With the rise of AI, it is more important than ever to develop deep specialization within your field. AI is quickly taking on the more generic administrative workload within…
Articles
Browse articles submitted by SBCN members past and present
The Power of Ignorance in the Age of AI
by Tom Reilly
“I Need to Think About It”
by Tom Reilly
Over the years, I’ve seen many suggestions on how to handle this common sales situation, and most of them miss the mark by a wide margin.The usual advice is to first lower the…
The 3 Pillars of Sales Enablement
by Tom Reilly
Sales enablement can be one of the greatest investments you can make in your organization to drive top and bottom line growth. When done correctly it will turn your sales force…
Give Them Permission to Say ‘No’
by Tom Reilly
Aside from inefficient sales opportunities, nothing wastes more salespeople’s time than the eternal ‘maybes.’These are the accounts that have shown some interest, have related…
Break the Pattern: Stand Out and Win in Sales
by Tom Reilly
In The Power of Habit, Charles Duhigg points to research that determined 40%–80% of what we do is done automatically.The brain is an efficiency machine, and automated processes…
This Is Not Just Another Business Event. It’s the One You’ve Been Waiting For.
by Andrew Leith
Let’s start here... If you’re even considering attending the ExecuGrowth Formula on April 29, stop reading and grab your ticket now.Seats are moving quickly, and this is the kind…
Assumptions Are Deal Killers: Here's How to Eliminate Them and Win More Business
by Tom Reilly
Nothing Kills Deals Faster Than AssumptionsAssumptions don’t just clutter your pipeline—they derail deals. In every deal review I conduct, I’m constantly on the lookout for them.…
The 3 Keys to Influence
by Tom Reilly
There are three master keys that, when properly leveraged, can enable almost anyone to do almost anything.These are the same three keys that cause wealthy, educated people to join…
The Sales Mistake Costing You Deals: Address the Elephant in the Room
by Tom Reilly
Most sales reps I have worked with sit in client meetings with a huge elephant in the room. And, like most elephants, they completely ignore it and jump straight into their sales…
The Simplest Way to Revenue Growth
by Tom Reilly
It’s one of the most powerful ways to stay competitive and grow your revenue. Yet, surprisingly, almost no one does it.Here’s the game-changing question I ask Fortune 100…
The 5 Golden Discovery Questions
by Tom Reilly
Proper discovery is the most important part of any sales cycle. Properly gathering information during this phase about your customer, their pain points, and decision-making…
Process vs. Skills: The Missing Link in Sales Mastery
by Tom Reilly
As someone who loves learning, I've been through countless sales training programs throughout my career. Each one usually offers a golden nugget or two that becomes a lasting part…