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

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

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. But are you ready to really commit to doing the things that will catapult you into that rarified air of top sales producers? And chance are, you know who these top producers are.

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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 […]. Blog Networking Professional Selling Skills Prospecting Sales Motivation networking prospecting social social media

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. And what led us to this meeting and reconnecting was authenticity and authority.

Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

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! ]]. Objection Handling dealing with objections

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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. 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: A […]. Blog leadership executive sales leader briefing leader sales leader sales leadership

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

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! ]]. Customer/Client Retention customer loyalty Repeat Business

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!

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!

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. The ones who persevere and come out on top build a mental firewall, stopping pessimism from overpowering them. 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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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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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. As you seek advice from your peers, one veteran tells you “You gotta buckle down and make more calls”, sage advice from someone who is under quota.

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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 […]. Blog Professional Selling Skills Sales Motivation quotas sales goals sales motivation

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.

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

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

Bernadette McClelland

What a random collection of categories to demonstrate thought leadership.

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. When your rep loses a real opportunity, it’s because of a poor follow up. You sales rep couldn’t touch base either in the right manner or failed to follow-up enough. . Time kills deals!

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. read more

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The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

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

#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. For me, Ita Buttrose from Australia probably came to mind because I have met her and we both share a quirky speech imperfection, commonly referred to as a listhp.

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. While I have never wavered on the importance of sales process, I have modified my thinking on why it's so important, what it must consist of, how it should work, and how it should be integrated into CRM. Dave Kurlan Baseline Selling sales process gazelles growth institute

[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. Are your sales reps still wasting time with cold prospecting—sending emails and social media requests to strangers who aren’t expecting to hear from them?

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

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

Too cute by half

Sales and Marketing Management

Issue Date: 2016-07-01. Author: Paul Nolan. As we were headed to press with this annual issue on technology and its impact on the worlds of sales and marketing, the Tribune Media Company, owners of such notable newspaper brands as the Chicago Tribune, Los Angeles Times, and Baltimore Sun , announced it is rebranding the company as “tronc.” ” No, that’s not a typo.

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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. They're similar books because each devotes so much ink and analysis as to how their own thinking and beliefs - both positive and negative - shaped their actions and outcomes. Read them and imagine sales instead of baseball and entrepreneurship, and both books will help shape the ideal thought process to support selling!

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 launched this morning to an audience hungry to improve, update and create attention-grabbing video messages and content.

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[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

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

Sales Benchmark Index

Article Sales Strategy

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. On his entertaining and informative blog (, Crossfield sounds off on a wide range of ideas regarding using words to build your brand. We focused our discussion on content marketing.

The Free Sales Training Conundrum

Increase Sales

This morning I read a posting about “free” sales training or any other training. Those who provide training and development services especially the solo entrepreneurs are retreating to offering free as an incentive to increase sales. We see this with many of the e-courses now being offered. The first one is free and thereafter there is a price to pay. Of course, free sales training does not pay the bills. . Free does not create value.