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Is your team tired of cold calling? Some people say it takes seven to 12 touches for sales reps to reach their prospects? Is that how you want your team spending their time? The #1 challenge sales reps face is getting to decision-makers quickly. Seven to 12 touches doesn’t cut it. But when sales organizations put referral programs in place, reps don’t need to jump through hoops to get meetings.
‘Every rose has its thorn Just like every night has its dawn Just like every cowboy sings his sad, sad song…’ The environment and profession of selling is a huge part of my life as anyone who knows me knows. […]. The post The Darker Side Of Selling appeared first on Bernadette McClelland.
We are supposedly exposed to over 5,000 marketing, advertising and other types of messages each day. Personally, I think it’s a lot more, especially when you think of how many emails we get! What. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Issue Date: 2015-11-07. Author: Dustin Grosse, Chief Operating Officer, Clearside. Teaser: A killer sales presentation plays a huge role in attracting customer attention, conveying the solution’s value proposition, and convincing them to buy. A PowerPoint and a winning smile is not enough. A killer sales presentation plays a huge role in attracting customer attention, conveying the solution’s value proposition, and convincing them to buy.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
An executive coach can help you to grow your career and your business by identifying your areas of strength and those where you could use a little more development or training. He or she will also help you to build on your strengths and apply them to becoming a true leader in your field. If you are an executive, up and coming manager or have your own business an effective coach can help you to make it even more successful – but it’s not all work and no play.
By Tibor Shanto – tibor.shanto@sellbetter.ca . Everyone knows that the prospect should be doing most of the talking during a sales call. Knowing it and doing it, well you know. That is one of the big challenges in sales, everyone knows what they have to do, but do they do it? So ya, active listening, always in style, ever the fashion, but it means so many things to many different sellers, but there is more to the whole thing.
By Tibor Shanto – tibor.shanto@sellbetter.ca . Everyone knows that the prospect should be doing most of the talking during a sales call. Knowing it and doing it, well you know. That is one of the big challenges in sales, everyone knows what they have to do, but do they do it? So ya, active listening, always in style, ever the fashion, but it means so many things to many different sellers, but there is more to the whole thing.
Modern salespeople need a regular digital detox. We know we should turn off all electronics at least one hour before going to bed if we want a good night’s sleep. We know we should put that darned phone away when we get home so we can spend time with our families, and that we should unplug when we go on vacation. We’ve heard these cautions for years.
Ask a sales leader what a key reason for their success is, and they’re bound to say that one of the things is having a sales process every member of the team is focused on executing. As critical as a sales process can be in building sales for your team, it can quietly work against […].
It’s coming up to that time of the year where we review what we’ve accomplished in 2015 and look ahead to 2016. To that end, I have created a special report that will help you and your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Issue Date: 2015-12-14. Author: Sean Gordon, CEO of Intelliverse. Teaser: Technology may be able to assist with lead generation, but it can’t replace human interaction or build relationships. Buyers still need to trust that salespeople have their back – no matter what. Technology may be able to assist with lead generation, but it can’t replace human interaction or build relationships.
Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader
Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.
Salespeople – It doesn’t worry me that your sales process is not perfect so long as you help me think differently, help me be better at what I do. Do that and you will be adding value to my role […]. The post Have you seen this? An open message from a buyer to a seller… appeared first on Bernadette McClelland.
By Tibor Shanto – tibor.shanto@sellbetter.ca . As a reader of this blog you have heard me say that whoever coined the phrase “sticks and stones may break my bones, but words will never hurt me” was not in sales. We all know that the wrong word at the wrong time can dramatically change the course of a sale or sales meeting, either for the better or….
Your company’s fortune is in the sales team’s follow-up. Ask a great comedian the secret to his success, and chances are, he’ll say “timing.” The same is true for a great salesperson. But like punch lines, referral marketing efforts fall short without the proper follow through. In sales, timing is a funny thing. We never know when people are ready to buy or how our words will resonate at just the right time.
It's a simple concept, really, but 74% of all salespeople aren't very good at getting most people to buy from them. Even though the concept is simple, it seems really complicated to the group that can't do it. Of course, most salespeople wouldn't agree that they can't do it, even when their win rates are below 50%. And in some tech businesses, salespeople seem to be happy with win rates under 20%.
