Steven Rosen
JANUARY 19, 2017
Success Starts with Mastering Focus. Are you determined to make 2017 the year you will have breakthrough results? In my previous video, I talked about FOCUS being the key factor for success. I don’t care if you are the CEO, an executive, manager or sales rep, you are inundated with back to back meetings, phone calls, and voice messages, literally hundreds of emails, and numerous texts.
SBI Growth
JANUARY 2, 2017
Today’s show is a demonstration on how a Chief Strategy Officer can help a sales team. A common challenge among sales leaders is taking strategic imperatives the CEO has laid out in the strategy and translating that into an operating.
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Bernadette McClelland
JANUARY 15, 2017
On a recent trip to Pennsylvania, PA, I ticked off a bucket list item and stayed on an Amish dairy farm.The learnings were incredible. How a community still maintains ‘the old ways of doing things’, yet adapts enough to be part of the greater community, especially from an economical perspective, was such an eye opener. Of course, those who refuse to adapt even slightly, are still very much alive and well, just diminishing in numbers.
Understanding the Sales Force
JANUARY 3, 2017
We attended the organizational kick-off meeting for the team with whom our 14-year old son will be playing travel baseball this year. The organization is run by former MLB pitcher Brian Rose and one of the memorable things he said at this meeting was, "There will always be someone working harder than you." He said, "If you take a day off, someone else will be still be working" and, "If you want to be the best you have to work harder than everyone else.
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No More Cold Calling
JANUARY 5, 2017
Can one call generate leads better than ten? You already know my point of view on cold calling. No salesperson should ever have to cold call to generate sales leads. It’s an ineffective prospecting strategy and a nuisance to buyers, most of whom ignore cold calls. For account-based sellers , it’s not only a waste of time. It’s a waste of perfectly good relationships.
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Steven Rosen
JANUARY 24, 2017
January is a crazy month, with national sales meetings, new comp plans, new marketing programs and the annual performance review process. The rest you had over the holidays is long forgotten. You are very busy. What if there was one thing that you could do now that would help your salespeople succeed this year? The good news is that you don’t have to drop anything.
SBI Growth
JANUARY 5, 2017
Today’s topic demonstrates how to get sales improvement programs adopted in a matrix organization. To help illustrate today’s topic we will think through sales enablement within a matrix organization using Frontier Communications as a use case. As a guide for.
Bernadette McClelland
JANUARY 2, 2017
Each one of us has the opportunity to make a positive impact on someone else’s life. How cool is that thought? Because deep down inside the majority of us love to help – we get a kick out of knowing someone else can do a better job, feel better about their possibilities, their abilities, their results, and themselves – even if it just a 5 minute window we both looked through together.
Understanding the Sales Force
JANUARY 5, 2017
To start the year off I posted My Top 10 Tips to Help you Sell More and Get More Done Than Anyone Else. I received so many thank you notes and emails expressing appreciation for that post that I decided to share 10 more tips for those who have the capacity to become even more efficient.
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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
JANUARY 5, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . No one says telephone prospecting is easy, which is why I am always puzzled as to why many sales people make it even more difficult than it already is. Many don’t set out to sabotage themselves, some are not even aware they are doing it, and many are just sadly following the advice of pundits who talk about but don’t actually telephone prospect.
Sales and Marketing Management
JANUARY 22, 2017
Issue Date: 2017-01-23. Author: Mikita Mikado. Teaser: More than two-thirds of B2B buyers report that the content of a vendor's sales proposal has a significant impact on their buying decision. Here are five key traits of a winning sales proposal. More than two-thirds of B2B buyers report that the content of a vendor's sales proposal has a significant impact on their buying decision.
Steven Rosen
JANUARY 16, 2017
17 Inspirational Quotes on The Power of Setting and Achieving Goals. New Year resolutions are nothing more than rhetoric. Despite the initial eagerness you may feel for the goals you have set, that enthusiasm tends to wane over time, often leaving you right back to where you started. In fact, studies indicate that only 8-12 percent of people fulfill their goal setting resolutions.
SBI Growth
JANUARY 4, 2017
Today’s article is a demonstration on how to determine which markets to compete in and which markets to avoid. As a guide, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Markets phase on pages.
