Bernadette McClelland

NOVEMBER 26, 2014

'Lessons Mark Bouris and Julie Cross have gallantly taught me this week. They say when the student is ready then the teacher will come. Thursday morning, I was invited to a breakfast hosted by the City of Yarra and fortunate enough to meet Mark Bouris who was the speaker. Mark is the Chairman of Yellow Brick Road, a financial services company, founder of Wizard Home Loans that was sold to GE Money for $500million in 2004 and he was also the successful host of the Australian series of The Celebr

SME 366

SME Social Media Influencer Up-Sell 366

Jeffrey Gitomer

NOVEMBER 20, 2014

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Training 322

Training Sales Management Sales 322

MTD Sales Training

NOVEMBER 3, 2014

'When I managed a team of salespeople it was always interesting to hold meetings with them when their targets hadn’t been met. I often had to smile to myself when they were avoiding eye-contact, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Commission 314

Commission Meeting Sales 314

The Pipeline

NOVEMBER 10, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Several sources attribute the following statement to Gartner Group: “In a typical firm with 100-500 employees, an average of 7 people are involved in most buying decisions. Lesson: cold call multiple people in each account.” It does not take a firm like Gartner to come to the realization that more and more purchase decisions are going to consensus, and often the winner in a bake-off is not the best product, but the one most people in the buying

Decision Maker 310

Decision Maker Margin Cold Calling Account 310

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Trends

Sales and Marketing Management

NOVEMBER 3, 2014

'Issue Date: 2014-11-03. Author: Todd Lenhart, president, SNI. Teaser: In the midst of a pressure-packed fourth quarter, it can be easy to forget the little things that make a difference between closing a sale and walking away empty-handed. In the midst of a pressure-packed fourth quarter, it can be easy to forget the little things that make a difference between closing a sale and walking away empty-handed.

Closing 309

Closing Sales 309

Steven Rosen

NOVEMBER 4, 2014

'Join our webinar if you want to be ready to hit the ground running in 2015. Key Sales Management Actions To Prepare for A Stellar 2015. Wednesday, November 12th. At 2:00 PM – EST / 11:00 AM – PST. Click here to Register. It’s that time of year when 2015 planning is well underway. Making time to plan for 2015 while closing 2014 can be a challenge.

Sales Management 295

Sales Management Webinar Metrics Sales Coaching Coaching 295

No More Cold Calling

NOVEMBER 20, 2014

'Boomers can’t afford to let Gen Y have the social selling advantage. As a Boomer, I will never use technology like a Millennial. I didn’t grow up with a cell phone as an appendage. But I still manage to leverage technology (very successfully) in my sales process. ??There’s a common misconception that people born before 1980 are not good with technology and don’t excel on social platforms.

Social Media 286

Social Media Media Referrals Social Selling 286

MTD Sales Training

NOVEMBER 26, 2014

'Nowadays there is more pressure than ever before to meet or speak with as many prospects as you can and to optimize your time more effectively. I recently met with Mark Jones – Head of. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meeting 292

Meeting Webinar Metrics Closing Prospecting 292

The Pipeline

NOVEMBER 20, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca . We have all the expression above, but it really rings home in sales, especially for successful sales people. If you look at sales as being an educational process, that is you learning from the prospect, even while you are helping them learn how you can help them reach their objective, let’s focus on the latter, you helping the buyer learn about the potential value you can/may bring.

Chemicals 292

Chemicals Objections Buyer Retention 292

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Sales Management

Understanding the Sales Force

NOVEMBER 19, 2014

'Did you ever watch Peyton Manning, Tom Brady or Aaron Rogers have a bad day at Quarterback? Did you notice that the following day, everyone was saying that he sucked? While it''s possible that these three Quarterbacks could have a bad day, most of their bad days are less about them and more about whether or not their offensive lines gave them the time and protection they needed to find an open man and make a good pass.

Sales Forecasts 285

Sales Forecasts Forecasting Negotiation Sales Process 285

The Sales Hunter

NOVEMBER 25, 2014

' This week in the United States we celebrate Thanksgiving. A time to pause, reflect and to be thankful for all that we have. For many it’s a day to gather with extended family and friends, eat too much food, watch too much football and who knows what else. Let me share 10 reasons why […].

Selling Skills 275

Selling Skills Motivation Sales 275

The Sales Heretic

NOVEMBER 3, 2014

'Having been born and raised in the Bay Area, I’m a life-long San Francisco Giants fan. I remember my father taking us to games at Candlestick Park, where even in the middle of summer, cold winds would blow through the stadium and fans would huddle together for warmth. So as you might imagine, I’ve been [.].

Coaching 271

Coaching Training Sales Prospecting 271

No More Cold Calling

NOVEMBER 25, 2014

'Here’s what you might have missed from No More Cold Calling this month. Winter is right around the bend, and while the colder temperatures might be a welcome change of pace for some, cold calls are still the bane of every salesperson’s existence. End the year with a bang using the only prospecting strategy that converts prospects into clients more than 50 percent of the time.

