No More Cold Calling
JUNE 2, 2016
You can’t choose your family, but you can choose your clients. You see the warning signs a mile away—prospects who push you on price, threaten to take their business to your competitors, make unreasonable demands, don’t return phone calls, masquerade as decision-makers when they have no real buying authority. Yet, they expect fast, complete, and reliable delivery of your service.
Bernadette McClelland
JUNE 26, 2016
Twenty Seven years later… He walked into the coffee lounge and didn’t look any different to how he looked all those years earlier. A few more laughter lines maybe, but still passionate about PR, business building and people. And what led us to this meeting and reconnecting was authenticity and authority. Like we all tend to do, there had been a bit of ‘checking out’ happening over an extended period of time on my behalf as I began to read his thought provoking articles and published ‘
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MTD Sales Training
JUNE 14, 2016
When I was searching for a new car I did all the necessary research and visited a number of dealers for a test-drive that would convince me I had made the right decision. I don’t have many needs in a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
JUNE 26, 2016
Issue Date: 2016-06-27. Author: David Halberstam. Teaser: The gutters of sales roads are littered with victims and quitters, beginners who embarked and just couldn’t endure the strains. The ones who persevere and come out on top build a mental firewall, stopping pessimism from overpowering them. The gutters of sales roads are littered with victims and quitters, beginners who embarked and just couldn’t endure the strains.
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.
The Pipeline
JUNE 23, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . People ask me why I focus so much on prospects’ objectives, after all if you can find a pain and play to it, you are bound to get a sale. Well maybe. I always find it amusing that when I ask people what do they want to know about a potential buyer, too many say “I want to know what their pain point is, their needs, the problem”.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
JUNE 28, 2016
Social media is powerful. No doubt about that, but what it can also do is suck up your time so fast you suddenly find yourself with not only no sales, but also no leads. Here are 10 things you can do to leverage social media, and best of all, once they’re set up they […].
Bernadette McClelland
JUNE 4, 2016
It was over three decades ago that I stood on the top of one of the World Trade Centres, marveling at the dizzy heights around me, in awe of an expanse as far as the eye could see and almost holding in my hand the miniature like Statue of Liberty far into the background. Thirty five years later these world monoliths are no longer, and instead I have the opportunity to reflect and share a very special moment with thousands of other people who are at Ground Zero.
MTD Sales Training
JUNE 16, 2016
There are not many truths in life that we can rely on these days. The rate of change is so great that what many people relied on as truth just a few years ago has radically altered. I suppose the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
JUNE 16, 2016
Your referral network is larger than you realize. Have you ever played the game, “ 6 Degrees of Kevin Bacon ”? Or perhaps seen the Kevin Bacon Visa Check Card ad from 2002? The concept is simple: We’re all connected … sometimes in the most absurd and unbelievable ways. Finding those connections is key to lead generation and getting referrals.
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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.
The Pipeline
JUNE 27, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . As we head in to the second half of the year you realize you need to prospect and get some more opportunities in your pipeline. As you seek advice from your peers, one veteran tells you “You gotta buckle down and make more calls”, sage advice from someone who is under quota. Then you turn to a younger colleague and ask, not direct but by text, what she does, she tells you “OMG, get in to the 21st century, forget that calling stuff, you need to b
Sales and Marketing Management
JUNE 5, 2016
Issue Date: 2016-06-06. Author: Ben Rigsby, Co-Founder and Chief Creative Officer, ECOS. Teaser: Salespeople have a more narrow window than ever to capture an audience’s attention, but assuming shorter is better risks skipping critical information for no reason. Here are a few keys to finding the sweet spot between brevity and effective communication.
SBI Growth
JUNE 21, 2016
As a marketing leader, you must have a solid content marketing strategy in place. How can you consistently create compelling content that your audience cares about? Watch here as we speak with Toby Murdock, CEO and co-founder of Kapost. Kapost.
Bernadette McClelland
JUNE 25, 2016
Once upon a time, two salespeople of Irish decent, met at an Irish cafe on the north side of Sydney, shared a cup of coffee and… Collaborated! Spending time with Cian McLoughlin , who has recently written, published and launched his new book ‘The Rebirth of the Salesman’, was enlightening to say the least and of course, it had to be, both our names begin with Mc :), but I digress!
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.
