June, 2016

The 4 Word Statement That ALWAYS Builds Value

MTD Sales Training

When I was searching for a new car I did all the necessary research and visited a number of dealers for a test-drive that would convince me I had made the right decision. I don’t have many needs in a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Are Your Sales Relationships Painful?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . People ask me why I focus so much on prospects’ objectives, after all if you can find a pain and play to it, you are bound to get a sale. Well maybe.

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3 Tips to Determine Your Competitive Advantage

Sales Benchmark Index

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10 Best Sales Questions to Use When Talking with a Customer

The Sales Hunter

One of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking. The questions have to fit your personality and your market and allow you to move the process forward. Below are what I’ve found are the 10 best sales questions you can use.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

‘Perspectives, People and Progress’ and the part we can all play…

Bernadette McClelland

It was over three decades ago that I stood on the top of one of the World Trade Centres, marveling at the dizzy heights around me, in awe of an expanse as far as the eye could see and almost holding in my hand the miniature like Statue of Liberty far into the background.

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The 3 Words That Will Galvanise You To Sales Superstardom

MTD Sales Training

I’ve just finished listening to another Tony Robbins CD. He’s someone who I’ve always admired, not only because of his knowledge and awareness of what makes us do what we do (although he’s up there. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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A Sweeter Approach To Prospecting Success

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . As we head in to the second half of the year you realize you need to prospect and get some more opportunities in your pipeline.

Your Complete Guide to Content Marketing Strategy

Sales Benchmark Index

As a marketing leader, you must have a solid content marketing strategy in place. How can you consistently create compelling content that your audience cares about? Watch here as we speak with Toby Murdock, CEO and co-founder of Kapost. Kapost. Marketing Strategy Video

10 Ways to Leverage Social Media in 10 Minutes or Less Each Day

The Sales Hunter

Social media is powerful. No doubt about that, but what it can also do is suck up your time so fast you suddenly find yourself with not only no sales, but also no leads. Here are 10 things you can do to leverage social media, and best of all, once they’re set up they […].

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

The #1 Secret To Building A Mini-Business Empire Around Your Personal Brand

Bernadette McClelland

Twenty Seven years later… He walked into the coffee lounge and didn’t look any different to how he looked all those years earlier. A few more laughter lines maybe, but still passionate about PR, business building and people.

How Valuable is Your Value Proposition?

Score More Sales

How many times have you heard someone describing their company’s value proposition only to hear them spew out features and benefits of their services or products?

How To Bond With Your New Client Just After The Close

MTD Sales Training

In sales, our natural goal is to make as many people or businesses as we can more successful or profitable than they are currently. That’s the bottom line…it cements the long-term relationship. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

The Complete Salesperson?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I witnessed an interesting exchange the other day, two Sales VP’s were exchanging views on hiring, on=boarding and development of sales people.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

3 Keys to a Successful Product Strategy

Sales Benchmark Index

SBI recently spoke with John Mansour, founder and managing partner at Proficientz. Proficientz specializes in product management, product marketing, and sales enablement. He sat down with us to discuss 3 core areas of a good product strategy – market segmentation, Article Product Strategy

10 Ways to Tame the Pre-Sales Call Nervousness and Stress

The Sales Hunter

You’ve got the big call and you know you need it, which alone is stress, but making it worse is your boss told you how important the call is to both the company and your career. This is a common occurrence. The stress getting ready for a call can be immense, and in the end, […].

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

Pointclear

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time.

Hotel Hell Episode Helps Explain Coachable vs. Trainable in Sales

Score More Sales

What a vivid lesson given by the owner of the Inn that Chef Gordon Ramsey visited on his show, Hotel Hell. This episode is called “Lakeview Hotel” and you can watch via the FOX website here.

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Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

4 Strategies All Successful Salespeople MUST Employ

MTD Sales Training

We often see the successful salesperson and put it down to being in the right place at the right time, getting the breaks or simply being ‘lucky’. When successful people are analysed, though, we see. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Forget Presenting and Start Engaging #Webinar

The Pipeline

June 9, 2016 10:00 AM PT/1:00 PM ET. Communication is central to sales success, and communication is a multi-faceted experience. Sure the message is key, a bad message can set you back; while a great crystal clear message, delivered on target can be a crucial to your success.

Operationalizing Data and Insights

Sales Benchmark Index

Chris Lonnett, vice president of Americas market development and operations at Motorola, recently spoke with SBI to discuss how he carries out his data plan inside an enterprise organization. Often, sales ops teams struggle to derive meaningful insights from data. Article Sales Strategy

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Sales Motivation Video: What Sales Leaders are Doing Friday Afternoons

The Sales Hunter

Do you know what sales leaders are doing Friday afternoons?! They are selling! Unlike so many other salespeople who start to see Friday afternoons in the summer as a time for taking it easy, sales LEADERS are out there making things happen. As we head into summer, you have to make a decision.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Does Your Sales Team Know How to Follow-Up on a Lead?

Pointclear

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results.

How to Actually Unclog Your Sales Pipeline

No More Cold Calling

You can’t choose your family, but you can choose your clients.

Use This Example To Nip Early Objections In The Bud

MTD Sales Training

We are all used to the prospect coming up with some kind of doubt about your claims on the validity of your product, or looking for discounts on your services when you have spent a lot of time. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Why sales reps are always “Just touching-base”!

The Pipeline

The Pipeline Guest Post – Gerald Vanderpuye. Just Touching Base! In baseball, a player who is touching base is not in danger of being put out. In sales, we must continue to touch-base or follow-up as it’s also known to stay in the game of sales.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

How to do Market Research: A Step by Step Guide

Sales Benchmark Index

Market research provides a deep understanding of your market, accounts, buyers and users. It’s a critical piece to your organization’s strategy. But do you understand how to do market research inside your company? Watch here as we demonstrate both its importance. Market Research Video

Determine Your Sales Destiny Q2 Ends

Score More Sales

I always had a bit of panic in my head toward the end of the second quarter of the year in my sales career – no matter which company I was working for.

Executive Sales Leader Briefing: Are You Listening or Just Waiting to Talk?

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday.

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