Bernadette McClelland

MARCH 18, 2013

'3 leadership lessons from my Nana. I have 45 first cousins on my Dad’s side of the family. My Dad is the middle child of 13 children. My nana was widowed when my Dad was only 7 (you can do the maths). Clearly she was a born leader. You can imagine 70 odd years ago the lack of resources this family would have had especially after my grandfather died without leaving a will, when hand me downs was the norm, barefoot was as common as daylight and sardines on toast or bread and dripping was a treat.

Fashion 358

Fashion Resources Lead Scoring Lead Rank 358

SBI Growth

MARCH 12, 2013

Your ears should perk up when you hear of a major Google algorithm update. Marketing leaders immediately want to know if they were affected. Understanding the implications and knowing the go live date is your team’s priority. The faster you uncover any surprising change to search traffic, the faster you can be reactive or proactive. Be optimistic that the changes will favor you.

Strategy 334

Strategy Marketing Google Buyer Persona 334

The Sales Heretic

MARCH 19, 2013

I was meandering through a store recently when I came upon a display for a new electric toothbrush. The biggest, boldest words on the signage and the packaging were “New Quadpacer Mode!” I thought to myself, “Finally! I’ve been waiting my whole life for someone to make a toothbrush with Quadpacer Mode! I love Quadpacer [.].

Benefit 329

Benefit Marketing Sales 329

The Pipeline

MARCH 1, 2013

By Tibor Shanto – tibor.shanto@sellbetter.ca. “A lot of times, people don’t know what they want until you show it to them.” ~ Steve Jobs, Business Week, May 12, 1998 ( thanks to Karri Flatla ). Some myths in sales need to be retired, at or near the top of the list is the commonly accepted notion that the customer is always right. If they were, we as sales professionals would have no value beyond that of an order taker.

Customer 312

Customer Lead Scoring Lead Rank Buyer 312

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Trends

Steven Rosen

MARCH 8, 2013

There are so many sales books written, which make it difficult to separate the engaging books from the dry academic ones. “ Selling Fearlessly: A Master Salesman’s Secrets For the One-Call-Close Salesperson” is an engaging book loaded with real-life selling stories. It. is written for all salespeople but specifically targets the one-call-close simple-sale salesperson.

Sage 302

Sage Face-to-face Up-Sell Coaching 302

Understanding the Sales Force

MARCH 11, 2013

Understanding the Sales Force by Dave Kurlan If you're anything like me, you get 300 emails a day and there simply isn't time to respond to it all during office hours. That is one of the reasons why working hours often begin in the wee hours of the morning and don't end until the late night television shows are over. Email does not replace phone conversations but it is a terrific tool for reaching many people with the same message.

Proposal 296

Proposal Groups Follow-up Objections 296

SBI Growth

MARCH 11, 2013

In B2B corporate environments, Social Selling gets a Sales Rep’s foot in the door. But the transition from a virtual conversation to a real opportunity is complex. During this transition, Reps are met with a wall of bureaucratic process and resistance. This article is for B2B Sales Reps who work in complex sales environments. I discuss how these Reps align themselves with the Buyer’s process to be successful.

Buyer 333

Buyer B2B Lead Scoring Lead Rank 333

No More Cold Calling

MARCH 14, 2013

Marketing guru Graham McGregor shares his biggest sales blunder—not staying in touch with his referral network. I’ve made plenty of mistakes in my sales career. Have you? Graham McGregor, my colleague in New Zealand, is a master at staying in touch. A cool marketing guy and prolific writer, he regularly sends me short e-books. He even sends notes and booklets the old-fashioned way—in the mail.

Referrals 288

Referrals Advertising Advertising Networking 288

The Pipeline

MARCH 13, 2013

By Tibor Shanto – tibor.shanto@sellbetter.ca. Sales people are constantly working at communicating value to their buyers, especially in the early stages of the cycle, lead gen to prospecting and engaging the buyer to where they could complete an effective Discovery process. After sellers have done all the work involved in getting to the point where they can engage with a buyer, I am always surprised at how easily they are willing to undermine it, and risk their opportunity by saying something

Lead Gen 310

Lead Gen Decision Maker Lead Scoring Lead Rank 310

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Sales Management

Steven Rosen

MARCH 25, 2013

For most B2B companies the largest promotional investment is the sales force, yet most companies fail to utilise this resource to its full potential. As corporations continue to struggle in these difficult economic times, sales executives will need to focus on reinforcing the foundation of their sales organizations in order to survive. What do we know?

Hiring 283

Hiring Coaching Face-to-face Promotion 283

MTD Sales Training

MARCH 29, 2013

Getting a prospect to agree to an order does not have to be tricky. If you listen to what the prospect is saying there should be no problem in getting them to close the order. The prospect will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 296

Prospecting Video Closing Buyer 296

Understanding the Sales Force

MARCH 6, 2013

Understanding the Sales Force by Dave Kurlan Each morning my son and I build a story from the playlist we hear on the radio. Consider today's playlist from Sirius/XM's 70's station: Lucy in the Sky with Diamonds. I Wish. Skyhigh. Disco Lady. Diamond Girl. No Sugar Tonight. Could it be I'm Falling in Love. So the story goes that Lucy was up there in the sky with her diamonds and I just wish she hadn't been blown sky high because she's a Disco Lady who just loves those diamonds.

Proposal 280

Proposal Margin Follow-up Up-Sell 280

SBI Growth

MARCH 30, 2013

As a Marketing Leader, you hear Pinterest in the news. The key question is should we be using Pinterest ? Will it work for complex product/service offerings with 6+ month buying cycles? The answer rests with the target audience of your Ideal Customer Profile. Will your potential buyer consume content on Pinterest? To help you make a decision, let’s break it down below.

