Bernadette McClelland
JANUARY 20, 2018
And the basics of selling are….? It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. salespeople today don’t execute on the basics. And my response was, what are the basics then? And as would have it on social, there was a plethora of responses, from which I randomly collected this bakers dozen: 1.
Steven Rosen
OCTOBER 25, 2018
Business success is a function of brilliant strategies and excellent execution. How are your sales to date? Every sales leader I have spoken with could easily answer this question. I am sure you can as well. Here is a more challenging question: How well are you doing when it comes to strategy execution ? This is a much more challenging question and there is no easy answer.
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Jeffrey Gitomer
OCTOBER 10, 2018
How do you feel about your competitors? You say, "I have a great relationship with my competitors." Right, if you needed $50,000 or your business would fold, I guarantee your friend, the competitor, would send you a bon voyage note. Get real, man. They may talk to you, they may be civil to you, they may even appear to help you – but ask them if they wish you were dead or alive, I'm betting on the funeral home.
Sales and Marketing Management
AUGUST 20, 2018
Author: Paul Cherry I was working with a manufacturer of medical instruments that use lasers to measure blood flow. The products cost upwards of $50,000 and are sold primarily to medical research facilities. With a niche product like this, the pool of potential customers is small, so you have to make the most of every opportunity. Unfortunately, the closing percentages for this company were low.
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.
Score More Sales
DECEMBER 4, 2018
I have spent an entire career in sales since my early 20’s being called a guy. Filling out forms that said “Salesman Number”. Being invited to sales incentive and award events at cigar bars.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales 2.0
JULY 28, 2018
OK I need to come out of the closet. In the last two posts I did a bunch of math. I wanted to boil down cold calling vs. social selling data so we could do a somewhat fair comparison. Here’s the punchline. Cold calling: 11 hours to get an appointment. Social selling: 3 hours to get an appointment. So obviously my axe to grind is that I think social selling is the way to go when prospecting as it’s almost 4 (3.66) times more efficient/faster.
Mr. Inside Sales
NOVEMBER 18, 2018
I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening. He told me that a few years ago he was working for a company selling an IT solution, and that while dealing with the Director of IT, he suddenly had an opportunity to meet the new CFO. This was unexpected and he had to think fast!
Score More Sales
AUGUST 24, 2018
If the whole, entire company supported revenue generation, how strong would your customer care or customer service team be? Would nothing ever slip through the cracks? If everyone supported revenue generation, how easily could we detect a disgruntled customer about to leave us?
DiscoverOrg Sales
JUNE 6, 2018
You already know how to recruit active candidates. They’re easy to find. They’re the ones with the ready-to-go resume and up-to-date website. They’re attending networking events, following your company on social media, and applying for your open positions. However, if your active candidates are not the right candidate, recruiters have to go beyond those seeking employment now to strengthen their company’s workforce – by building a pipeline of passive job seekers.
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Understanding the Sales Force
SEPTEMBER 6, 2018
You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!
No More Cold Calling
OCTOBER 18, 2018
Getting referrals business should be top. priority in your sales prospecting techniques. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. That’s not happening with cold calling. Account execs remain overwhelmed with conflicting messaging, technology overload, and lack of resources.
SBI Growth
JANUARY 23, 2018
Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams. Rob and.
Steven Rosen
APRIL 3, 2018
The What, Why, How, and When of Executive Sales Coaching. Executive coaching is estimated to be a $2-3 billion/year global industry. There has been dramatic growth in the number of people who are becoming coaches and leaders who are hiring coaches. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs.
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.
Sales and Marketing Management
JANUARY 5, 2018
Opinion: Research shows that millennial cadets' digital skills don't help them on the virtual battlefield.
MTD Sales Training
SEPTEMBER 24, 2018
One of the biggest changes in sales over the years has nothing to do with selling itself. It has to do with the way that the buyer has changed their modus operandi. The process of sales is evolving as technology, globalisation and communication methods advance and progress. But the evolution of the buyer has been exponentially faster. So what do you need to do to keep up with these changes?
