Bernadette McClelland
JANUARY 4, 2015
'2015 Sales Jumpstart Series: Building a Bridge towards Revenue Growth So the New Year begins, sales kick-offs are underway, everyone is refreshed and ready for a full year ahead. Ground plans have been sorted, territories allocated, budgets have been set. […].
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.
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Steven Rosen
SEPTEMBER 21, 2015
That could crush your sales organization. Let’s face it, being a sales executive has become increasingly more difficult. Chances are next year’s sales objective is going up and your budget is being reduced. You are facing challenges of do more with less, increased competition, pricing pressures, staff turnover, and increased expectations from customers.
The Sales Heretic
JULY 29, 2015
As a sales trainer and keynote speaker, I am, of course, a member of the National Speakers Association. Which means that last week I was in Washington, D.C. for the 2015 NSA Annual Convention. More than 1700 of the world’s top professional speakers and trainers gathered for four days to learn from each other. The [.].
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
APRIL 12, 2015
'Issue Date: 2015-04-13. Author: Paige Musto, Director of Communications, Act-On Software. Teaser: Reckoning with mobile’s influence is no easy task, but it’s far from impossible – if you know what to prioritize and which minor adjustments to make to your existing marketing programs. Here are 10 ways you might get started in your mobile marketing efforts.
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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 […].
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?
MTD Sales Training
JULY 14, 2015
What do you consider to be the greatest skill that any salesperson should develop to the level of excellence? Presentation skills? The ability to negotiate effectively? Prospecting skills? Although. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Score More Sales
JANUARY 5, 2015
'It is a new year and a fresh start for many in the B2B sales world. Having had a monthly or a quarterly sales quota over the course of 15 years or so, I know that good feeling of have a blank slate – but it also can be a tough feeling to start back at zero. If you are working on a calendar year, than January 5 th is a fresh start. Doesn’t it feel good to get a fresh start?
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Bernadette McClelland
MAY 20, 2015
How Top Salespeople Have Perfected Asking For The Order I remember hearing someone say once ‘Bernadette, the answer is always no, unless you ask’ and I have always remembered that. Whether I am lost in the car and can’t get […]. The post How Top Salespeople Have Perfected Asking For The Order appeared first on Bernadette McClelland.
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.
Bernadette McClelland
APRIL 8, 2015
'You Are So Much More Than Your Title – But How Much More? I watched an interview this morning with singer/songwriter Meghan Trainor and for those of you who don’t know who she is – the YouTube clip of her […]. The post You Are So Much More Than Your Title – But How Much More? appeared first on Bernadette McClelland.
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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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.
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.
Bernadette McClelland
MAY 25, 2015
Sales Leadership and Motivation Best Practices I was reminded the other day of a dilemma occurring more and more on the sales floor when it comes to motivating a salesperson to do the tasks that their role demands of them […]. The post Sales Leadership and Motivation Best Practices appeared first on Bernadette McClelland.
No More Cold Calling
OCTOBER 15, 2015
Don’t alienate your social networks by asking for referrals the wrong way. Are your reps just clicking buttons to invite people to connect on LinkedIn? Or worse yet, to ask for referrals? The “standard” invite has become pretty standard. But it’s not enough for salespeople, whose job is to build relationships. Where’s the “hello?” Where’s the conversation?
The Sales Heretic
MAY 26, 2015
© Alexskopje | Dreamstime.com I am not a motivational speaker. While I am occasionally described as one—and I do speak at conferences, annual meetings and other events—the fact is that I’m not. For the simple reason that I can’t “motivate” anyone. And neither can you. Whether you’re talking about a prospect, a member of your sales team, a [.].
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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.
Bernadette McClelland
JANUARY 4, 2015
'Bernadette McClelland 2015 Expansion of Services Announcement It is an honour, a privilege and pleasure to announce the launch of not just a new website, but a very strong, clear and commercial message. Bridging leadership with revenue potential can now […].
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 [.].
Bernadette McClelland
JANUARY 29, 2015
'Our ultimate outcome is to make change happen. Not just to move product and make our numbers, but something bigger. Henry Ford said it the best -‘ A business that makes nothing but money is a poor business’ And we […]. The post The #1 Way A Salesperson Will Create Value appeared first on Bernadette McClelland.
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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 Pipeline
JANUARY 19, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . When you initially approach an unsuspecting prospect, how you present what you sell will go a long way in determining the outcome. Yet when you ask sales people to tell you what they sell, a large majority and their managers get it wrong. They will usually tell me things like: I sell hardware – software – any kindaware.
The Pipeline
OCTOBER 29, 2015
The Pipeline Guest Post – Jason Rueger. For small businesses, every contract and sale counts. That’s why you want to make sure you never miss a sales call. If you do, you may lose the customer, develop a reputation for being unavailable, or both. Here are some tips for your business that will ensure you never again miss an important sales call.
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
MAY 12, 2015
Whether you’re delivering a sales presentation to a prospect, an internal briefing within your company, or the keynote speech at a conference, the first words out of your mouth have the power to make or break your effort. The way you open your presentation impacts your credibility and tells your audience whether or not they [.].
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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
JANUARY 15, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . There are two trends unfolding of in sales which to date have accidentally intersected, which should be proactively encouraged and facilitated by B2B sales organizations. The first not so new, but gaining and likely to continue to gain momentum in the coming years, is the migration by many to inside sales teams, especially types of sales that only a few years ago may not have been seen as feasible for a number of reasons.
No More Cold Calling
JANUARY 20, 2015
'LinkedIn’s Koka Sexton shares four no-sweat solutions for increasing sales productivity. You’ve got your head down, drafting a proposal or implementing a complex solution with a client. You’re firing on all cylinders, while still trying to make time for sleep and maybe even a little exercise. Business is booming, and the adrenaline is coursing through your veins.
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.
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