Trending Sources

3 Sales Tips from an Engineer Turned Saleswoman

No More Cold Calling

What do women in sales and engineers have in common? An engineer who sells? She is off-the-charts bright, with degrees in both statistics and physics, so engineering was a natural career choice. Every year or two, she switched roles—from product development, to test engineering, to design. Engineers look for solutions to problems. Engineers see patterns.

Datahug. A Relationship Search Engine for Your Business.

Dave Stein's Blog

The analytics engine monitors this to build up a dynamic database and applies a powerful relationship algorithm to make the connections and undercover who knows who and how well they know them right across the company’s entire network of connections. Prior to Datahug, Connor worked as a Management Consultant with PA Consulting Group in New York, Washington DC and London. CM: Sure.

Datahug. A Relationship Search Engine for Your Business.

Dave Stein's Blog

The analytics engine monitors this to build up a dynamic database and applies a powerful relationship algorithm to make the connections and undercover who knows who and how well they know them right across the company’s entire network of connections. Prior to Datahug, Connor worked as a Management Consultant with PA Consulting Group in New York, Washington DC and London. CM: Sure.

How to Start an Awesome LinkedIn Group

Vertical Response

One excellent way to establish credibility organically is to launch a LinkedIn Group. million groups running the gamut from a few members to thousands. Duke Long, a commercial real estate agent in Indianapolis , has been engaging colleagues nationwide with a LinkedIn group focused on social networking. But as a group manager, you’ll discover that’s a good thing.

The Potential Engine (A Note to Sales Leadership)

The Sales Blog

The Potential Engine (A Note to Sales Leadership) is a post from: The Sales Blog | S. sales organization is an engine. Your job in leadership is to get the very highest performance from that engine. But the real question is, “Are you getting the most from the engine? Or are some woefully behind while one or two outperform their peer groups? Anthony Iannarino.

The Three Stakeholder Groups Your Sales Process Serves

The Sales Blog

The Three Stakeholder Groups Your Sales Process Serves is a post from: The Sales Blog | S. If it is designed and executed well, it will serve all three of these stakeholder groups. Your process should be a reverse engineering of all of the activities you must take, as well as the commitments you must gain, as you move forward from target to close. Anthony Iannarino. good sales process can help you to win your opportunities—and faster, too. But a good sales process has three different sets of stakeholders. Your Dream Client’s Stakeholders. You, Your Deal, and Your Quota.

Who Had the Greatest Professional Impact On You in 2016? Tom Pick!

Babette Ten Haken

One of our colleagues, Jim Keenan , challenged our group of 50+ specialists to create a meme about the one person who had the greatest impact on our professional development this year. She serves manufacturing, IT and engineering intensive companies. My colleague, Deb Calvert , and I collaborate with some wonderful people every day of the year. We challenge you to do the same.

Guest Post: Are Your Referrals Real Ones?

Jonathan Farrington

She gets people together who are often on opposite sides of the table, like engineers and sales people or entrepreneurs and investors. Her company, Sales Aerobics for Engineers®, LLC ,  works with entrepreneurs, start-ups & investors, as well as small businesses and manufacturers, focusing on revenue-generating and portfolio-building business development strategies. Register now.

Big Data Collaboration Platforms drive Enterprise Insights

Babette Ten Haken

Except replace the words “software design” with engineering, operations, business, finance, human capital. Rather than only creating predictions for groups of patients, the data also yield customized, personal, per-patient predictive insights. She serves manufacturing, IT and engineering intensive companies. Big data collaboration platforms catalyze organizations to overcome barriers to cross-functional, organizational collaboration. Now before your business brains time out and your eyes glaze over, take a few deep breaths and read on. Read that sentence again. Take action!

Different Professional Perspectives create IIoT Opportunities

Babette Ten Haken

These groups configure and reconfigure depending on type of project and desired outcome, according to Deloitte. The stereotype: If you are an engineer, you collaborate with design engineers, Owners, financers and planners. Isn’t it about time to cross the sales-engineering interface® and share your differing professional perspectives with each other? Babette Ten Haken.

