Bernadette McClelland
FEBRUARY 1, 2015
'Competitive Edge Series: Winning It and Losing It Most of us at some stage in our lives have had a wake-up call. Whether it be a health scare, a financial crisis or the death of someone we loved, and whilst, […]. The post Competitive Edge Series: Winning It and Losing It appeared first on Bernadette McClelland.
The Sales Heretic
FEBRUARY 25, 2015
'Too many people in both sales and marketing get hung up on price because they believe that price is foremost in the mind of the buyer. Yet, study after study has found that price typically ranks dead last among the reasons people buy what they buy. (And where they buy it.) What do buyers value [.].
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Understanding the Sales Force
FEBRUARY 19, 2015
'Image Copyright: 123RF Stock Photo. Yesterday, I was listening to a radio promotion when they said, "Take a selfie with a standie and then, using your smartphone or tablet, upload it to Facebook, or tweet your image using hashtag [something I can''t remember].". Now, pretend it''s 1995, and reread the quotation. Twenty years ago, would you have recognized any of the words other than "take", "and", "then", "using", "your", "or" and "to?
The Pipeline
FEBRUARY 26, 2015
'The Pipeline Guest Post - Megan Totka. There are not many events that compare with the excitement that is the NCAA College Basketball Tournament. The Super Bowl, Kentucky Derby and World Series are all great spectacles. However, something about March Madness draws in a wider audience and sparks excitement of people of all ages around the country- 181 million viewers tune in throughout the NCAA tournament each year to cheer on their favorite teams.
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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.
Steven Rosen
FEBRUARY 9, 2015
'By Steven A. Rosen. January sales are in, how are you doing? Are you on track for a successful year? This is a difficult question to answer. How can you assess if you are on track? It is far to early to look your at sales. Go through the checklist below and see how many items you have completed to ensure that you are on track. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
FEBRUARY 8, 2015
'Issue Date: 2015-02-09. Author: Brian Cleary. Teaser: Mobile technology enhances the sales conversation at precisely the right moment and helps tackle two of the biggest problems for sales professionals – wasted time and lack of organization at work. Mobile technology enhances the sales conversation at precisely the right moment and helps tackle two of the biggest problems for sales professionals – wasted time and lack of organization at work.
The Sales Heretic
FEBRUARY 18, 2015
'Our thoughts determine our actions and our actions determine our results. If your results are not what you’d like them to be, odds are the root cause is one or more negative thoughts you’re harboring despite the fact they’re holding you back. In my work training and coaching salespeople, professionals and business owners, I’ve noticed [.].
Understanding the Sales Force
FEBRUARY 23, 2015
'Image Copyright: 123RF Stock Photo. I don''t know if this is an issue where you live, but lately where we live, grocery stores no longer sell yellow bananas! Their entire stock is green and those taste quite bitter. Is it the weather? Supply and demand? A new strategy? Do the stores pay less when they''re green? If you''ve been hiring, you may have noticed the exact same thing with salespeople!
The Pipeline
FEBRUARY 2, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Juliet: “What’s in a name? That which we call a rose. By any other name would smell as sweet.” That may have worked for old Willie Shakespeare and sweet Juliet, but in sales names, labels and definitions count. While we already live with a lot of mislabelling, like sales people calling suspects prospects, or when they tell you a prospect is in “information gathering” stage, because a voice on the phone asked them to send a bro
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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.
Steven Rosen
FEBRUARY 16, 2015
'Announcing The Inaugural Toronto Sales Performance Summit. Sales executives – have you attended conferences where there was a lot of hype but no substance? Most sales conferences are fun but light on ideas that can impact the performance of your organization. I have experienced this many times. Two of my fellow Toronto sales experts, guru and thought leaders have felt the same way.
No More Cold Calling
FEBRUARY 19, 2015
'This childhood game taught us an important lesson: You can’t listen and talk at the same time. Remember the tin-can phones we made as children? We had lots of fun constructing them with our friends, and then seeing how far apart we could get and still hear each other. Just in case you never did anything this low-tech, the premise is simple: You connect two cans with a long piece of string, stand far enough away from your partner to pull the string taut, and then take turns talking into the cans
Sales and Marketing Management
FEBRUARY 16, 2015
'Issue Date: 2015-02-16. Author: Herb Mitschele. Teaser: The shift to mobile sales tools isn’t a fad. Closing deals today requires technology that is nimble, responsive and relevant, with real-time analytics and personalization. The shift to mobile sales tools isn’t a fad. Closing deals today requires technology that is nimble, responsive and relevant, with real-time analytics and personalization.
MTD Sales Training
FEBRUARY 9, 2015
'Many salespeople believe that their customer base revolves around the concept of price. That is, price is the be-all and end-all of their decision-making process. Certainly, if they listen to what. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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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.
The Sales Heretic
FEBRUARY 2, 2015
'You’ve got a list of high-quality sales prospects. Great! Now what? How do you make the initial contact? What exactly do you say? How do you get them to call you back? Listen to my appearance on Breakthrough Radio with Michele Price. In this ten-minute segment, I share the secrets of making an effective approach. [.].
