Bernadette McClelland
JANUARY 4, 2015
'2015 Sales Jumpstart Series: Building a Bridge towards Revenue Growth So the New Year begins, sales kick-offs are underway, everyone is refreshed and ready for a full year ahead. Ground plans have been sorted, territories allocated, budgets have been set. […].
The Pipeline
JANUARY 19, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . When you initially approach an unsuspecting prospect, how you present what you sell will go a long way in determining the outcome. Yet when you ask sales people to tell you what they sell, a large majority and their managers get it wrong. They will usually tell me things like: I sell hardware – software – any kindaware.
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No More Cold Calling
JANUARY 20, 2015
'LinkedIn’s Koka Sexton shares four no-sweat solutions for increasing sales productivity. You’ve got your head down, drafting a proposal or implementing a complex solution with a client. You’re firing on all cylinders, while still trying to make time for sleep and maybe even a little exercise. Business is booming, and the adrenaline is coursing through your veins.
Understanding the Sales Force
JANUARY 9, 2015
'Copyright: 123RF Stock Photo. Another game changer? After so many in the last 5 years? It''s coming - no doubt about it. I''ll give you the background and tell you why this incredible tool will be the one to super charge your sales.
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.
Sales and Marketing Management
JANUARY 4, 2015
'Issue Date: 2015-01-05. Author: Ron Shapiro. Teaser: Even in strong sales environments, sales reps are quick to accommodate longtime customers' demands to cut pricing in order to keep their business. The better course - and one that is achievable in most instances - is to focus on maintaining the relationship while not compromising pricing integrity.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Bernadette McClelland
JANUARY 4, 2015
'Bernadette McClelland 2015 Expansion of Services Announcement It is an honour, a privilege and pleasure to announce the launch of not just a new website, but a very strong, clear and commercial message. Bridging leadership with revenue potential can now […].
The Pipeline
JANUARY 15, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . There are two trends unfolding of in sales which to date have accidentally intersected, which should be proactively encouraged and facilitated by B2B sales organizations. The first not so new, but gaining and likely to continue to gain momentum in the coming years, is the migration by many to inside sales teams, especially types of sales that only a few years ago may not have been seen as feasible for a number of reasons.
No More Cold Calling
JANUARY 15, 2015
'Guest blogger Andy Paul shares success secrets for every step of your prospects’ buying process. “How you sell is more important than what you sell.” “ How is not about style, but is about substance: how you follow up sales leads, how you ask the questions that define the customer’s requirements, how responsive you are to customer requests, how quickly and completely you provide information and answers to your prospects.” These are a couple of my favorite quotes fr
The Sales Heretic
JANUARY 21, 2015
'You’ve heard before that all buying is emotional. Whether you sell to businesses, governments or consumers, your buyers go through a variety of emotional states during the sales process. And while those emotional states at the start of the process can sometimes be positive (hopeful, excited), very often they’re negative. When a buyer begins their [.].
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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.
Sales and Marketing Management
JANUARY 25, 2015
'Issue Date: 2015-01-26. Author: Travis Patterson. Teaser: Despite the vast amount of technology innovation that has occurred in the past two decades, sales teams have changed little about the way they use spreadsheets. To move today’s sales and revenue forecasting from spreadsheets to a data-driven, prescriptive objective,we need to apply data science to revenue data.
Steven Rosen
JANUARY 22, 2015
'Slammed: For the First Time Sales Manager. I wanted to share a new eBook “ SLAMMED!! For first time sales managers ” by my friend and sales management guru Ken Thoreson. This is his 4 fourth in a series of books written under the banner “Your Sales Management Guru’s Guide To:”. I know that sales managers can use all the help they can get. With a lack of on boarding and training for new sales managers it is sink or swim.
Bernadette McClelland
JANUARY 29, 2015
'Our ultimate outcome is to make change happen. Not just to move product and make our numbers, but something bigger. Henry Ford said it the best -‘ A business that makes nothing but money is a poor business’ And we […]. The post The #1 Way A Salesperson Will Create Value appeared first on Bernadette McClelland.
The Pipeline
JANUARY 5, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Tis the season of resolutions and unkept commitments, and sadly the only thing we truly improve is our ability to rationalize failures as we abandon our best laid plans. Let’s be clear the intentions are good and sincere, but what is lacking is execution, and this can be traced back to two key factors.
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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.
No More Cold Calling
JANUARY 22, 2015
'Women do things a little differently than men. And that’s a good thing in sales. Men still outnumber women in the upper echelons of sales. But that’s changing quickly. Success in sales is about building and nurturing relationships. And women are natural networkers and conversationalists! Sometimes we’re hesitant to ask for help, but at the same time, we recognize the importance of finding (and being) mentors.
