Bernadette McClelland

FEBRUARY 27, 2012

'The Four Spheres of Sales Awareness. From a global and industry perspective all the way to a local and individual perspective there are four spheres of sales awareness. The salesperson who can create meaningful conversations at each level will take pride of place at the relationship table with any customer and be perceived as a trusted advisor. This is an area that is truly lacking in sales relationships today, it is the open gap and the missing jigsaw piece.

Jigsaw 312

Jigsaw Face-to-face Conversion Trends 312

MTD Sales Training

FEBRUARY 6, 2012

Often you get that prospect that wants to get you into a conversation about a sensitive issue such as political beliefs or theology. Also, there are those prospects that wish to use you as their personal sounding board for personal views on everything from racial issues to the sexual relations. It does not matter if your personal views on such issues are the exact opposite of the prospect’s, or if they align perfectly.

Prospecting 308

Prospecting Travel Up-Sell Exact 308

The Sales Heretic

FEBRUARY 20, 2012

When I conduct sales training seminars, I nearly always discuss listening skills, because effective listening is vital for improving your sales. And one of the most important elements of what I call “Dynamic Listening” is taking notes. Because note-taking helps you in several ways: 1. It provides visual proof you’re listening. Prospects want to be heard and [.].

Training 304

Training Sales Prospecting Follow-up 304

Sales 2.0

FEBRUARY 5, 2012

photo by Loco Steve. Deals rarely slow down then close. Deals that close have momentum. The pace of the communication accelerates as you get near closing. The prospect has questions. They are about to make a commitment. As they draw closer to making that commitment questions crop up in their mind. They want to be sure they are making the right decision so they ask questions.

Sales Cycle 279

Sales Cycle Pipeline Closing Forecasting 279

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Trends

Score More Sales

FEBRUARY 22, 2012

Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. 5 Tips for Lead Nurturing to Grow Your Sales Funnel. by Lori Richardson on February 22, 2012. As a seller you are working hard to create a full pipeline (funnel) and now that you have all of these companies and some actual sales opportunities on your radar, how will you bring them to closure?

Top of Funnel 284

Top of Funnel Lead Rank Lead Scoring Lead Nurturing 284

The Sales Hunter

FEBRUARY 27, 2012

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

MTD Sales Training

FEBRUARY 27, 2012

I just got this in from my friend and super salesman, John Landrine in the US, about an experience he had this past weekend. I had to share it with you and I have a couple of questions for you after you read this short story and example of customer service at its finest! Excellent Service = More Sales. “Sean, I just had to tell you about what happened in a restaurant this weekend.

Customer 297

Customer Customer Service Examples Positioning 297

The Sales Heretic

FEBRUARY 28, 2012

While I enjoy all my aikido classes, I particularly enjoy the classes involving weapons training. Not because I seriously expect to be involved in a sword fight any time soon (although you never know), but because training with weapons teaches you lessons about aikido, your body, and life in ways nothing else can. A quick note [.].

Training 289

Training Sales 289

Sales 2.0

FEBRUARY 19, 2012

Just been listening to Daniel Pink’s book Drive. Drive is about what motivates us. One of the key motivators Pink talks about is the pursuit of mastery. Of course that made me think about mastery in sales. Pink describes research about how people view intelligence. The research found that people fall into two groups: one group thinks of intelligence as something that can be improved and developed much like a muscle.

Lead Rank 259

Lead Rank Lead Scoring Sports Travel 259

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Sales Management

Bernadette McClelland

FEBRUARY 9, 2012

'Thought Leadership is the Key to Sales Success. As a member of the Thought Leaders Global community, understanding how to challenge my thinking and create my own intellectual property provides enormous value in strengthening my level of certainty. Also being fortunate enough to coach at an extremely elite level means I cause enough tension in my clients thinking to move them from uncertainty to certainty impacting their results.

B2B 247

B2B Coaching Sales Industry 247

Jeffrey Gitomer

FEBRUARY 14, 2012

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 5.5 Elements To Think About When Presenting. Gitomer | February 14, 2012 | Leave a Comment. Tweet Share Your ability to present a compelling, believable, enthusiastic, value-driven message is the difference between yes and no, understanding and confusion, acceptance or rejection, and even approval or denial.

Hiring 255

Hiring Social Media Loyalty Referrals 255

Understanding the Sales Force

FEBRUARY 14, 2012

Understanding the Sales Force by Dave Kurlan [scroll down if you want to skip the introduction to this article]. Once upon a time, when I was much younger, I was a professional musician. I started out by taking weekly, private piano lessons for 3 years and then trumpet lessons for 9 years. In Junior High School I had my own band and by the time I reached high school I was playing in two concert bands, 2 orchestras, a jazz band and my own gigging band.

Hiring 252

Hiring Lead Rank Groups Objections 252

MTD Sales Training

FEBRUARY 17, 2012

Be honest; have you ever walked into a sales interaction or had a prospect come in the door and immediately say to yourself, “OMG! This is a losing situation?”. No matter how hard we try, often it is difficult NOT to make predetermined, and usually unfounded judgments about people based on first appearances. It is also likely that you have been the recipient of such prejudgement yourself.

