Understanding the Sales Force

SEPTEMBER 24, 2015

If you were in a cold climate in the middle of winter and your car was parked outside overnight, would you shift into drive without letting the engine warm first? Would a runner sprint without stretching? If the concept of warming up makes perfect sense, then why in the world would salespeople do this?

Prospecting 120

Prospecting Engineering How To Sales 120

Understanding the Sales Force

AUGUST 11, 2014

Don''t engineer anything. When they become emotional bad things happen. The best way to stay in the moment is to stop thinking. Just listen. Don''t think. Don''t strategize. Don''t plan. Don''t script a next move. Don''t get creative. Don''t worry. You know Nike''s tagline, "just do it." Well use my tagline, "Just don''t.".

Coaching 283

Coaching Engineering Exact Sales Management 283

Understanding the Sales Force

FEBRUARY 17, 2014

Let''s take a stutter step and use Application Engineers as an example. In this case, the way that IT should support sales is by staying out of the way, like an application engineer in the sales process. At first glance, you might not think that IT has much of an impact on sales and you would be correct.

CRM 274

CRM Webinar Metrics Engineering Report 274

Understanding the Sales Force

JULY 31, 2014

Ben inherited part of that team but he engineered the draft, trades, signings, releases and promotions that became the final design of the 2012 Red Sox. Under first year GM Ben Cherington, the 2012 Red Sox were horrible. They finished last after 10 years of playoff appearances and World Series titles in 2004 and 2007.

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Hiring Engineering Promotion Coaching 224

Understanding the Sales Force

FEBRUARY 20, 2014

And why leave it to others - you know - manufacturing, design, engineering, shipping, customer service, billing, IT, the consultants, delivery service, technicians and anyone else that might need to get involved to complete the customer experience. Isn''t there a lot that can go wrong between now and then?

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Scale Referrals Webinar Metrics Conference 214

Understanding the Sales Force

APRIL 23, 2014

If you’re a structural engineer and you screw up…if you’re a cop and you shoot an innocent victim, if you’re a bus driver, train conductor, airline pilot, or ship’s captain and you hit something…if you’re in manufacturing and you turn out defective products…if you’re a safety inspector and you “pass” a product that fails…. Losing is OK.

Airlines 284

Airlines Groups Forecasting Engineering 284

Understanding the Sales Force

OCTOBER 21, 2013

However, if we are discussing a more complex sale, or your company is an underdog (higher-priced, newer company, smaller company, new technology, expensive, customizable solution, engineered solution, story to tell, or otherwise not the price or market leader), then you not only have salespeople, but they must overcome resistance with nearly every (..)

Lead Rank 250

Lead Rank Decision Maker Sales Qualified Lead Call-back 250

Understanding the Sales Force

FEBRUARY 12, 2024

You must master your ability to lower resistance, something that is especially difficult for subject matter experts, consultants, sales engineers, salespeople with strong egos, those who can’t read the room, who aren’t especially attentive to subtle reactions, and well, morons.

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Sales Cycle Engineering Selling Skills Meeting 203

Understanding the Sales Force

JUNE 8, 2023

Not just different, but crucial because sales is a company’s economic engine. At the same time, it’s important to understand that sales, sales effectiveness, and the training to develop those abilities, are different from every other role in a company. Be smart about it!

Training 156

Training Face-to-face Travel Groups 156

Understanding the Sales Force

SEPTEMBER 10, 2014

And the video must be served from a high end video server like Wistia, or a for the masses search engine like YouTube. Membrain - my all-time favorite Pipeline Management/CRM application. Live in it. Wistia and YouTube - you need video!

Google 130

Google Travel Exact Video 130

Understanding the Sales Force

DECEMBER 20, 2012

Popular behavioral styles assessments, like the various versions of DISC, produce findings along four dimensions (categories) while some personality assessments, like those using the PF16 as their underlying engine or instrument, can measure traits in as many as sixteen dimensions.

Hiring 163

Hiring Case Study Study Face-to-face 163