The Pipeline
JUNE 1, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . People often confuse training for a bunch of things that may or may not need to be present to achieve what they really want to achieve which is usually, change, and more specifically a change for the better, improvement. But improving, especially in sales, take a whole lot more than just training, and certainly more time than most people consider when it comes to training.
Bernadette McClelland
JUNE 8, 2015
5 Ridiculously Simple Ways To Shift Your Results For Good omething I see in many of my clients is the deep desire and even commitment to achieve their outcome and their results and for that I love them for […]. The post 5 Ridiculously Simple Ways To Shift Your Results For Good appeared first on Bernadette McClelland.
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Sales and Marketing Management
JUNE 28, 2015
Issue Date: 2015-06-29. Author: Dustin Grosse, COO of ClearSlide. Teaser: Millennials are more diverse, more tech savvy and extremely socially connected, and are already disrupting the way we buy and sell. Sales professionals, sales managers and marketers must keep pace with the changing sales environment by tapping the true ROI of their millennial sales team.
No More Cold Calling
JUNE 4, 2015
If referrals are gold, why do salespeople settle for bronze? Want predictable revenue? Don’t just tell your reps to ask for referrals. For your team to make referrals happen, you have to show them how. You need a systematic, disciplined referral-selling strategy that includes goals, metrics, and accountability for results. Once you commit to referral selling, watch out.
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The Sales Heretic
JUNE 30, 2015
One of the most frequent complaints I hear from sales directors, VPs, and CEOs is that their sales team—whether it’s internal or their distribution channel—discounts too much and too often. While it’s maddening, it’s also excruciatingly common. Here’s what drives that behavior: 1. Fear of losing the sale Every salesperson fears losing the sale. So [.].
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The Pipeline
JUNE 25, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . How much of a premium would you pay to bet on a sporting event where the odds favoured your team over the other by 6000 to 100? A no-brainer right, in fact too good to be real, right? Let’s look at it a bit differently, how would you like to be up against a professional opponent favoured by similar odds, an opponent who practices every day, honing their skills and techniques, improving their game day in and day out, while you only occasionally d
Understanding the Sales Force
JUNE 29, 2015
Copyright: 123RF Stock Photo. It's the place to be. Join 50 groups. Ask questions. Answer questions. Connect. Like discussions. Contribute comments. Is it a means to an end or is it all a huge waste of time? LinkedIn is a tool that I use more than some and less than others. As busy as I am, I'm unable to spend an hour on LinkedIn each day, but I do visit daily.
Sales and Marketing Management
JUNE 5, 2015
Issue Date: 2015-06-05. Author: Stephanie Chung. Teaser: Every leader should have honesty and integrity, but in order to succeed and inspire others to respect you and grow your business, there are a few additional traits every good leader should work to develop and perfect. Every leader should have honesty and integrity, but in order to succeed and inspire others to respect you and grow your business, there are a few additional traits every good leader should work to develop and perfect.
No More Cold Calling
JUNE 16, 2015
Before you can change the status quo, you must understand it. I don’t want clients to just buy from me, and I don’t think you do either. Heresy? Nope. Just good business. In B2B sales, customers buy more than just our products and services. They buy our ideas—our visions for scaling their businesses and improving their bottom lines. In fact, according to Forrester Research , “The first seller to set a vision of what’s possible has a 74 percent chance of winning the deal.
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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.
The Sales Heretic
JUNE 16, 2015
Value is crucial to sales success, and not just in the obvious way. Sure you need a strong value proposition to justify your price and distinguish you from the competition. But it’s also important to deliver value both before and after the sale. Because delivering value to your buyer builds rapport, improves confidence, creates appreciation, [.].
Bernadette McClelland
JUNE 1, 2015
What’s the difference between a typical sales manager and yesterday’s salesperson? The answer is …not a lot! Both are driven by the signing of their contract in a world where the approach, the focus and the outcome is shifting to […]. The post What’s the difference between a typical sales manager and yesterday’s salesperson? appeared first on Bernadette McClelland.
The Pipeline
JUNE 9, 2015
Wednesday June 10, 10:00 am PT/1:00 pm ET. Prospecting continues to be the most sought after skill when companies hire and promote sales professionals. The better you are at identifying and engaging with the right prospects, the more success you will have in your sales career. But to achieve success in prospecting, you will need to master two key elements. 1.
The Sales Hunter
JUNE 30, 2015
1. Don’t think social media is going to replace traditional prospecting methods. View social media as another tool to help you prospect. Most of all, never allow yourself to take the quality time you devote to prospecting and spend it doing social media. Biggest mistake you can make is thinking all you need to do […].
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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.
Sales and Marketing Management
JUNE 7, 2015
Issue Date: 2015-06-08. Author: Jason Jordan and Michelle Vazzana, Partners of Vantage Point Performance. Teaser: In order to squeeze in a little coaching, it is tempting to “coach in the moment” but, as research shows, investing at least three hours per month in intentional pipeline coaching with each rep can have a significant impact on sales force performance.