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

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SalesForce

MTD Sales Training

NOVEMBER 11, 2014

'When I worked in sales a few years ago, we were always told to ‘walk in the customer’s shoes’ so that you could experience exactly what they were going through when they were conducting their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 284

Customer Exact How To Sales 284

The Pipeline

NOVEMBER 13, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Said the Cold Call To The Socialite. Recent headlines about AC/DC’s drummer brush with the law, got me thinking why would someone want to kill someone? Such a passionate act must be a result of some big or egregious cause, or at the very least a means of avoiding harm. Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Understanding the Sales Force

NOVEMBER 17, 2014

'Have you ever played golf? Did you ever play a hole where you drove it perfectly off the tee, hit a great shot from the fairway and still couldn’t get it on the green in regulation? Of course you did. Me too. Almost always.

Inbound 267

Inbound Closing Inside Sales Course 267

The Sales Hunter

NOVEMBER 11, 2014

' Not all prospects are prospects. Too many prospects are nothing more than suspects faking to be a prospect. Here are 5 ways to identify if who you’re talking to is a prospect worthy of your time. 1. Have they told you when they are going to make a decision? Nothing can waste more time […].

Prospecting 269

Prospecting Selling Skills Sales 269

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

Pointclear

NOVEMBER 11, 2014

'Lead generation today relies heavily on creating quality content aimed at addressing prospects’ pain points and questions as they go through their buyer’s journey. Fantastic! Now that you, Ms. Marketer, have created all this wonderful content, an important question looms … should you gate it? That is, should you require interested prospects to fill out a form before giving them the content, or should you make it freely available to everyone?

Lead Generation 262

Lead Generation Leads Marketing Qualified Lead Prospecting 262

No More Cold Calling

NOVEMBER 11, 2014

'What’s the one thing computers will never do better than salespeople? Computers do many things more effectively and efficiently than humans can, but outside of a few terrifying science-fiction movies, there’s still one thing they can’t do: think for themselves. Yes, I know a computer named Watson won the Jeopardy challenge in 2011. But thinking takes a lot more than memorizing and regurgitating facts.

Cold Calling 277

Cold Calling Small Business Small Business Enterprise 277

MTD Sales Training

NOVEMBER 13, 2014

'Today’s world is merciless if you don’t match your competitive offers and design quality. The business road is littered with companies who have failed in their attempts to launch or develop product. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Competition 274

Competition How To Company Sales 274

The Pipeline

NOVEMBER 8, 2014

'I have recently partnered with a great organization to deliver some of the core Renbor programs to individuals in a public setting. SkillSharp was developed for the purpose of delivering a wealth of knowledge to Canadians, committed to providing their clients with the best available skills to help them succeed and reach their full potential. They’ve enabled thousands of professionals to find their path and achieve significant milestones throughout all stages of their career.

Objections 292

Objections Retention Account Pipeline 292

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 and Marketing Management

NOVEMBER 21, 2014

'Issue Date: 2014-11-21. Author: Dan Hawtof, Parago Executive Vice President. Teaser: Most channel marketers have a dysfunctional relationship with layered incentives. They know that incenting sales-driving behaviors, such as training and product demo, can make a partner feel more personally invested in selling their products. At the same time, they fear what they see as the cumbersome process of providing incentives for anything but straight sales.

Incentives 261

Incentives Incentive Channels Up-Sell 261

Understanding the Sales Force

NOVEMBER 5, 2014

'Today I learned that an article I wrote back in November of 2013, Increase in Social Selling Yields No Increase in KPI''s , was named Top Sales Article of the Month for October 2014 by Top Sales World. While I''m always honored to win awards for my Blog, this time around I don''t really deserve it. The findings in my November 2013 article were correct based on what I knew in 2013, but based on what I know to be true today, it is no longer accurate.

Social Selling 256

Social Selling Revenue Inbound Face-to-face 256

Pointclear

NOVEMBER 4, 2014

'The leads are weak? You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The are weak! You’re weak!”.

Lead Qualification 258

Lead Qualification Leads Marketing Qualified Lead Sales 258

No More Cold Calling

NOVEMBER 13, 2014

'Guest blogger Tris Brown shares some surprising data about how much time sales leaders should spend actually leading. Not too long ago, new sales recruits were given a desk, a phone, a phonebook, an overview of benefits, and instructions for how to complete time sheets. Then they were told to get to it. The process hasn’t changed much over the years, but the tools sure have.

Report 274

Report Face-to-face Lead Rank Lead Scoring 274

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

MTD Sales Training

NOVEMBER 27, 2014

'It’s often considered that the ability to be able to persuade someone to make a decision is a key skill in a salesperson’s armoury. For many, it means that you can sell something that maybe the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 272

Customer How To Prospecting Sales 272

The Pipeline

NOVEMBER 3, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca . No one likes rejection, and I would argue few professions have to put up with as much rejection as sales people do. We face rejection throughout the sale, from the time we try to prospect and engage with a potential buyer, right to the end when they finally agree to deal with us. We face rejection from prospects we lose, and from those we actually win, in fact we win by overcoming rejection.

Face-to-face 288

Face-to-face Sports Objections Territories 288

Sales and Marketing Management

NOVEMBER 4, 2014

'Issue Date: 2014-11-01. Author: Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. Teaser: If you believe the hype around studies that say customers feel they are through 60 percent (or more) of the buying cycle before engaging a salesperson, you could be giving your salespeople the wrong content for the wrong conversation.

Buying Cycle 255

Buying Cycle Face-to-face Survey Sales Cycle 255