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Bernadette McClelland
JANUARY 19, 2017
I’ve grappled with some people’s styles over the years and people have probably grappled with mine as well. It’s human nature. Outside of the fact that we have many profiling tools, there are some behaviours that many of us notice – either online or in person – where we wonder if there is something wrong with the way we see people, if there might be something amiss with ourselves, or if there really is justification in the names we mutter under our breath about the way some people show up.
Understanding the Sales Force
JANUARY 17, 2017
One of the things I hear an awful lot is, "Dave, how do you write so many articles?". 1,600 articles in 10 years equates to an average of about 3 articles each of the 48 weeks that I work. The secret behind that kind of prolific writing can actually help you too - to find and close more business , sell more consultatively , qualify more thoroughly , and earn more money.
The Pipeline
JANUARY 30, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . How you ask a question will make a big difference in how it is answered, and the impact that has on your ability to move the process forward, get stuck, or even lose deals. There are some basic communication rules and practices, that when leveraged right can make a big difference. Sales people often squander the opportunity to take the conversation in a specific direction.
Sales and Marketing Management
JANUARY 3, 2017
Issue Date: 2017-01-01. Author: Paul Nolan. Teaser: Mike Derezin, vice president of sales for LinkedIn Sales Solutions, says in an era in which social sellers realize 66 percent greater quota attainment than those using traditional prospecting techniques (a Sales Benchmark Index statistic), if you’re sales team doesn’t adopt social selling strategies, it may not be selling for long.
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.
No More Cold Calling
JANUARY 19, 2017
Don’t expect sales leads to pour in without it! I stared at the download form, trying to decide if it was worth it. A colleague had recommended I read this whitepaper, and the content certainly sounded interesting. But as usual, the free download came at a cost: my contact information. I could picture the sales rep on the receiving end of that lead generation form, already ramping up to barrage me with emails and stupid cold calling scripts.
SBI Growth
JANUARY 22, 2017
Stop Launching Products with One Arm Tied Behind Your Back.
Bernadette McClelland
JANUARY 3, 2017
My friend and storytelling expert, Yamini Naidu, relates a task she was asked to do by her teacher whilst at school. The task was to write a story that made sense using only ten words, and each word could only be made up of two letters. They struggled, then the teacher went to the board and wrote the following: The story read, ‘if it is to be it is up to me’.
Understanding the Sales Force
JANUARY 25, 2017
Image Copyright 123RF. Day after day and call after call, I hear the frustration from sales managers and sales leaders who have at least one thing in common. They know that their salespeople could and should be doing better. For almost ten years and regardless of how the US economy has performed, reports continue to show that only 50-60% of reps are hitting quota.
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!
The Pipeline
JANUARY 2, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . Every year I jot down different ideas, always with the goal of fleshing them out and building decent post. For a myriad of reasons, sometimes these ideas don’t get developed, but unlike previous years, I am resolved not to let them evaporate with time. As a result what follows are ideas I think people in sales should be thinking about, but rather than waiting to polish them up, I am putting them out their in their raw state, and set them free to
The Sales Hunter
JANUARY 3, 2017
It’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […].
The Sales Heretic
JANUARY 3, 2017
It seems like every other week I read an article bemoaning the ever-declining length of the human attention span, which apparently is down to 4½ seconds. (Which means you’re no longer even reading this.) Here’s the thing though: I’ve never been able to find a legitimate study that scientifically documents this supposed decline. And in [.].
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.
Bernadette McClelland
JANUARY 16, 2017
Every so often each of us might see or hear or notice someone literally ‘trying too hard’ to sound too cool for school, look a certain part and not measuring up, or seeming to be that square peg trying ever so hard to fit in the round hole. A Five Seconds of Summer sing, ‘I pierced my lip so she thinks I’m cool. I ripped my jeans and dropped out of school.
Sales and Marketing Management
JANUARY 15, 2017
Issue Date: 2017-01-16. Author: Mike Scher. Teaser: Getting reps to consistently reach, or better yet, exceed quota requires sales managers to own the shortcomings of their teams and help them improve. Here are 3 behaviors sales managers must abolish in order to lead a successful team. Getting reps to consistently reach, or better yet, exceed quota requires sales managers to own the shortcomings of their teams and help them improve.
Score More Sales
JANUARY 4, 2017
Improving sales efficiencies and effectiveness is a top, recurring issue as researched by organizations like CEB and the AA-ISP. I participated in two podcasts about this recently with CEB you can listen to here. In this new year, how will YOU lead a team to better productivity? If you just lead yourself, and not a team, how will you have your most productive sales year ever?
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