No More Cold Calling
JUNE 18, 2015
Are out-of-date prospecting systems holding you back? “I’ve been hearing wonderful things about you.” Don’t you love hearing that? Now imagine a sales world where you only meet with clients who want to meet with you —a world where you never have to cold call, send prospecting letters, pester strangers on social media, or entice clients with special offers.
The Sales Heretic
JUNE 4, 2015
Trust is vital in business. And if you want to boost your sales, there are four specific people you need to trust. Who are they? And why is it so crucial? Listen to my appearance on Breakthrough Radio with Michele Price. In this 9½ -minute segment, I discuss who these people are and why it’s [.].
Bernadette McClelland
JUNE 3, 2015
Why it should never have been called ‘The Challenger Sale’ Let me preface this post by saying I have generously highlighted a stack of passages in the book The Challenger Sale – Taking Control of The Sales Conversation [Matthew Dixon, […]. The post Why it should never have been called ‘The Challenger Sale’ appeared first on Bernadette McClelland.
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.
The Pipeline
JUNE 4, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . No Magic, no voodoo, no silver bullets, no secrets, I’ll lay it all out; a proven technique for getting more appointments without increasing your prospecting time. This proven techniques works whether you are seeking face to face appointments with vetted prospects, getting prospects to attend an intro web meeting, or are conducting an inside sales function by phone.
MTD Sales Training
JUNE 30, 2015
We’ve always been told that questions are the holy grail of the salesperson’s quest to achieve results, as they uncover valuable nuggets of information that may be hidden in a customer’s mental. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
JUNE 1, 2015
Issue Date: 2015-06-01. Author: Doug Abercrombie. Teaser: The need for more face-to-face interaction with prospects and clients in this virtual age has never been more important. Unless you first have established a relationship, e-communications and social media postings can be too easily deleted and forgotten. Bringing a face, voice and empathetic personality to the interaction makes it more human and real, and can lead to a mutually beneficial relationship over the long term.
No More Cold Calling
JUNE 11, 2015
Sales coaching expert Keith Rosen explains why managers should coach to win. Your manager compliments you on a sales call or for nailing a big contract. You want to bask in your glory for a few moments, but you know the next sentence out of your manager’s mouth will start with but —as in, “But why didn’t you do X?” or “But next time, be sure to do Y.
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!
The Sales Hunter
JUNE 16, 2015
What does it take to be a high-performing leader? You don’t have to look very far — the word LEADERSHIP broken down says it all: Listen Empower Attitude Driven Encourage Relate Simplify Helpful Imagine Passion Listen: Leaders take the time to listen to what is being said and, more importantly, to what is not being […].
Understanding the Sales Force
JUNE 18, 2015
Earlier this week I wrote an article on how to get sales selection right. Once and for all. Forever. If you didn't read it, please give that a quick read before reading this article because I used the earlier article as a starting point for this one. Earlier today I was talking with someone who wanted his farmers - salespeople who are assigned to a single enterprise account - to hunt.
The Pipeline
JUNE 8, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . Some may remember one of Reagan’s more famous statement in 1987, while he was addressing folks gathered at a nuclear treaty signing, Trust but Verify, could also be part of every keynote at your everyday B2B sales Kick-off. I use this expression not to suggest or imply a lack of trust between sellers and their potential buyers, but to ensure that sales people make the most out of their most precious resource – Time.
MTD Sales Training
JUNE 25, 2015
I remember meeting a salesperson in my office who presented me with a product that would hopefully deal with some challenges we were having at the time. The product was quicker, more efficient and. [[ 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.
Sales and Marketing Management
JUNE 30, 2015
Issue Date: 2015-07-01. Author: Sean Erickson, EVP, Chief Marketing & Infrastructure Officer, Sitel. Teaser: With prices commoditized in many industries, today’s battleground is centered squarely on customer experiences. Customer experiences can be improved through a number of methods. The Age of Experience report from Sitel provides insight into four key areas: technology and innovation, customer service operations, employee management and global sourcing.
No More Cold Calling
JUNE 30, 2015
Are sales leaders getting the pink slip before they have time to prove their worth? “My CEO just fired his VP of sales in Europe.” “Jim left because our company grew beyond his capabilities.” (Translation: He was fired.) We hear these types of comments all the time, usually followed by, “It’s tough to find a sales leader with the experience we need.” No wonder the average tenure of a sales executive is 18 months!
The Sales Hunter
JUNE 4, 2015
It’s easy for people believe they offer customer service. It’s another thing to do it. Challenge is customer service is a moving target. What it means to one person may not mean anything to another person. The hospitality industry is built around customer service, and yet even within this industry, there are wide ranges […].
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