Bernadette McClelland
MARCH 1, 2015
'“Baby I’ve been here before, I know this room and I’ve walked this floor” Hallelujah, Leonard Cohen The words that I rock out to when I feel that things aren’t going to plan – that help me get clear on […]. The post 3 Accidental Failings Of An Entrepreneur appeared first on Bernadette McClelland.
The Sales Heretic
MARCH 11, 2015
'Our words can either help or hinder our sales efforts. The right words can ease our buyer’s fears, stoke their excitement, and move them to action. The wrong words can annoy prospects, insult them, and even scare them off. Some of the most dangerous words, though, are words we’re not even aware we’re using. They’re [.].
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No More Cold Calling
MARCH 24, 2015
'Susan RoAne explains why in-person connections matter just as much as ever. Sometimes you get a few chapters into a business book and wonder why you are still bothering to turn the pages. Other times you feed voraciously on every word, paragraph, and chapter. Not only has the writer engaged you with stories and examples, but you know this person is a thought leader.
The Pipeline
MARCH 16, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . 24 hours is all any one of us get each day, how we choose to spend that time will determine our success. In the past I have written and spoken about the importance focusing on time allocation and utilisation, and not worrying about time management. One key element on my approach is to allocate time to all high-value activities.
Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester
Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!
Sales and Marketing Management
MARCH 26, 2015
'Issue Date: 2015-03-01. Author: Paul Nolan. Teaser: We keep hearing about how far today’s B2B buyer is through the decision-making process before engaging a supplier, but what does it all mean? It's certainly changing the role of sales, but it's not replacing it. We keep hearing about how far today’s B2B buyer is through the decision-making process before engaging a supplier, but what does it all mean?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Bernadette McClelland
MARCH 26, 2015
'My belief is that any of the thousands of influencers, changemakers and authoritarians sharing their own content and IP on social media, are doing so to help other people. It is in our DNA and we get a buzz from […]. The post He Reeled Me In…Hook, Line and Sinker! appeared first on Bernadette McClelland.
The Sales Heretic
MARCH 25, 2015
'Aikido is a Japanese martial art that focuses on redirecting an attacker’s energy and using it against them. Instead of meeting force with force (i.e. kicking and punching), the idea is to blend with the assailant’s movements to either throw them or pin them to the ground. Aikido makes use of momentum, balance and gravity, [.].
No More Cold Calling
MARCH 10, 2015
'How do you ensure the young women in your life get the equal opportunities they deserve? Gender equity is not just a girl thing. Women have important contributions to make and powerful perspectives to share. Smart leaders know that diversity of thinking fuels growth, and they claim it’s a priority. But the numbers reveal the truth : We still have a long way to go before we can talk about equality with a straight face.
The Pipeline
MARCH 26, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . There are times when you hit a wall in a given sale or opportunity, where you have some though choices to make: do you walk away, do you take a different approach with the buyer, or do you abandon the person you have been working with and go around or over them. As interesting as the choices that people make in these situations, what’s even more interesting and noteworthy from a learning standpoint, is why and how the make those choices.
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.
Sales and Marketing Management
MARCH 8, 2015
'Issue Date: 2015-03-09. Author: Eric Burns. Teaser: In the face of self-educated buyers, increasing quotas and lengthening sales cycles, it’s no surprise that organizations are looking for ways to better arm their reps. Increasingly, sales and marketing teams are turning to a new tool that can uniquely address some of the most pressing challenges of modern sales enablement — video.
Understanding the Sales Force
MARCH 30, 2015
'Image Copyright: / 123RF Stock Photo. On March 8, this article on the Hubspot Sales Blog reported that one million B2B sales jobs will be lost. Are you, or any of your salespeople at risk? The article talked about four archetypes of salespeople and the two types at greatest risk. While I agree that there won''t be a place for order takers, and those who sell consultatively will always have work, I see the shakeup a bit differently.
Bernadette McClelland
MARCH 11, 2015
'I read every word of Jill Konrath’s latest blog on her website Sell #LikeAGirl and I could feel the emotion taking over as I read it and re-read it. Every word she wrote echoed the same sentiment I felt from […]. The post Jill Konrath’s Sell #LikeAGirl post made my blood boil. appeared first on Bernadette McClelland.
