No More Cold Calling
NOVEMBER 12, 2015
Try a “No Toys at the Table” policy for sales reps. When did it become the norm to answer the phone during dinner or to check email while having a conversation? We’re so wired for 24/7 connectivity that we have developed FOMO —fear of missing out. The unfortunate result: While we stay up-to-date on what’s happening online, we’re not paying attention to the people right in front of us.
Bernadette McClelland
NOVEMBER 11, 2015
OK! So, this topic could be construed as a little ambiguous ;), but let’s play anyway so please keep on reading to the end! I have just returned from a whirlwind business trip to the UK to roll out a […]. The post The 5 Step Pathway to Corporate Game Playing appeared first on Bernadette McClelland.
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The Pipeline
NOVEMBER 5, 2015
The Pipeline Guest Post – Megan Totka. An essential part of the sales process is getting to know your prospects and building relationships – and social media is the perfect avenue to help you accomplish this effectively. Social media is a really powerful tool to help you accomplish your business goals and can open you up to new markets you may otherwise not have the ability to reach.
The Sales Hunter
NOVEMBER 17, 2015
I know it’s hard to believe, but 2016 is right around the corner! There are definitely some things you should be doing now to ensure your 2016 gets off to a great start. Below are the 10 that I definitely think you should not overlook: 1. Learn the 2016 company objectives for each of […].
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Sales and Marketing Management
NOVEMBER 6, 2015
Issue Date: 2015-11-06. Author: Adam Honig. Teaser: Once dominated by the pin-striped suit-wearing, Montblanc-wielding sales rep from an older generation, sales is now dominated by the scrappy, more casual Millennial. While many have their doubts as to how Millennial sales reps will perform, it’s time to put those doubts to rest because Millennials have all of the right ingredients to be the best, most successful sales generation of all time.
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No More Cold Calling
NOVEMBER 19, 2015
Face-to-face matters in referral selling. “We need to postpone our deal until next quarter.” Yikes! No sales leader wants to hear that. It could wreck the company forecast and commissions. What could reps have done differently? Maybe nothing. Sometimes deals are out of our control. A company gets acquired, the economy tanks, the sales leader quits, the sky is green … or whatever.
Bernadette McClelland
NOVEMBER 18, 2015
We see the word ‘Oui’ and our thoughts immediately transport us to a romantic and foreign land! To a land that “embodies everything religious zealots everywhere hate: enjoyment of life here on earth in a myriad little ways: a fragrant […]. The post The Hidden Power of ‘Oui’ appeared first on Bernadette McClelland.
The Pipeline
NOVEMBER 19, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . Definitions are an important factor in sales success, talk to the best sales people, best here being measured in results, not likability, and you will find that they thrive on clear definitions, it is their competitive edge. To identify weak sales people, look for those with plenty of opinion, but little or no clarity in approach or definitions for core elements of their success.
The Sales Hunter
NOVEMBER 10, 2015
It’s not my nature to be negative, but sometimes the best ways to point things out is by expressing it in a negative manner. Here are 10 mistakes salespeople make (hopefully you will see why you can’t afford to make even one of them!) 1. Failing to gain a relationship with others beyond just […].
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Sales and Marketing Management
NOVEMBER 1, 2015
Issue Date: 2015-11-02. Author: Paul Black, CEO of sales-i. Teaser: In the modern age, building a good sales team needs a sustained effort across all fronts. Concentrating on four areas will yield good results. In the modern age, building a good sales team needs a sustained effort across all fronts. Concentrating on four areas will yield good results.
Understanding the Sales Force
NOVEMBER 11, 2015
We watched the GOP Debate last night (I know the photo is from an earlier debate). I remember saying to my wife, "This isn't a debate - all they're doing is answering the questions being asked." And then, all of a sudden, a debate broke out, and what did the brilliant moderator do? He said, "I'm sorry, we need to move to the next topic." We finally got ourselves a debate and they want to stop it!".
No More Cold Calling
NOVEMBER 5, 2015
There’s no such thing as a referral machine. Everyone loves a good shortcut. We live in microwave time—tapping our fingers because 15 or 30 seconds is just too slow. While there’s much to be said for efficiency, there are no shortcuts when it comes to relationships with customers. And without strong relationships, you can forget about getting referral leads.
Bernadette McClelland
NOVEMBER 10, 2015
We’ve read about it! We’ve heard about it! We’ve all noticed it out there… But the other day I actually witnessed it! I’m a huge fan of Shark Tank here in Australia and must admit, am enjoying the psychology behind […]. The post The Shark Tank episode that delivered more than a bite in the bum! appeared first on Bernadette McClelland.
