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

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.

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.

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! ]].

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 […].

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.

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

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2 Key Components In Building Unbreakable Customer Loyalty

MTD Sales Training

When we ask clients why they buy services, we naturally get a wealth of information that allows us to pinpoint the very things we need to do to gain their business. Not only that, it creates. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

#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.

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.

Sales Training Playbook by Lessonl

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

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

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!

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

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

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.

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 […].

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

Bernadette McClelland

What a random collection of categories to demonstrate thought leadership.

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

Sales Benchmark Index

Article Sales Strategy

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.

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.

Film 199

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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What is the Minimum Acceptable Close Rate on Leads?

Pointclear

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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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

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!

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.

[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.

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.

The Sales-Ready CEO

Sales Benchmark Index

Magazine

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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.

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.

New Video Tool Is Grabbing Your Customers Attention

Fill the Funnel

Video is the magic sauce right now in sales and marketing. And yes, you can add audio to the animations! Not only is video the secret weapon behind many of the most successful sales and marketing campaigns currently, but it can help make the difference in your customers decisions. Viddyoze 2.0

Tools 87

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.