Top of Funnel 295

Top of Funnel System Referrals Funnel 295

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The Pipeline

FEBRUARY 24, 2012

Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Sales Hunter

FEBRUARY 2, 2012

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

Sales Leadership 240

Sales Leadership Motivation Training Hiring 240

Bernadette McClelland

FEBRUARY 1, 2012

'Calibrate Clients. Calibration involves measuring the relation between the output and the value of the input. Coming from the printing industry, the need to calibrate the hardware and software was crucial for quality results. The same is with our customers. We need to always ensure that the communication, information and relationship is calibrated so that we are all aligned.

Face-to-face 223

Face-to-face Influencer Software Software 223

No More Cold Calling

FEBRUARY 2, 2012

Real-world sales may start online, but the real connection and success happens offline, in the real world. Join me. In our technology-obsessed world, we regularly hear new words and phrases—ones that someone made up and then created the definition. Words that are overused and mostly unexplained. Here are a few, just for starters: Gamification, Web 3.0, Sales 2.0, Finger in the Wind, Facipulate, Wallet Share, Weighing the Pig, The Buyer’s Journey, Word-of-Mouse (give me a break…).

Airlines 228

Airlines Face-to-face Twitter Facebook 228

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

FEBRUARY 15, 2012

Understanding the Sales Force by Dave Kurlan It's rare when a company isn't using something for CRM, even if it's an old version of ACT. In most companies, it's not whether they are using CRM, it's which CRM they have chosen to use and whether the CRM has actually been adopted. The CRM application of choice is completely useless to management unless the entire sales force is using it as intended.

CRM 235

CRM LandSlide Margin Cold Calling 235

MTD Sales Training

FEBRUARY 20, 2012

Let’s face it, you are human and you will make mistakes. Also, your company and other people you work with have flaws and are prone to err once in a while as well. So what do you do when you or your company screws up , costing the customer time, money, headaches or worse? #1. Acknowledge and Inform as Soon as Possible. The very instant you know that something is amiss; you have to inform the client.

Face-to-face 291

Face-to-face Loyalty Up-Sell Account 291

The Pipeline

FEBRUARY 8, 2012

Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

Sales and Marketing Management

FEBRUARY 19, 2012

There’s been a lot of talk about “1 Percenters” in political circles. In business, the focus is on the “10 Percenters” after a study by European academics Heike Bruch and Sumantra Ghoshal revealed that only about 10 percent of managers take “decisive purposeful action” when necessary. The remainder were busy, but not very effective: 40 percent were energetic but unfocused; 30 percent had low energy, little focus and tended to procrastinate; and 10 percen

Energy 220

Energy Study 220

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

Sales 2.0

FEBRUARY 11, 2012

What’s your biggest competitor? If you’re in IT sales is it IBM. Apple, Google, Wipro, some dudes in Bulgaria? Probably not. You’re biggest competitor is Status Quo Inc. Boy those guys are tough to beat! The thing is a lot of the time our prospect will choose the status quo, aka do nothing vs. any super-cool company out there, including ours. You thought you had this opportunity rolling.

Prospecting 199

Prospecting Call-back Analytics Google 199

The Sales Hunter

FEBRUARY 16, 2012

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

Networking 222

Networking Motivation Hiring Negotiation 222

Understanding the Sales Force

FEBRUARY 9, 2012

Understanding the Sales Force by Dave Kurlan Today I was asked how many sales candidate assessments are required in order to hire one salesperson. Great question. Let's make an assumption that your postings on various job sites draw 200 resumes and 34% of those candidates take the assessment. So you have 68 assessments completed and of those, somewhere between 25% and 50% of those candidates are recommended, giving us a pool of 17-34 candidates.

Hiring 227

Hiring Compensation Travel Course 227

MTD Sales Training

FEBRUARY 6, 2012

Recent statistics released by the LinkedIn Ads group showed that nearly 50% of LinkedIn members are in a key decision maker role such as Manager, Director, Owner, Chief Officer or Vice President – once again proving that LinkedIn really is the biggest and best decision maker search engine in the world! So how can you delve into this network of key decision makers and engage with them on a one-to-one level?

Decision Maker 291

Decision Maker Groups Networking LinkedIn 291

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 Pipeline

FEBRUARY 15, 2012

Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Sales Heretic

FEBRUARY 9, 2012

Not every sales presentation ends in a sale. But that doesn’t mean all is lost. Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eleven-minute segment, you’ll discover five specific actions you can take to boost your chances of making the sale. To listen, just click on the link below. Or to [.].

Strategy 211

Strategy Segment Sales 211

Sales and Marketing Management

FEBRUARY 12, 2012

Landing big, new contracts is cause for celebration at most companies. The smart ones, however, get busy understanding the reasons behind their success instead of getting giddy over it, says Rick Reynolds.

Marketing 209

Marketing Sales Company 209