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.
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.
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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.
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.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
MTD Sales Training
JANUARY 14, 2016
“But I sell a great product Sean, why won’t they buy?” It’s a question I get asked a lot! Many salespeople think that just having a great product is good enough – that it will sell itself but in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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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.
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.
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.
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
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
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.
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.
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! ]].
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.
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
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.
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.
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.
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.
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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
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! ]].
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 […].
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.
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?
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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.
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.
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.
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.
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 […].
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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
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 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.
Steven Rosen
JANUARY 12, 2016
By: William Arruda. Originally Posted: Forbes.com Dec. 4, 2014. Why You Need To Hire A Coach In 2016. 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.
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