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…
Articles
Browse articles submitted by SBCN members past and present
The Sales Mistake Costing You Deals: Address the Elephant in the Room
by Tom Reilly
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…
11 WAYS TO BUILD TRUST
by Janet Benedict
Say what you are going to do and then do what you say! Communicate, communicate, communicate. Frequent, honest communication builds trust. Poor communication is one of the key…
Fear Knocked
by Tom Reilly
Fear knocked on the door. Faith answered. No one was there.The cure for most fears is action.I have been amazed many times by how I could spend days or weeks fearing something,…
Will AI Take Your Sales Job?
by Tom Reilly
According to experts, the answer isn’t clear-cut—but one thing is certain: AI is transforming sales.In a recent panel for The International Journal of Sales Transformation, sales…
The 3 C's of Body Language
by Tom Reilly
Understanding non-verbal communication is critical for anyone in a position where influence is important. The better we understand the people we are working with, the better we…
The Camera Off Dillema
by Tom Reilly
Video sales calls are here to stay. We’ve all been on calls where we have our camera on and the client doesn’t, and this can have a direct impact on our sales cycles and rep…
Serve Your Future Self
by Tom Reilly
It’s the best definition of self-discipline I’ve ever heard.Your future self has no choice but to deal with the decisions you make in the present moment.We all have things we’re…
Small Business Community Network 21 Year Anniversary Event
by Dave Ockwell-Jenner
On November 20th, 2024 the Small Business Community Network (SBCN) held a 21st Anniversary Event to celebrate a major milestone in our mission to support small businesses.Founded…
Here are five reasons why people in Kitchener should consider buying life insurance right now.
by Glenn Stewart
Life insurance can be a crucial element in achieving your financial goals beyond just saving and investing. If you’re working to improve your…