Bernadette McClelland
MAY 20, 2015
How Top Salespeople Have Perfected Asking For The Order I remember hearing someone say once ‘Bernadette, the answer is always no, unless you ask’ and I have always remembered that. Whether I am lost in the car and can’t get […]. The post How Top Salespeople Have Perfected Asking For The Order appeared first on Bernadette McClelland.
The Sales Heretic
MAY 26, 2015
© Alexskopje | Dreamstime.com I am not a motivational speaker. While I am occasionally described as one—and I do speak at conferences, annual meetings and other events—the fact is that I’m not. For the simple reason that I can’t “motivate” anyone. And neither can you. Whether you’re talking about a prospect, a member of your sales team, a [.].
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Steven Rosen
MAY 1, 2015
Congratulations you have been promoted and you are now the sales manager! You have been a top performing rep and you are wired to succeed. What if you are left to sink or swim because your organization is going to send you out in the field without any formal training? Unheard of? Read on. Sales organizations tend to promote their top sales reps into sales manager jobs.
Sales and Marketing Management
MAY 4, 2015
Issue Date: 2015-05-04. Author: Hampus Jakobsson. Teaser: In 2015, the term “selling” has developed a borderline negative connotation when used in the context of convincing someone to make a purchase. If you haven’t shifted your approach already, it’s time. In 2015, the term “selling” has developed a borderline negative connotation when used in the context of convincing someone to make a purchase.
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.
No More Cold Calling
MAY 14, 2015
If you don’t ask, you don’t get. The lights dimmed. You could feel the anticipation in the room as everyone waited for the Master of Ceremonies to announce the salesperson of the year. All the company’s top executives were in attendance, along with the global salesforce and sales support team. When Jennifer’s name was announced, the room broke out in applause and cheers.
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Bernadette McClelland
MAY 25, 2015
Sales Leadership and Motivation Best Practices I was reminded the other day of a dilemma occurring more and more on the sales floor when it comes to motivating a salesperson to do the tasks that their role demands of them […]. The post Sales Leadership and Motivation Best Practices appeared first on Bernadette McClelland.
The Sales Heretic
MAY 12, 2015
Whether you’re delivering a sales presentation to a prospect, an internal briefing within your company, or the keynote speech at a conference, the first words out of your mouth have the power to make or break your effort. The way you open your presentation impacts your credibility and tells your audience whether or not they [.].
Steven Rosen
MAY 6, 2015
Sales managers are the key drivers of success in sales organizations. I would rather have a great sales manger and five mediocre sales reps than a mediocre sales manager and five star sales people. There have been major strides in helping sales people become stronger with sales enablement programs, training and automation. The fact remains that selling is about people.
Sales and Marketing Management
MAY 10, 2015
Issue Date: 2015-05-08. Author: Kristina Jaramillo. Teaser: Strategy is the biggest difference between a B2B sales and marketing team that drives demand and enjoys consistent sales leads and revenue opportunities and one that just has a presence and lots of connections that they are not engaged with. Strategy is the biggest difference between a B2B sales and marketing team that drives demand and enjoys consistent sales leads and revenue opportunities and one that just has a presence and lots of
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No More Cold Calling
MAY 4, 2015
Salesforce.com heard about my new presentation, “ Big Deals and High Heels: Why Women Are Naturals at Selling, ” and invited me to co-host a webcast with Jamie Domenici, Salesforce’s vice president of marketing. The webcast is this Thursday, May 7, at 11:00 a.m. Pacific. Register here. (If you can’t attend live, register anyway, and we’ll send you the recording).
Understanding the Sales Force
MAY 14, 2015
It was a beautiful spring day and while I was walking to lunch yesterday I was thinking about my slugglish metabolism. When I was young, I never stopped walking, running and bicycling and I probably burned more calories than I consumed. I was only 115 pounds when I graduated from high school! I'll turn 60 later this year, and other than the baseball coaching I do, and using the golf cart the few times I play golf each year, I am as close to inactive as possible.
Bernadette McClelland
MAY 27, 2015
How the word NO can prevent a sale stalling and fast track business ‘When a buyer says NO, we have been conditioned to have it mean, ‘NO, not yet!’ It’s the phrase we know and love, it makes us feel […]. The post How the word NO can prevent a sale stalling and fast track business appeared first on Bernadette McClelland.
The Sales Heretic
MAY 19, 2015
© Andresr | Dreamstime.com – Successful Business Presentation Photo In my last post, I cautioned you against using six terrible ways to open a presentation. Many of you kindly messaged me through various media and asked, “Okay Mr. Smarty-pants, big-shot, sales expert—how should we open our presentations?” A fair question if ever there was one. [.].