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
The Pipeline
NOVEMBER 9, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . Often the best sales books are not about sales or by sales experts. Case in point Dorothy Leeds’, the The 7 Powers of Questions: Secrets to Successful Communication in Life and at Work. If you haven’t read this and you’re in sales, you are at a disadvantage to any rep that has. While the importance of questions has been explored by many, I keep coming back to this because she does not limit questions to being a sales tactic, bu
The Sales Hunter
NOVEMBER 13, 2015
First off, let’s drop the mindset of “asking” for the sale. Mentally, I feel this sets us up for failure. In my mind, I’m going to take one of two approaches. First approach is the one I like best for B2C. “Invite” the customer buy. Second approach is for B2B, where my preferred style […].
Sales and Marketing Management
NOVEMBER 8, 2015
Issue Date: 2015-11-09. Author: Tanya Hall. Teaser: Conspicuously absent from most content strategies is the granddaddy of all content marketing – writing a book. Here are four elements to look for to determine if writing a book makes sense in your marketing mix. Conspicuously absent from most content strategies is the granddaddy of all content marketing – writing a book.
Understanding the Sales Force
NOVEMBER 2, 2015
I turned sixty years old today and everyone is asking me how it feels to be sixty. To be honest, it feels exactly the same as it felt to be fifty-nine - which is essentially the same as it felt to be 40. Nothing has changed. And speaking of nothing changing, nothing has changed over at BigBrains where two updates have come my way. The first came from someone who knows the real identity of BigBrains and suggested that I refer to them as ShitForBrains instead.
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No More Cold Calling
NOVEMBER 1, 2015
Here’s what you might have missed in October—and what to look forward to in November. The temperatures are getting cooler, but things have really been heating up at No More Cold Calling this fall. After debuting “ Big Deals and High Heels: Why Women Are Naturals at Selling ” at Dreamforce, I’m gearing up to take this interactive presentation on the road, bringing a powerful message to both women and men about our brain differences, why they matter, and how to adjust our communication.
MTD Sales Training
NOVEMBER 23, 2015
Why is it that many salespeople hate internal sales meetings? You know, the ones where everyone sits round a desk and covers off the trivia and very quickly get bored with the whole process because. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
NOVEMBER 2, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . The challenge with Return On Investment or ROI calculations and calculators is that they are only truly effective with a small segment of buyers. Part of the challenge is that many of these calculations are based on the most idyllic circumstances, leading many to doubt the projected returns. Even for those who accept the projected benefits, they don’t always see how those will apply to them.
The Sales Hunter
NOVEMBER 3, 2015
Motivated people achieve more. Pretty simple when you think about it, and yet getting motivated and, more importantly, staying motivated can be a challenge. Here are 10 things you can start doing now to increase your motivation: 1. Each morning have a goal you know you can accomplish early in the day. Live each day […].
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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.
Sales and Marketing Management
NOVEMBER 15, 2015
Issue Date: 2015-11-16. Author: Chanin Ballance, CEO, MobilePaks. Teaser: With a mobile device and cloud-based technologies, all of the information needed to make a sale is in the palm of a salesperson's hand. Literally. With a mobile device and cloud-based technologies, all of the information needed to make a sale is in the palm of a salesperson's hand.
Understanding the Sales Force
NOVEMBER 5, 2015
Yesterday I was looking at the dashboard in my new car and noticed that one of the gauges could be swapped out. There aren't any fixed gauges on this dash because the gauges, ranges and needles are displayed digitally. I can even change their color! The thing that caught my interest though, was the flashlight effect where the ticks to either side of the needle are brighter and bolder to draw attention to where the needle is pointing.
Increase Sales
NOVEMBER 16, 2015
What makes for good salespeople? Some might respond with top sales skills. Others may suggest a great sales process. While there may be some who believe outstanding marketing is behind good salespeople. All of these may contribute to creating a sales force that is both efficient and effective; however I think the main talent, attribute, skill, call it what you will is something that is far more illusive and harder to identify.
MTD Sales Training
NOVEMBER 30, 2015
It’s a tough question, this one. Your prospect has gone out to tender or has asked other companies as well yours to present their solutions. They are someone you would like to work with but you’re. [[ 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 Pipeline
NOVEMBER 12, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . As we head to the finish line 0f 2015, there is a tendency among many in sales to maximize their “closing” activities. Spurred on by their managers to close business, sales people get distracted from executing on the entire cycle, and focus on the here and now, and sacrifice future opportunities.
The Sales Hunter
NOVEMBER 15, 2015
If you think hanging around negative people isn’t going to affect you, think again! Your career is too important to let it be influenced by the negative attitudes of people around you. And don’t fall into the false idea that you will be the one to pull them out of their negativity. That approach […].
Sales and Marketing Management
NOVEMBER 3, 2015
Issue Date: 2015-11-01. Author: Paul Nolan. Teaser: To date, technological advancements have always created better jobs and improved the well-being of humanity. But we face the real possibility that technology will, for the first time, displace more jobs than it creates. To date, technological advancements have always created better jobs and improved the well-being of humanity.
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