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.

Telemarketing 292

Telemarketing Lead Rank Margin Retail 292

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.

Call-back 332

Call-back Exercises Energy Facebook 332

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.

Strategy 297

Strategy Sales Sales Operations 297

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.

Closing 224

Closing Sales 224

Advertisement

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.

Trends

Sales and Marketing Management

JANUARY 8, 2017

Issue Date: 2017-01-09. Author: Mike Kunkle, senior director of sales readiness consulting, Brainshark, Inc. Teaser: To disrupt the status quo and solve difficult and complex sales problems, you can’t look for a silver bullet or place your hopes in a single solution. The real answer comes from fostering organizational change through people, systems, process, methodology and technology.

System 221

System How To Sales Enablement Training 221

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.

Scale 263

Scale Journal Decision Maker Fashion 263

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.

Coaching 313

Coaching Follow-up Sales Coaching Positioning 313

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.

Sales Enablement 292

Sales Enablement Sales How To Enterprise 292

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.

Travel 267

Travel Meeting Company Sales 267

Advertisement

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.

Sales Management

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.

Lead Generation 206

Lead Generation Lead Scoring Lead Rank Sales Qualified Lead 206

The Sales Heretic

JANUARY 24, 2017

In my last post, I wrote about the fact that—contrary to a popular business cliché—customers are often wrong. In those situations, it’s up to us to correct them, so they don’t make a mistake, or at least prevent them from making the same mistake again. How we correct people though, is critical. It’s imperative to [.].

Customer 195

Customer Prospecting Sales 195

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.

Skype 290

Skype Sales Leadership Intent Groups 290

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.

Compensation 289

Compensation Energy Education Study 289

Advertisement

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.

SalesForce

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.

Workbooks 289

Workbooks Marketing Segment How To 289

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.

Coaching 213

Coaching Quota Report Sales Management 213

No More Cold Calling

JANUARY 26, 2017

There’s nothing like getting the gang together in person. A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. But the prospect had only given him four days’ notice. My colleague thought it was rather presumptuous of them to ask him to drop everything and hop on a plane.

Face-to-face 188

Face-to-face Prospecting Decision Maker Conference 188

The Sales Heretic

JANUARY 31, 2017

Negotiation is an essential element of most sales efforts. Yet too many salespeople, professionals, and business owners lack the skills to negotiate successfully. If you’re not good at negotiating, it can cost you both sales and profits. Have you made any of these common negotiating mistakes lately? 1. Not being willing to walk away This [.].

Negotiation 191

Negotiation Sales Buyer Prospecting 191

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

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.

Groups 237

Groups Sales Leadership Follow-up Meeting 237

Sales and Marketing Management

JANUARY 10, 2017

Issue Date: 2017-01-11. Author: John Kelly, Chief Revenue Officer, InsideView. Teaser: The big benefit of account-based marketing for sales reps is having marketing support how they already sell and making them better at it. Here are four tips to help make your company’s move to ABM a fast success. The big benefit of account-based marketing for sales reps is having marketing support how they already sell and making them better at it.

Account Based Marketing 188

Account Based Marketing InsideView Account Marketing 188

SBI Growth

JANUARY 13, 2017

Your sales strategy sets direction with an operational plan to achieve revenue growth objectives. It also determines which sales programs you will invest in to accelerate sales efforts, and which programs you will forgo. Evaluate if your sales strategy is a problem, download.

Strategy 219

Strategy Objections Revenue Sales 219

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.

Sales 243

Sales 243

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

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.

Cold Calling 222

Cold Calling Account Decision Maker Referrals 222

The Pipeline

JANUARY 19, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . No, I am not questioning the message behind Nike’s well known slogan or mantra, nothing to do with Nike at all. I am talking to and about sales people who regularly fail to follow through on expectations they set for people they work with, but most importantly, prospects and customers. We have all familiar with old sales adage: “Under Promise – Over Deliver”, well it seems many sales people feel that only applies to some things, some actions, bu

Follow-up 180

Follow-up Maximizer Buyer Intent 180

Bernadette McClelland

JANUARY 18, 2017

Imagine you’d been given your own perfect audience and then handed a microphone. What would you do? Would you stare at it, wondering how it even worked? This device whose role is to increase the volume of the human voice – purely and simply? It’s not like the mask with the horn shaped mouthpiece that was invented to amplify sound in the ampi-theatres of Greece, nor the megaphone that followed, or even the ‘lovers device’ with two cups attached by a cord that some of us called walkie talki

Journal 230

Journal Follow-up Sales Leadership Call-back 230

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.

Proposal 218

Proposal Vendor Report B2B 218

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

SBI Growth

JANUARY 5, 2017

There is a common question among Chief Executive Officers. How do I stay relevant in a changing market? Many industries are experiencing significant shifts. Disruptive technologies take root, or markets are saturated. The reasons are many. As CEO, your task.

Competition 233

Competition Marketing Industry Segment 233

Understanding the Sales Force

JANUARY 9, 2017

Image Copyright: toonartist">123RF Stock Photo. Who knew that this would turn into a series? Part 1 and Part 2 were very popular and centered around productivity and technology, but not selling competencies. This post presents Part 3, which although having a different perspective on selling more and getting more done, but like the other two parts, stays away from selling-specific competencies.

Energy 181

Energy Sales 181

No More Cold Calling

JANUARY 12, 2017

Dr. Tony Alessandra explains why the best sales managers learn on the job. Did you study really hard in school? Some of us probably did more than others. But we all studied to take tests about facts and figures. We studied in high school to ace the SAT. We studied in college to get top grades. Studying was a discipline. Sometimes we learned, but the goal was to pass tests.

Sales Management 177

Sales Management Knowledge Base Study Cold Calling 177