Sat.Jun 25, 2016 - Fri.Jul 01, 2016

A Sweeter Approach To Prospecting Success

The Pipeline

By Tibor Shanto – . 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.

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! ]].

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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 […].

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

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!

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.

More Trending

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 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

Executive Sales Leader Briefing: Yes, You Can Fire a Customer!

The Sales Hunter

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

Is Your Prospect Negative From The Outset? Try This…

MTD Sales Training

You may have heard the saying that there is no such thing as reality, only people’s perception of that reality. Without getting too Einsteinian today, there is absolute truth in that statement. I’m. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Prospecting prospecting skills swaying the prospect

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.

Keep Your Sales Focus in Summer Months

Score More Sales

There are dozens of distractions going on during the summer months when you are in a sales or sales leadership role. You know how difficult it can be to keep your sales focus by doing enough of the right activities to build the opportunities that turn into deals. Sales Tips B2B sales goals

How to Increase Revenue Faster than Both Your Industry and Competitors

Sales Benchmark Index

What is your organization’s revenue growth strategy? How will you grow faster than both your industry and competition? SBI recently spoke with Mark Lenhard, senior vice president of strategy and growth at Magento Commerce. Watch as Mark discusses his revenue. Corporate Strategy Video

The Agony of Chasing New Business

Sales and Marketing Management

Issue Date: 2016-06-27. Author: David Halberstam. Teaser: The gutters of sales roads are littered with victims and quitters, beginners who embarked and just couldn’t endure the strains.

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Sales Motivation Video: Up the Ante on Your Second-Half Goals!

The Sales Hunter

Last week we talked about celebrating the first half of the year! Now I want to challenge you to be bold about your goals in the second half of the year. Yes, up the ante on your goals as you look to finish this year strong. You have it in you to set a […].

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.

#IWD2015 A Love Story, An Entrepreneurial Journey and A Grateful Legacy

Bernadette McClelland

When I received an email from LinkedIn to ask me to write about a woman I admired for International Women’s Day 2015 ( #IWD2015 ), my mind went to the obvious women, the ones who have achieved greatness in a celebrity fashion.

3 Critical Factors to Building a Sales Strategy for a Large Salesforce

Sales Benchmark Index

Article Sales Strategy

The Top Characteristic of Top Sales Producers

Mr. Inside Sales

If you’re reading this article right now, then chances are you want to perform better in your sales career. It shows that you’re willing to take the time to search out tips and techniques that will give you an edge over your competition. That’s a good thing.

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Why Every Sales Rep Needs an iPad

Sales and Marketing Management

Issue Date: 2016-07-01. Author: Oren Ezra. Teaser: iPads and other tablet computers havee changed the sales game and help sales reps achieve their goals faster and smarter. iPads and other tablet computers havee changed the sales game and help sales reps achieve their goals faster and smarter.

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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.

Why Coffee Is SO Not For Closers!

Bernadette McClelland

Once upon a time, two salespeople of Irish decent, met at an Irish cafe on the north side of Sydney, shared a cup of coffee and… Collaborated! Spending time with Cian McLoughlin , who has recently written, published and launched his new book ‘The Rebirth of the Salesman’, was enlightening to say the least and of course, it had to be, both our names begin with Mc :), but I digress!

SBI’s First Ten Years

Sales Benchmark Index

Every Sunday morning we will publish a photograph of an SBI’er “in action” which is meant to illustrate how much fun we have working with you. This project has one purpose: to celebrate you, our clients and followers. Companies, firms, and fads. Article

Top Ten Characteristics of Top Sales Producers (Part Two)

Mr. Inside Sales

I’d like to thank many of you for your emails and comments regarding last week’s ezine article on the first characteristic of making a commitment to doing whatever it takes to be a top sales producer.

What is the Minimum Acceptable Close Rate on Leads?


I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the question as posted: "What is the minimum acceptable close rate for leads provided to sales in a complex selling situation (long sales cycle and multiple decision-makers)?". One thing I like about LinkedIn is that there are lots of people who genuinely want to help!

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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.

[Missed Connections] Referral Selling Insights from June

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. The year is now halfway over. If your sales reps aren’t on target to make or exceed quota, and aren’t getting meetings at the right level, now is the time to switch tactics … before it’s too late.

The Sales-Ready CEO

Sales Benchmark Index


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Sales Process - It's All about the Shoes, Silly

Understanding the Sales Force

I've written dozens of articles on Sales Process an you can read many of them right here. If you pay attention, you can even see how my thinking has changed over the last 10 years.

Words to the wise

Sales and Marketing Management

Issue Date: 2016-07-01. Author: Paul Nolan. Teaser: “If it involves arranging words in rows with occasional punctuation, then I’ve given it a bash,” says Jonathan Crossfield , a Sydney-based marketing consultant.

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.

Australia’s Women In Sales, The Tall Poppy and The Convict

Bernadette McClelland

What a random collection of categories to demonstrate thought leadership.

HR Strategy: How to Overcome the Challenges New HR Leaders Face

Sales Benchmark Index

Podcast Talent Strategy

Which Thoughts Affect How Successful You Will be in Sales?

Understanding the Sales Force

I finished reading Game 7 - Ron Darling's book on the final game of the 1986 World Series , and I'm half way through Shoe Dog - Nike creator Phil Knight's memoir.