Data 16

Retaining Customers on Blog Post Roundup July 2016

Babette Ten Haken

Because while the first sale involves sales teams, the care and feeding of customers, once won, is up to a mostly non-sales group of extremely talented and valuable employees. Lunchtime #Collaboration Groups catalyze #Workplace Collaboration [link]   @babettetenhaken #professionaldevelopment. She serves manufacturing, IT and engineering intensive companies. hope so. Babette.

Manage Your Churn or Pay the Consequences – Why Churn is Part of Your Sales Engine

A Sales Guy

One of the first things that new Ford CEO Alan Mulally did was  take a small group of executives to Consumer Reports  to get an assessment of their vehicles and understand the weaknesses. I spend a lot of time on this blog talking about selling and making new sales. What I haven’t talked a lot about is protecting the base or preventing churn. By Zach Bulygo  from Kiss Metrics. Myspace.

Post Sale Team VoC and IoT Customer Retention

Babette Ten Haken

Their skills are particularly valuable after the sale: when sales and engineering promises meet the reality of daily end user workplace experience. . The voice of the customer is captured in a variety of ways: direct discussion or interviews, surveys, focus groups, customer specifications, observation, warranty data, field reports, etc. Think about it. Innovate to retain customers.

“Hello, My Name is Jonathan, and I am a Salesman”

Jonathan Farrington

Earlier this year, my good chum, Dave Kurlan, he of Kurlan & Associates and Objective Management Group , conducted a survey with the primary objective of trying to discover whether levels of trust in the sales profession were increasing or decreasing. General Dave Kurlan Objective Management Group OMGare thought to be amongst the best salespeople in the world. Strange but true!

Is Catalog Selling a Smart Strategy for the Smart Plant?

Babette Ten Haken

Your company becomes synonymous with one decision, one piece of equipment, a group of spare parts and a purchase order number. Your company’s offerings represent the breadth and depth of your organization’s technical and engineering expertise, industry expertise, domain area expertise. How would you articulate this game plan to decision makers, buyers, engineers and operators?

7 Things You Didn’t Know You Could Do with Google Adwords

Vertical Response

Google Adwords is a very powerful tool packed with lots of features to help you get the most out of your search engine marketing efforts. As Google sums it up, “Flexible bid strategies automatically set bids to optimize for your performance goals across specific campaigns, ad groups, and keywords.” Having trouble reaching or maintaining certain acquisition goals? All rights reserved.

Google Adwords Changes You Want to Know

Vertical Response

Per , “The key difference is that desktop and tablet device bids will be grouped and mobile devices bids will be based on a percentage of the desktop and tablet bid.” But now with Enhanced Campaigns, you can have more granular control over each extension and also at an “ad group” level. What does this mean for you and your business? All rights reserved.

Are You Ready for SEO Marketing?

Increase Sales

For many in mid-size to small businesses, search engine optimization marketing.  No engagement on LinkedIn groups is also a turn off. Hopefully, your small business will react better than the majority of small businesses who still lack a website less alone a search engine friendly one. Hear the acronym SEO along with marketing and what comes to mind? They want to be engaged.

How to Write a Winning Pay Per Click Ad

Vertical Response

According to David Jaeger in the Search Engine Watch article, “ How to Write the Best PPC Ad Copy …” Jaeger suggests that researching and noting what your competitors are doing is a great place to start when writing pay per click ads. For example, if you offer a product that only serves a niche group, it’s good to include that info within your ad. Qualify Customers.

Does My (non-sales) Department Need Sales Training?

Empowered Sales

But what about the engineering, accounting or shipping departments; why should you care to provide sales training to those folks? If you’re accounting or engineering department doesn’t understand how to get along well with other groups, chances are you’re making life more difficult for your entire company. But you know what? Sales Training.

Sales 11

Why Your Indiscriminate RFQ Mill is not a Sales Model

Babette Ten Haken

Previously, the corporation had functioned as a group of independent divisions for a long time. An indiscriminate RFQ Mill travels along the road to engineering chaos. Asking engineering staff to inquire amongst their peers about any upcoming projects requiring RFQ submittal. The engineers became busy “selling.” Did I just describe your own company?