MTD Sales Training
MARCH 12, 2015
'“It’s a numbers game. Keep churning the activity” says your Sales Manager. That’s easy for him to say, he’s not the one who is 50% of quota for this quarter and he’s not the one who has received more. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
No More Cold Calling
MARCH 19, 2015
'Create a fulfillment mindset for your prospects. Did you ever get fired because you lost a deal? I did. I’ve never shared this before…publicly. I was so close to nailing a million-dollar deal—something no one in my company had ever done. My company was one of 12 vendors under active consideration. And I pulled out all the stops. I was attentive to their needs and had multiple meetings with the entire team responsible for the decision.
The Pipeline
MARCH 2, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . I see a lot of sales organizations and individuals succeed despite what the experts tell them. Mostly because they know better than to follow the crowd, and are willing to try the unconventional. When told “you can’t do that!” They respond by asking “Why?” rather than “OK”, and moving on (usually to the sideline).
Sales and Marketing Management
MARCH 16, 2015
'Issue Date: 2015-03-16. Author: Tom Searcy. Teaser: Shifts in the business-to-business buying process have transformed selling as we know it. If you want to thrive in this new era of sales, it is now up to you as a sales manager to view territories, customers and products as if assessing a financial portfolio that you are responsible for investing.
Understanding the Sales Force
MARCH 18, 2015
'Next week I have a special treat for my readers. I will post an article that features my least read articles of all time - sounds very exciting, doesn''t it? While I was looking for the least read articles I consistently came across a whole bunch of my articles that were related to music. I found enough to create a another article series. By the way, do you know about my article series?
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Bernadette McClelland
MARCH 4, 2015
'I must admit I have been a little wary of the term ‘social selling’ mainly because I didn’t understand it, and like anything, if we don’t fully understand something, then we tend to be skeptical at best and cynical at […]. The post ‘Tie The Social Selling Knot’ With These 5 Vows appeared first on Bernadette McClelland.
MTD Sales Training
MARCH 4, 2015
'One of the best salespeople I ever worked with gave me a hint into his working life and what made him so successful. He once said to me, “Sean, what do you do after a sales meeting that ensures. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
MARCH 5, 2015
'Forget about social selling and focus on social engagement. “Aren’t you afraid clients won’t need you?” That’s what a shocked colleague asked when I told him I was including my entire referral process in my first book, No More Cold Calling. Yes, I was giving everything away—my content, my best ideas, and a process that took years to perfect.
The Pipeline
MARCH 12, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . There is much discussion about leadership, or more accurately, a lot of talk, some of it actionable, some of it not. The less actionable it is, the less interesting, and as a result ending up more talk than action. Many of those who like to talk about leadership, often include a blurb on accountability.
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Sales and Marketing Management
MARCH 30, 2015
'Issue Date: 2015-03-30. Author: Rafe Gomez. Teaser: Online news releases can be a powerful tool to help B2B companies dramatically increase incoming customer inquiries, fresh leads and new sales opportunities. They can also energize offline sales, activate old or uninterested prospects, and stimulate the beginning stages of buyer’s journeys from new customers.
Understanding the Sales Force
MARCH 25, 2015
'Copyright: / 123RF Stock Photo. Recently, I was asked to explain what a company can do with the bottom 74% that I write about so frequently. It''s a great question.and I will share several examples.
Bernadette McClelland
MARCH 29, 2015
'How far and fast we climb also depends on how we see ourselves and the labels we put on ourselves. Our identity! A study was done in 2009 on a sample of 60 salespeople from a Fortune 100 high technology […]. The post How To Expand Your Identity And Experience Increased Results appeared first on Bernadette McClelland.
MTD Sales Training
MARCH 18, 2015
'We often talk about how to present solutions and results-oriented discussions with prospects for when they need to know how we can help them. Naturally, there are many ways to get the prospect aware. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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No More Cold Calling
MARCH 31, 2015
'If customer relationships aren’t front and center in your organization, it might be time to expand the C-suite. In the race to win customers, it’s “all hands on deck.” Rush, rush, rush … keep those leads coming in … drip, drip, drip … nurture prospects and accelerate the buying process. Sound familiar? This is the pandemonium many of us face on a daily basis.
The Pipeline
MARCH 19, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Having trained hundreds of sales people in effective telephone prospecting, I have witnessed a number of recurring patterns which impact success, both negatively and positively. One key to success is being present and in the call, not “just calling it in”. Coming out of the training most will apply what they learned quit literally, almost religiously.
Sales and Marketing Management
MARCH 2, 2015
'Issue Date: 2015-03-02. Author: Randy Sabourin. Teaser: The odds of a sales reps using the sales training he receives is very low despite the quality of the content or will of the participants. At least Schrodinger’s Cat had a 50/50 chance of success when we look into the box. It seems like the answer to have sales training that sticks is practice.
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