Sat.Jun 04, 2016 - Fri.Jun 10, 2016

‘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.

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! ]].

Sales 233

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.

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?

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

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.

More Trending


The Pipeline

By Tibor Shanto – . I just can’t help myself, but sport analogies are so great when it comes to making some points about sales. You know when your team is down by some outrageous score, no hope of a come back, Jesus or not, just like the Raptors in game 5.

Trends 208

Salespeople Are Heroes and Heroines the World Needs

Bernadette McClelland

It was in June 1990, my daughter Danielle was only four years old, and I had decided to take time out from the day to day life in the fast lane of selling and get as far from the madding crowd as I could. Things just weren’t going well, deals were falling over left, right and centre and it was time to reflect on my career in sales, something most salespeople do over time.

Are Shorter Sales Presentations Better?

Sales and Marketing Management

Issue Date: 2016-06-06. Author: Ben Rigsby, Co-Founder and Chief Creative Officer, ECOS. Teaser: Salespeople have a more narrow window than ever to capture an audience’s attention, but assuming shorter is better risks skipping critical information for no reason.

Sales 275

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.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Do Facts Matter?

The Pipeline

By Tibor Shanto – . I recently took in a discussion where one of the panelists addressed the question of preference and decision making. Specifically, individuals’ tendencies (or lack thereof) to change their mind once they have developed a primary preference.

Vendor 208

Why Ego Is Not a Dirty Word And Why You Should Nurture Yours

Bernadette McClelland

In the imitable words of the Skyhooks song: “If I did not have an ego I would not be here tonight. If I did not have an ego I might not think that I was right. If you did not have an ego you might not care the way you dressed. If you did not have an ego you’d just be like the rest”.

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


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.

The Most Effective Sales Strategies Aren’t Digital

No More Cold Calling

How can your sales team sell if they’re “not there?” ” “There’s nothing like meeting people in person.” ” That’s definitely my belief, but I was stunned to hear these words uttered by a Millennial. We’ve all heard they are tethered to their devices.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Taking ATS to New Levels: A Bullhorn & DiscoverOrg Partnership

DiscoverOrg Sales

For staffing companies, the Applicant Tracking System (ATS) is one of those tools with which salespeople and recruiters have a love-hate relationship. Yes, it makes things considerably more efficient and quite a bit more streamlined than mountains of paperwork and file folders.

Maximizing Your Full Sales Potential: Three Questions to Ask Yourself

Sales and Marketing Management

Issue Date: 2016-06-10. Author: Stephanie Chung. Teaser: There are three important questions you must ask yourself before taking on the challenge of maximizing your full sales potential.

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


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.

Voice Mail: 5 Proven Techniques That Get Your Calls Returned! (Part Two)

Mr. Inside Sales

Last week I gave you the first Three Proven Techniques to help you increase your chances of getting your calls returned. Now let’s look at the final two: Proven Technique Number Four: Combine your voice mails with an email campaign for maximum effectiveness.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Executive Sales Leader Briefing: Do You Have to be a “Born Salesperson” to be Successful in Sales?

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Recently […]. Blog Cold-Calling Consultative Selling Professional Selling Skills executive sales leader briefing sales selling skills success

How Do You Know If A Prospect Is Going to Buy? #heykeenan

A Sales Guy

We’ve all been there. The customer is saying all the right things, but we don’t seem to be able to get the deal to move. We work our asses off for days, weeks and even months but then we get the dreaded email, sorry we’ve decided not to move forward.

Buyer 85

Move Prospects to Customers Faster

Fill the Funnel

I want to tell you about an amazing new graphics technology that launched just this morning called Pixal. This brand new graphics program uses the latest HTML5 technology to create amazing graphics and banners. . So what is so special about HTML 5 banners and graphics? .

Voice Mail: 5 Proven Techniques That Get Your Calls Returned! (Part One)

Mr. Inside Sales

If you’re struggling to get your voice mails returned, then you’re not alone. Industry stats show that less than 10% of voice mails to new prospects are returned.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Understand These 13 Customer Laws

Engage Selling

Are you truly catering to your customers? It’s one thing to provide a great product or service, but unfortunately, that’s where the experience stops for many people. Sales is all about truly understanding your clients’ needs and issues.

The NEW Sales Leader – It’s about empowerment and enablement.

A Sales Guy

The days of telling sales people how to sell and how to do their jobs are over. Leaders, You need to spend less time telling your people what to do and more time helping them THINK about what they should do. It’s the 21st century, it’s time to stop telling and start enabling.

Quota 82

Sales Tips: Is Your CX Program Driving Metrics or Revenue?

Customer Centric Selling

Sales Tips: Is Your Customer Experience Program Driving Metrics or Revenue? By Jessica Bledsoe, Primary Intelligence. Several years ago I had the opportunity to visit the Great Wall outside of Beijing.

Why SMART Goals in Sales and Life Fail

Increase Sales

Credit: Gratisography. Most sales professionals have sales goals and in many instances these are mandated to be SMART goals. By the way did you know that Zig Ziglar was the first salesperson I found to talk about SMART goal setting? Just as a fresher the acronym SMART stands for: Specific.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Five Steps To Negotiating Like An Expert

Engage Selling

When was the last time you met a thriving salesperson who was uncomfortable or easily intimidated by negotiations? Everyone wants a deal.

What Won’t You Do?

A Sales Guy

In this Spazz, I go off on how too many of us won’t do what it takes to be successful. We draw unnecessary lines in the sand that end up stifling our ability to reach our goals. Just do whatever it takes! Spazz Out


Sales Tips: Practice with a Purpose

Customer Centric Selling

Sales Tips: Practice with a Purpose. By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling®. As an avid golfer, I have always believed that the key to improving is going to the range and practicing.