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Recently, I had the privilege of attending a dynamic presentation evening with one of our prized clients. They continue to test us and our services, which is great as it means we learn with every. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Issue Date: 2015-12-18. Author: Brian Cleary, Chief Strategy Officer, bigtincan. Teaser: To stay competitive, sales organizations must reinvent their approach to sales team training by adjusting to meet the needs of the millennial and Z generations. While daunting, there are a couple of things that can help point organizations down the right path. To stay competitive, sales organizations must reinvent their approach to sales team training by adjusting to meet the needs of the millennial and Z ge
Too many times Management winds up getting in the way of Sales and winds up either damaging a customer relationship, or worse yet, damaging the sales force, making them less effective. Below are 10 things Management should be doing on a regular basis to improve both the sales team and volume. I’ll be discussing these in-depth during […].
By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are always looking for “the pain” or “pain point”. One reason I am told they are looking for the pain is that they can then offer up the cure along with an invoice, and have a happy client. Given that a relatively small part of the market will admit to pain, I am not sure this is the most prudent approach to starting a lasting relationship, but it is what it is.
Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com
Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.
Do you have what it takes to lead your sales team to success? What separates great sales leaders from mediocre ones? Here’s a hint: It’s not what they read, do, or say that makes the biggest difference. It’s who they are. . This is what I took away from Dr. Travis Bradberry’s fantastic Entrepreneur article, “ 12 Habits of Exceptional Leaders.”.
Dec. 10, 2015 – Star Solutions That Achieve Results Inc. (STAR Results) has launched its global 2016 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers.
Whenever salespeople start talking about their products to prospects, the inevitable question about ‘what makes you different?’ will always crop up. Prospects want to know that they are getting a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Issue Date: 2015-12-11. Author: Tim Riesterer, Erik Peterson, Conrad Smith and Cheryl Geoffrion. Teaser: There are three value conversation “moments of truth” in every buying cycle that you must excel at. Each has a corresponding set of unique concepts and techniques. But they are also integrated in a way that a salesperson must master in order to move seamlessly between them as the customer buying cycle dictates.
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!
I asked several of the smartest people I know what they consider their number one goal setting technique, and here is what they shared: John Spence www.JohnSpence.com @AwesomelySimple My number one goal setting technique is to make it public. When I set an important goal that I truly want to reach, I tell several of […].
By Tibor Shanto – tibor.shanto@sellbetter.ca . “I may make you feel but I can’t make you think” (Gerald Bostock IA). This post was originally prepared for a site catering to sales professionals that I occasionally contribute to. They were looking for pieces on predictions for big things in sales in 2016. I thought it would be a big thing if sales people started executing and selling, and having real forecasts rather than just predications.
If you are anything like me, there are certain times of year that cause or allow feelings or sensations from years ago to come pouring back. For me, it's the first day that smells like spring; the first snow of the winter; opening day of the baseball season; and burning leaves. Each of these brings me back to my childhood and specific days or occassions that I associate with these milestones.
#Firestarters – How I Begin My Day With Host Miles Austin. I was interviewed by technology expert Miles Austin using a new communication platform called Blab. Miles is an expert on tools and technology for sales people. As a means of introducing and helping other leaders become familiar with Blab, Miles created a series of interviews called #Firestarters.
How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
It’s that time of year where we look back and see what we’ve achieved this year and, at the same time, look forward to next year. We’ve brought you bi-weekly tips all year long and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Issue Date: 2015-12-02. Author: Josh MacDonald. Teaser: Instagram has rapidly become one of the best social media marketing channels for businesses that wish to launch their digital marketing campaigns and build an engaged audience around their brand. Here are some tips on making Instagram work for your company. Instagram has rapidly become one of the best social media marketing channels for businesses that wish to launch their digital marketing campaigns and build an engaged audience around the
Emailing the C-Suite is a GREAT idea, but you have to do it correctly if you want your email to have a chance of being read. Your email MUST be concise, and it must look right when read on a smart device. And obviously, it must be relevant to the person you are trying […].
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