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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.
MTD Sales Training
MAY 7, 2015
A recent straw-poll that we carried out with a series of buyers showed a interesting fact about how salespeople approach concerns that those buyers have. We asked the question concerning how often. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
MAY 24, 2015
Issue Date: 2015-05-25. Author: John Richard Pierce, Jr. Teaser: Relationship selling goes beyond emotional intelligence to a disposition of being other-focused to such a degree that you are in tune with others’ emotions, hopes, and desires – and with how you can meet those needs. Think about building relationships around these four key segments.
No More Cold Calling
MAY 22, 2015
Men tell me this all the time, but many sales women still don’t know their value. “Men don’t listen.” Ever heard that one, guys? Women often complain that men don’t listen at work, and they certainly don’t listen at home. I’ve only recently begun to understand why. The reasons are founded in brain research. Boy, I wish I’d known this years ago.
The Sales Hunter
MAY 12, 2015
You have the prospect who you know would benefit from working with you, but they simply will not respond to you. Question arises in your mind, “Should I continue trying to connect with them or should I instead simply move on?” This question comes up a lot when I’m working with sales teams. There is no […].
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Bernadette McClelland
MAY 18, 2015
So how DOES a salesperson sell an insight? As someone who is passionate about helping professional B2B salespeople and leaders to become more effective and up the ante in a time where the whole sales landscape has changed, I have […]. The post So how DOES a salesperson sell an insight? appeared first on Bernadette McClelland.
The Sales Heretic
MAY 6, 2015
If you’re in sales or customer service, you’ve been taught that “the customer is always right.” But that’s not true. Sometimes we have to say “no” to a prospect or customer. But when exactly? And how? Listen to my appearance on Breakthrough Radio with Michele Price. In this 8-minute segment, I discuss why it can [.].
MTD Sales Training
MAY 13, 2015
Growth and progress are two of the fundamental attributes that mark out a successful salesperson. As the only constant in business is change, it makes perfect sense to create opportunities to enhance. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
MAY 21, 2015
Issue Date: 2015-05-22. Author: David Palmer. Teaser: With the use of custom content on the rise, many have predicted that in 2015, brands will begin to truly think like publishers. Although brand marketers may not be trained publishers, with more self-publishing and online promotion strategies available than ever, drawing from publishing’s long successful history can help brands become publishers in their own right.
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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.
No More Cold Calling
MAY 19, 2015
Your birthday, favorite sports team, or hometown could help you seal the deal. My birthday is January 19. When is yours? There’s always a feeling of amazement and connection when we learn someone else has the same birthday. This automatically opens up conversations about where we were born, what years we were born (not telling mine), and how we got from our birthplaces to where we are now.
The Sales Hunter
MAY 30, 2015
I’m digging into 14 things great salespeople do that set them apart from average salespeople. Today I’m talking about goal setting! Do you set goals? Before you think goal setting is not for you, watch the video. It’s not just about setting goals, but about setting the right ones. Your ability to set goals […].
Pointclear
MAY 5, 2015
This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year.
Understanding the Sales Force
MAY 20, 2015
Copyright: 123RF Stock Photo. Half of the company's 20 salespeople have left voluntarily in just the last month and the CEO wants to know why everyone is resigning. He wants Jeff, his sales manager, coached up and needs to recruit replacements. He has tremendous urgency to get this moving and believes that Objective Management Group's (OMG) Sales Candidate Assessment will help him select good salespeople that will stick around.
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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.
MTD Sales Training
MAY 12, 2015
Every person you have ever met has a strategy they use to make decisions. Whether it’s to go for a particular food or to choose a particular career, the way people decide is hard-wired into the parts. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
MAY 11, 2015
Issue Date: 2015-05-12. Author: Benjy Feinberg. Teaser: Anywhere between 37 and 40 percent of businesses lack the cash to cover expenses at one time or another. When you add financing options to your services, you give customers an outlet that’s more supportive of their needs. In the B2B space, not offering financing options could very well be the reason your prospects aren’t buying.
No More Cold Calling
MAY 12, 2015
Gartner’s Tiffani Bova identifies three dangers looming over modern sales organizations. Life throws a lot of curve balls—both good and bad. Car accidents and natural disasters are every bit as unpredictable as winning the lottery or finally meeting your soul mate. What is predictable is the challenges sales organizations face. Sales organizations are finding it harder and harder to deliver predictable revenue, and historical sales models are beginning to show cracks.
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