MTD Sales Training
JUNE 21, 2016
When you ask what motivates your prospects, you will probably get a multitude of answers. Some may say profitability, others increased productivity, still others decreased staff turnover. Whatever it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
JUNE 21, 2016
You’ve got the big call and you know you need it, which alone is stress, but making it worse is your boss told you how important the call is to both the company and your career. This is a common occurrence. The stress getting ready for a call can be immense, and in the end, […].
The Pipeline
JUNE 20, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . I witnessed an interesting exchange the other day, two Sales VP’s were exchanging views on hiring, on=boarding and development of sales people. One offered up that he only wants to hire A players, “people who do not want to prospect all their career”. For context, this VP had a team of SDR’s and account managers.
Understanding the Sales Force
JUNE 16, 2016
Image Copyright 123RF Stock Photo. If you are a regular reader, you might recall this great article on Selling to a CEO. In that article I also mentioned some of the expanded Sales Competencies that Objective Management Group (OMG) now measures. Before April, Relationship Building and Mastery of Social Selling were findings in our evaluations but now, they are full blown competencies with complete sets of attributes.
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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.
Sales and Marketing Management
JUNE 10, 2016
Issue Date: 2016-06-10. Author: Stephanie Chung. Teaser: There are three important questions you must ask yourself before taking on the challenge of maximizing your full sales potential. Answer the questions as thoroughly and honestly as possible and soon you’ll be able to reach that point of being a knowledgeable and proficient sales closer. There are three important questions you must ask yourself before taking on the challenge of maximizing your full sales potential.
Bernadette McClelland
JUNE 13, 2016
He was on time but walked out of his office, shook my hand and checked his watch. ‘I’m so stressed’, he said. ‘I’ve got projects, deadlines and priorities coming out of the proverbial. I’m not bringing my A-Game, I know it and the last thing I want is for other people to start to notice it’. People like my client, James, are constantly looking for shortcuts, secrets and simple ways to get even more done in the same amount of time so they can get in front of the eight ball.
MTD Sales Training
JUNE 9, 2016
In sales, our natural goal is to make as many people or businesses as we can more successful or profitable than they are currently. That’s the bottom line…it cements the long-term relationship. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JUNE 26, 2016
SBI recently spoke with John Mansour, founder and managing partner at Proficientz. Proficientz specializes in product management, product marketing, and sales enablement.
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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.
The Pipeline
JUNE 30, 2016
The Pipeline Guest Post – Gerald Vanderpuye. Just Touching Base! In baseball, a player who is touching base is not in danger of being put out. In sales, we must continue to touch-base or follow-up as it’s also known to stay in the game of sales. When your rep loses a real opportunity, it’s because of a poor follow up. You sales rep couldn’t touch base either in the right manner or failed to follow-up enough. .
Understanding the Sales Force
JUNE 20, 2016
It isn't as good as the Father's Day gifts I received from my wife and son, but I love it just the same. My team at Objective Management Group (OMG) built a great new tool and this one does not help us to more effectively evaluate sales forces and assess sales candidates. We're already pretty darn good at that. The new tool allows me to quickly grab and analyze data faster and more effectively than I ever could before.
Sales and Marketing Management
JUNE 23, 2016
Issue Date: 2016-06-24. Author: Lou Schachter and Rick Cheatham. Teaser: If the market for what your company sells stops growing, or a newly emerged competitor releases an offering that is transforming the marketplace, how your sales team responds could determine the fate of your company. If the market for what your company sells stops growing, or a newly emerged competitor releases an offering that is transforming the marketplace, how your sales team responds could determine the fate of your co
Pointclear
JUNE 10, 2016
Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up.
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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
JUNE 30, 2016
You may have heard the saying that there is no such thing as reality, only people’s perception of that reality. Without getting too Einsteinian today, there is absolute truth in that statement. I’m. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JUNE 24, 2016
Chris Lonnett, vice president of Americas market development and operations at Motorola, recently spoke with SBI to discuss how he carries out his data plan inside an enterprise organization. Often, sales ops teams struggle to derive meaningful insights from data.
The Pipeline
JUNE 7, 2016
June 9, 2016 10:00 AM PT/1:00 PM ET. Communication is central to sales success, and communication is a multi-faceted experience. Sure the message is key, a bad message can set you back; while a great crystal clear message, delivered on target can be a crucial to your success. But what happens with a perfectly crafted message that misses the mark, does not land the way it was intended?
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