The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016

DiscoverOrg Sales

Our Sales Ops group also accelerated the team’s performance by implementing new sales productivity technology to setup campaigns and track performance. While we supported many groups each year, last year DiscoverOrg raised the bar to an entirely new level. I remember it so vividly that it’s crystal clear. Really? They want faster growth ? That’s a monumental challenge. Period.”!

Time to Fall Clean Your Marketing Toolbox

Increase Sales

Paid advertising, membership in referral groups, local chambers and other B2B networking groups are other heavy tools.  Have you updated your website to make it search engine friendly? Fall is here.  Now is the perfect time to clean out your marketing toolbox and refresh it for the forthcoming last quarter of this year and the first quarter of next year. So what is currently in your toolbox? Upon opening your toolbox, you will have a removable upper tray that contains your lightweight marketing tools. Down below is a larger compartment to hold those heavier tools. 

Tools 40

What the Sales World Can Learn from Marathon Participants

Understanding the Sales Force

If you’ve been reading my Blog for the past 8 years and 1,150 articles, then you have no doubt read that salespeople can be categorized into 3 groups. According to the data amassed by Objective Management Group’s (OMG) assessments of nearly 750,000 salespeople: There is an elite group of salespeople but it represents only 6% of the sales population. This is a hobby.

What You Stand For: Building a Team Philosophy and Code of Conduct

The Productivity Pro

While most of us aren’t engineers, we understand the basics of their work. Coworkers can’t succeed as a team, much less excel, if we can’t construct a solid foundation upon which to erect the framework that supports and strengthens us, both as individuals and a group. The best work groups in both categories begin by establishing a solid foundation as a team.

The Myth of Selling as a Highly Paid Profession

Sales and Management Blog

We in sales work in what we like to claim is one of the highest paid professions, yet statistics indicate we are, in fact, employed in one of the lowest paying professions.  In fact, we are engaged in a business that is unevenly divided between a relatively small group of highly skilled professionals, earning some of the highest wages in the world, and a huge group of unskilled and semi-skilled laborers, earning unskilled and semi-skilled wages. Engineer: Less than one-year experience:    $55,011. One of the Lowest Paid Professions. Notice something?  And sales? 

7 Steps to Build Your Lead Gen Machine

Sales Benchmark Index

Leads fuel the revenue engine. Don’t skip this step or you’ll build your lead gen engine in the dark. Most complex purchasing decisions are made by a group. The group or Buying Decision Team typically consists of: Ultimate Decision Make r – Final approval of the decision. I have never spoken to a sales leader who didn’t ask for more qualified leads. Don’t skimp.

Buyer 104

Does Your Customer Want An Expert or a Resource?

Fill the Funnel

Are you working overtime in LinkedIn Groups, answering dozens of questions via LinkedIn Answers, or responding to questions on or Quora ? How about being a resource that can bring in the finance “expert” or the engineering “expert” when needed, rather than attempting to be the expert in all those things yourself? How is that working for you?

Why Your Reps Ignore Sales Improvement Projects

Sales Benchmark Index

Field Validation —Have a small group of reps and managers use the generic prototype. This solves over engineered approaches when somebody in training design a new process. Encourage the group of reps and manager to put their fingerprints on it. Plan to have this group assist in the training at sales kickoff. You are looking back wondering if you got a return. Crickets.

Reinventing Sales Wheels or Just Spinning Them?

Babette Ten Haken

Keith Sawyer’s seminal book, Group Genius: The Creative Power of Collaboration details the steps major organizations undertook to alter the workplace and the way in which employees work together in order to achieve breakthrough growth, expansion and sustainability. She serves manufacturing- and engineering- intensive companies, focusing teams on creating enduring business outcomes.