B2B 332

B2B Ideal Customer Profile B2C Marketing 332

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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.

SalesForce

Sales and Marketing Management

MARCH 28, 2013

Issue Date: 2013-03-29. Author: Michael D. Krause. Teaser: A good lawyer knows the answers to every question before asking it. It may not be quite the same with salespeople, but there are some key questions to avoid. A good lawyer knows the answers to every question before asking it. It may not be quite the same with salespeople, but there are some key questions to avoid.

Prospecting 274

Prospecting 274

The Pipeline

MARCH 8, 2013

By Tibor Shanto – tibor.shanto@sellbetter.ca. When working with sales teams there are some specific things I look for to understand the makeup of the team and its members. These are things that indicate how open they are to learning, to change and to commit to the effort it takes to change THEIR reality. There generally different indicators based on their industry, tangible vs. none tangible, and the nature of the sale.

Face-to-face 300

Face-to-face Account Energy Groups 300

Steven Rosen

MARCH 26, 2013

Don’t Hire the Plug and Play. Welcome to Sales Management TV. My goal is to provide you with insights and pearls that you can easily use in your day to day work. I am Steven Rosen author of 52 Sales Management Tips and executive sales coach. This week’s tip is about hiring the right candidate. You have a vacant territory and you have narrowed your search down to two candidates.

Hiring 278

Hiring Sales Management eBook Territories 278

MTD Sales Training

MARCH 7, 2013

The way that sales professionals sell has gone through massive changes over the last few decades and the sales process has gone from a one way “push the benefits” monologue on the behalf. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 293

Buyer Benefit Sales Process Sales 293

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

Jeffrey Gitomer

MARCH 27, 2013

Tweet RSS readers may click here for the video. The post Closing the Sale | The Definitive Answers You Won’t Like appeared first on Jeffrey Gitomer’s Sales Blog.

Closing 277

Closing Video Sales Training 277

SBI Growth

MARCH 25, 2013

Lately, I’ve been asked by CEOs how their company compares with the competition. They want to know how they can win. Competitive differentiation often comes down to sales and marketing effectiveness. Marketers and sales reps who understand your buyers can help you win. How are you different compared with your competitors? There are a number of ways to better understand this.

Competition 328

Competition Top of Funnel How To Funnel 328

The Sales Heretic

MARCH 4, 2013

Recently, a friend of mine in Colorado posted a complaint on Facebook about a major retailer that was doing an online promotion. The promotion ended at midnight, but when she went to the web site to take advantage of it, shortly after 10 pm Mountain Time, she discovered that the retailer meant midnight Eastern Time. [.].

Retail 267

Retail Promotion Facebook Sales 267

The Pipeline

MARCH 20, 2013

by Tibor Shanto – tibor.shanto@sellbetter.ca. There is an ongoing debate as to whether training, specifically sales training, is effective and whether it truly delivers results over the long run. As you would expect there usually10 more opinions than there are participants at any given time, and as it is with most things in sales there is no absolute or right answer.

Quota 288

Quota Guarantee Conference Energy 288

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

Understanding the Sales Force

MARCH 13, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted an article that linked to two additional articles I wrote for EcSell Institute and Top Sales World. Speaking of Top Sales World, they just published a page showing all of the greats (I'm honored to be included) that have been inducted into their Sales & Marketing Hall of Fame in the past 3 years.

Coaching 264

Coaching Sales Management Decision Maker Competition 264

MTD Sales Training

MARCH 28, 2013

Our profession is full of myths and misconceptions. It has a plethora of ideas and techniques that have followed sales people down the ages, some of which have been built on shaky ground, others on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 286

Buyer Sales 286

Jeffrey Gitomer

MARCH 8, 2013

Tweet What are you doing to keep your salespeople? Here’s a list of 23.5 elements to build and grow a stellar sales team: 1. Structure a fair compensation package that is commission based The more they sell, the more they earn. People get into sales because it’s got the potential for great financial rewards. Create an attractive package. 2.

Incentive 255

Incentive Incentives Compensation Referrals 255

SBI Growth

MARCH 4, 2013

Plagued by Sales Rep turnover? Is it high compared to your competitors? If this is a trend, do you know why? This post is to help discover the root cause of Sales Rep turnover. It is for HR Business Partners working with Sales Leaders. Included is a tool that helps pinpoint your root cause of turnover. $25 Million a year! Is this a problem to resolve?

Hiring 326

Hiring Outsourcing Services Lead Nurturing Demand Generation Targets 326

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

The Sales Heretic

MARCH 12, 2013

You made the sale! Congratulations! But are you leaving money on the table? Could the order be bigger? Very possibly. Because there are a number of good reasons why your customer should buy more from you than they had originally planned. Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this [.].

Strategy 267

Strategy Customer Sales 267

The Pipeline

MARCH 4, 2013

By Tibor Shanto – tibor.shanto@sellbetter.ca. Probably the most important role in a sales organizations ability to ensure successful and consistent execution of their sales process is the front line sales manager. They are the ones that distill the central message down to the local team. They are the ones who ensure that the discipline and the measures that are required to succeed are implemented, adhered to and improved, both in day to day interactions with their team members, and in their de

Coaching 282

Coaching Account Examples Sales 282

Understanding the Sales Force

MARCH 14, 2013

Understanding the Sales Force by Dave Kurlan I just read the 13 Traits of An Outstanding Salesperson , an article that appeared on Inc.com. As usual, I had several thoughts about this so, in no particular order. Note that it isn't " The " 13 traits; it's simply 13 traits, implying that there are others; It's also not "The Top 13" traits; These are not in any way, shape or form, expert opinions; Charisma ?

Hiring 257

Hiring Motivation Webinar Metrics Opportunity 257