Bernadette McClelland
DECEMBER 27, 2018
Hello there! With the New Year about to kick off again we may do one, or both, of two things. We may reflect on the year just gone or project on the year ahead. Some of us may reflect and cringe at embarrassing moments we’ve had, hold regrets of what was done or not done, or try to suppress those fears that caused us to self-sabotage. Others, meanwhile, will pat themselves on the back, high-five and with hearts filled with ‘yeah, I did THAT!
Jeffrey Gitomer
JULY 2, 2018
How important is a sales letter/email?
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The Sales Heretic
NOVEMBER 28, 2018
Crafting a great presentation is like navigating a minefield: In order to achieve your goal, you have to avoid all the potential missteps along the way. And like a minefield, we often don’t know where those missteps are, because typically we’ve never been taught how to create effective presentations. Which is one reason why so [.].
The Pipeline
OCTOBER 9, 2018
By Tibor Shanto. We all would agree, I hope, that actions speak louder than just talk; that success in sales comes from action or execution. So when what one says is in direct contrast to their action, how they execute, it is a concern, but also an explanation as to why despite all the advice available, many in sales are stuck in a rut, sustained only by a healthy market.
DiscoverOrg Sales
MARCH 27, 2018
What kind of grocery shopper are you? Do you take your time, comb every aisle, look at every option and add to your cart whatever looks good in the moment? Or do you plan a little, consider meals you might like to eat, think of a ballpark budget, prepare a list, and aim to get in and out as quickly as possible? A survey by an online magazine Kitchn showed that 97% of grocery shoppers use a list.
Understanding the Sales Force
NOVEMBER 13, 2018
94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008. Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 million salespeople show that 50% of all salespeople are weak.
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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.
No More Cold Calling
NOVEMBER 16, 2018
If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. Before I got really annoyed and was ready to blast them, I took a closer look at what scale means, anyway. Of course, there’s more than one definition.
SBI Growth
JANUARY 4, 2018
Did you set the quotas right to drive revenue growth? The purpose of today’s show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas. John.
Steven Rosen
JANUARY 6, 2018
Develop a Coaching Culture. Hi, this is my fifth video on Sales Strategies to Crush Your Sales Numbers, I call it Develop a Coaching Culture. . In the last four video/blogs, I covered: Sales Strategy #1: Upgrading the skills of your front-line sales managers because you have a multiplier effect when their skills get better. Sales Strategy #2 Execute with Excellence because most companies do not execute with excellence.
Sales and Marketing Management
FEBRUARY 19, 2018
Author: Tony Hughes When I sell, there's usually something nagging at my conscience that I'm avoiding. I start the day and there's someone I'm afraid to call. Maybe the timing isn't right or they're too senior. Shoulda, woulda, coulda, becomes didn't. Yes, I'm human. But to transcend, I use fear as a guide that points me to what I should do next. Repetition is the mother of skill, but it also gives us another profound gift which is the development of 'gut instinct.
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Sales 2.0
OCTOBER 20, 2018
Sometimes it pays to do what is “out”. Social selling has become synonymous with technology. Many definitions make it all about using social media to sell. But I think social selling is about being social and actual human beings do more than just hang out on social media platforms. Some other productive people have learned that being tethered to your email is good way to get nothing done other than respond to email.
Bernadette McClelland
JANUARY 14, 2018
We think it’s the company that sells the same as us, Or the paperwork we have to do, Or the meetings we have to run, Or the slackness of our admin team, Or the lack of urgency of our buyers. The real competition is ‘no change’. If we don’t move with times, Predict the future, Be prepared to read and learn, Ask better questions, If instead, we just…” Believe the world is flat, Or smoking won’t kill us, Or mindfulness is for hippies, Or our brains don’t need fuelling, We will become ou
Connect2Sell
JANUARY 24, 2018
Buyers are looking for a BSB sales experience that's different. They’re looking for much more than a transaction. They're looking for an experience that is rich and meaningful and includes an opportunity for them to contribute. to take from the experience what's going to be useful for them. It needs to be relevant, and it needs to be something that involves an element of the unexpected.
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