LinkedIn Training for B2B Social Selling

Fill the Funnel

Over the last year I realized that I cannot serve all of my requests for individual, group or corporate training on LinkedIn for sales, while maintaining my speaking and writing goals without a new approach. In this training series, you’ll learn how to create a professional profile and optimize it so that search engines find it easily. She IS my LinkedIn trainer! All Rights Reserved.

3 Reasons Why Thinking-Outside-the-Box is Harmful to Sales Productivity

Smart Selling Tools

It’s when your idea isn’t overly creative, it’s simply over-engineered. Think outside the box. Outmaneuver and outsmart. Outfox and outwit. In our zeal to out -shine the competition there’s a lot of pressure to outdo yourself. If you can come up with that magic bullet or learn the secret tips and techniques, you’ll have a competitive advantage – yes? Perhaps. Perhaps not.

How B2B Reps Use Social Debt to Get Sales Support

Sales Benchmark Index

Sales Support includes groups in Product, Marketing, Care, Legal, and Research. In spite of these perceptions, these groups need each other to be successful. It’s not easy for a Sales Rep to obtain support from these groups. Sales engineers, product managers, pricing teams, etc. B2B Sales Reps compete with their peers for sales support resources. Social Debt Economics.

B2B 88

Enabling Better Decision Making: The greatest Big Data challenge

Brian Vellmure

According to Iyengar, “when humans are given 10 or more choices, they make bad decisions” Perhaps that’s why marketers have been trying for so long to get on the first page of search engines. Social Media, Collaboration, and Customer Insights with an elite group of experts: April 4-6, 2011. It was more of an adventure than you might imagine. 30% of those bought some.

Data 118

Sign Of A Healthy Sales Team Is An Empty Conference Room

Fill the Funnel

Use them to get that face-time with each other one-on-one or in groups from two to two hundred and more. Have a question arise about a tech challenge, add in your system engineer or manufacturing team. Conference rooms and weekly sales meetings are relics of a time without the internet, webcams, smartphones and powerful web tools. How long do your weekly sales meetings usually last?

[Message to Management]: 74 Percent of Salespeople Are Failing

No More Cold Calling

Dan Lyons explores this issue and shares research from the Objective Management Group in his Hubspot post, “ Study: 3 of 4 Sales Reps Have No Idea What They’re Doing.” He writes: At first glance it seems shocking that there could be a profession in which three-quarters of practitioners are inept. Engineers study engineering. Did you learn to sell in school? didn’t.

What’s The Problem With Demos

Partners in Excellence

The sales team was speaking to a group of design engineer at GM.  The engineers shared the way they currently did it, the problems it created, how much time it took, the errors, the “do-overs,” and the challenges of translating the design into a drawing.  They sat down, with the engineers watching, and they designed the part.  They did in a few hours, what had taken the engineers weeks.  They had a lot more to do to win the deal, but in that demo, they won those engineers. My suspicions were confirmed.  And then the demo would be over.

The 14 Best Marketing Infographics of 2014

Vertical Response

Snapchat for Brands ; The Website Marketing Group. Search Engine Optimization aka SEO. Everyone loves a good infographic. They combine visually attractive design with useful tips, fascinating statistics, and other information that’s actionable and easy to digest. What’s more, they’re tailor-made to be shared, forwarded, tweeted and pinned! Retail.

LinkedIn Study Women In Sales

Score More Sales

Although the conference is not still in existence, he group of women sales experts still meet annually – we are called Sales Shebang® and I’m honored to be leading this group now. Over at The Bridge Group, Inc , colleague Trish Bertuzzi wrote about Hiring More Women in Technology Sales  with some great insight, such as: On the topic of assertiveness –. Read his post here.

Study 113

3 Reasons Why Thinking-Outside-the-Box is Harmful to Sales Productivity

Smart Selling Tools

It’s when your idea isn’t overly creative, it’s simply over-engineered. Think outside the box. Outmaneuver and outsmart. Outfox and outwit. In our zeal to  out -shine the competition there’s a lot of pressure to outdo yourself. If you can come up with that magic bullet or learn the secret tips and techniques, you’ll have a competitive advantage – yes? Perhaps. Perhaps not.