MTD Sales Training
JANUARY 6, 2015
'When in conversation with your customer or prospect, there are many things said that are important but maybe overlooked. This happens in every conversation we have, because the normal flow of. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
JANUARY 26, 2015
'Most salespeople don''t pay too much attention to this. Even though we perform a pipeline analysis and restage the pipeline with every individual sales evaluation and comprehensive sales force evaluation we conduct, we typically discuss this exclusively at the executive level. So imagine my surprise when a salesperson sent along his lessons learned from a session on closing deals and included this.
Jeffrey Gitomer
JANUARY 5, 2015
'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.
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Bernadette McClelland
JANUARY 13, 2015
'2015 Sales Jumpstart Series: Switching Gears in 3 Simple Steps You don’t have to be blind Freddy to notice that the sales landscape is changing at an accelerated pace and has no intention of slowing down. * Has anyone figured […]. The post 2015 Sales Jumpstart Series: Switching Gears in 3 Simple Steps appeared first on Bernadette McClelland.
The Pipeline
JANUARY 26, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Not only is standing up healthy, especially for a profession that spends a lot of time on its ass, but there are some specific ways why selling on your feet will help you sell better. While Prospecting – Most people will prospect sitting behind a desk, some although less and less, will have the phone in one hand, and a pen in the other, or one hand on the keyboard.
No More Cold Calling
JANUARY 27, 2015
'If you’re sending mass emails to prospects you don’t know, don’t be surprised when you get deleted. Every day more than 20 unsolicited emails come into my Inbox. Most ask me to buy lists of Salesforce, Oracle, or Sage users. Then there’s the real junk—offers for burial insurance, introductions to Russian beauties, discounts on Viagra, and other nonsense.
The Sales Heretic
JANUARY 13, 2015
'Want to make more sales this year? Then you need more prospects! But where are they?? Listen to my appearance on Breakthrough Radio with Michele Price. In this 7½-minute segment, I share five places to find quality prospects. Devote your time and energy to one or more of these five options and you’ll have a [.].
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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.
Understanding the Sales Force
JANUARY 16, 2015
'I love finding cool new apps for my iPad and I''m always looking for the next great weather app. I recently downloaded eWeather HD and as I poked around, I found something I had never seen before and it has a huge tie-in to sales management, the pipeline, and accurate forecasts!
Sales and Marketing Management
JANUARY 9, 2015
'Issue Date: 2015-01-09. Author: Phani Nagarjuna. Teaser: Early Big Data strategies and tools have focused on collecting as much data as possible, and shaking it all up in hopes that something useful would fall out. In that sense, the term "Big Data" is perhaps less useful than would be the term "right data." Early Big Data strategies and tools have focused on collecting as much data as possible, and shaking it all up in hopes that something useful would fall out.
Bernadette McClelland
JANUARY 29, 2015
'Landing in a new country with no job prospects and only $200 and a suitcase, led me to answer an ad in the local newspaper. WANTED: Door to Door Salespeople, selling stationery sets for Multiple Sclerosis, so I decided to […]. The post Listen Up! A Surefire Way To Stop a Stall or Objection appeared first on Bernadette McClelland.
The Pipeline
JANUARY 22, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Why? While this long entrenched ritual has some utility, it more often than not ends up being a painful and torturous waste of time. Reps are rarely truly prepared and while this is not excusable, it is usually because they feel that regularly these are a CYA exercise their managers go through. Numerous times I have seen mangers schedule their pipeline reviews just in advance of their review with their higher ups in the hierarchy, not much in t
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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.
No More Cold Calling
JANUARY 8, 2015
'Don’t let technology wreck your sales pipeline. The dinner table debate between me (a Boomer) and my son-in-law (a Gen Xer) went like this… Boomer: It’s amazing how companies develop products that people didn’t know they needed. Fitbit is just the latest gadget that’s suddenly become trendy, and even a fashion statement. They come in different patterns and have online communities where people compare notes and challenge each other.
Steven Rosen
JANUARY 11, 2015
'Happy New Year. To start the year I thought I would share one of my favourite Sales Management Tips. Whether you are a new or tenured sales managers it is critical that you manage your own motivation. Welcome to management. As a rep you lived in a highly supportive environment. In management the environment is less supportive and filled with stress.
Understanding the Sales Force
JANUARY 28, 2015
'As most of you know, were absolutely clobbered by yesterday''s Blizzard of 2015 which gifted us with 34 inches of snow and even higher drifts. Wishing to be prepared, I went to Staples the day before the storm and purchased every last one of the small devices that recharge phones and tablets. That evening, I made sure that each was fully charged so that if we lost power, three of us could recharge our 7 combined devices and remain connected and productive.
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