Objections 139

MTD Sales Training

JANUARY 20, 2016

Most good sales managers recognise the need to develop their sales teams and these managers often see the rewards that come from training their staff to build skills and attitudes. Oftentimes, though, the changes and improvements are short-lived and the return to the ambient levels of performance shows that the investment hasn’t been as worthwhile as originally thought.

Training 145

Training Course Coaching Up-Sell 145

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

JANUARY 12, 2016

Are your sales goals motivators or de-motivators for you? It’s that time of year when we become fixated on deciding not only what our goals should be, but also how we’re going to go after them. Here are 10 tips to help you in setting goals: 1. Use the first quarter and, in particular, the first month […].

Sales Goal 156

Sales Goal Motivation Sales Selling Skills 156

Sales and Marketing Management

JANUARY 27, 2016

Issue Date: 2016-01-27. Author: Charles D. Brennan, Jr. Teaser: Selling someone a product or service is all about aligning with their habits and knowledge -- to use a technical term, aligning wi th their schema. If a salesperson is asking the same boring questions and giving the same boring presentation, the possibility of the customer’s schema being altered or changed is remote.

Customer 163

Customer 163

The Pipeline

JANUARY 7, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . Assuming your fiscal year started on January 1, you probably have your new targets or quotas by now. Although I did sell for a company once that did not give us our quotas till mid-March. Among the many things you should do is start by going backwards, not in how you sell, but how you plan and set yourself up for success.

Proposal 174

Proposal Quota Sales Qualified Lead Lead Scoring 174