The Pipeline
FEBRUARY 19, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . While all for having a sales process or road map, there is plenty of room for choice, and there are some elements of sales success that are achievable via many paths. You have choice within a defined structure, the result is pretty much the same regardless how of the path taken. As a seller, your success will not be adversely impacted by the choice.
Understanding the Sales Force
FEBRUARY 5, 2015
'This morning I was coaching Mike, a very good salesperson, and it happened. It also happened to Chip and Jim and Jeremy. And in all four cases, it happened this week. There are a litany of things that salespeople could do better, and topping the list would normally be things like, consultative selling, having better conversations, selling value, closing, filling the pipeline, and following a sales process.
No More Cold Calling
FEBRUARY 5, 2015
'If Silicon Valley is any indication, gender discrimination is alive and well, even in “progressive” industries. Early in her career, [Heidi] Roizen [ operating partner at DFJ and a Stanford lecturer ] was working “on a company-defining deal”—involving, potentially, millions of dollars—with a major PC manufacturer. “The PC manufacturer’s senior vice president who had been instrumental in crafting the deal suggested he and I sign over dinner in San Francisco to celebrate,” Roizen has written.
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.
Sales and Marketing Management
FEBRUARY 1, 2015
'Issue Date: 2015-02-02. Author: Rick Pizzoli, CEO and founder of Sales Force Europe. Teaser: At some point, nearly every company contemplates growing sales outside of their home market. While the thought of setting up a foreign sales office has strong allure, it often carries an enormous cost and risk. When is the right time for an international expansion strategy, what product requirements improve the odds of success, and where should you begin?
MTD Sales Training
FEBRUARY 25, 2015
'Our brains are wonderful things, in that it always tries to find the best for us. We can justify every and any action we take simply by identifying some kind of gain for us or achievement we attain. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
FEBRUARY 20, 2015
' How do you view leadership? I get tired of too many people running around saying they’re leaders based on what they do on their job. They think because they’re in charge of “X” or “Y” they are a leader. Leadership is far more than an activity based on the position you hold. Leadership is […].
The Pipeline
FEBRUARY 23, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . I know, they told you cold calling is dead, but it’s not dead, it just smells funny, and those that tell you this, probably confuse Shinola with other matter. You Don’t Know Your Own Metrics – Many in sales fail to own and be accountable for specific aspects of their success, in the case of cold calling, it is their specific metrics.
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!
Understanding the Sales Force
FEBRUARY 25, 2015
'The one newsletter that I never fail to read each week, rain, 7 feet of snow, sub-zero temperatures, or shine, is Verne Harnish''s Weekly Insights ( subscribe here ). If you are not familiar with Verne (The Growth Guy), he wrote Mastering the Rockefeller Habits and his latest book, Scaling Up : How a Few Companies Make it and the Rest Don''t , is another must read best seller.
No More Cold Calling
FEBRUARY 12, 2015
'LiveHive and Top Sales World share insights and best practices from 10 sales thought leaders. We now operate in parallel universes—the one in which we live and breathe every day, and the virtual world online. There’s so much information to aggregate, assimilate, and contextualize in order to be relevant to our prospects and clients. Between mobile, social, and big data, the sheer volume of information we handle on a daily basis is more than human beings had to manage even a few years ago.
Score More Sales
FEBRUARY 11, 2015
'When you love being a sales rep, or a business development rep, or a regional account rep, or a national account rep, you know it. This Valentine’s Day week let’s talk about loving your career and why it is so important to you and others around you. First of all, you know that sales is admirable and regardless of the noise about how you should stop selling and start helping, or stop selling and start serving – you have been helping and serving for years.
MTD Sales Training
FEBRUARY 19, 2015
'Asking questions; probably THE single most important skill that you can possess as a sales professional. I’m sure you’ve attended courses in the past that cover questioning techniques and their use. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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.
The Sales Hunter
FEBRUARY 27, 2015
' Recently I was talking with a salesperson who had just been recognized by their company as being #1 salesperson for the past year. I’ve had the privilege to work with the company for several years developing and implementing their sales training program. Yes, you could say I have a vested interest in the results […].
The Pipeline
FEBRUARY 16, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Given that we are sitting in sub-zero temps in the north east, -25 C in Toronto, any call you’re going to make today is going to be a cold call. But if you’re a complete B2B sales professional, you’re probably making cold calls even if it is nice warm and sunny, cause that’s what pros do, not like those cheap plastic replicas that are afraid of picking up the phone and talking to a buyer.
Sales and Marketing Management
FEBRUARY 5, 2015
'Issue Date: 2015-01-01. Author: Staff. Teaser: The Incentive Research Foundation, a nonprofit organization that funds research and fosters education on all aspects of the incentive travel industry, has identified 10 trends that will help users understand what’s in store for the future. Changes include growth in international destinations, self-defining experiences, and new tools and strategies that include stronger partnerships and mobile tools.
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