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Sales Leadership Talent of Respecting Policies

Increase Sales

Failure to adhere to the rules can bring disastrous results to all involved and this is why respecting policies is a sales leadership talent. We have all seen the results of failure to adhere to policies and standards from Bernie Madoff to the the recent tragedy with the South Korean ferry boat. Organizations from the very small to the largest of the large run by rules.

Why Companies Create Stupid Policies

A Sales Guy

So, why do companies make stupid policies like this? These policies CLEARLY aren’t aimed at customer service. Policies like this provide NO intrinsic or measurable customer value. So, why do companies create stupid policies like this? Policies like these are put in place because the company is struggling, revenue is declining, profits are shrinking, etc.

6 Rules for an Effective “No Negotiation” Policy

The Sales Hunter

Does your company have a “No Negotiation” policy when it comes to sales? Once the policy is implemented, there are six rules to follow. If you don’t adhere to them in the first few weeks after the policy is established, then there is little chance the policy will work. Management supports the policy 100 percent. These rules are: 1.

Unless It Serves The Customer, It Ain’t Good Policy

Bob Burg's Blog

Have you ever had a discussion with someone at a place of business and been told that the reason they cannot do what you need is because, “It’s our policy.” ” Or, have you seen a sign on the wall stating a policy…and it wasn’t a “fun” one? General The Go-Giver business Corey Jahnke customer service policyI Love It!

Honesty Isn’t The Best Policy.

Dan Waldschmidt

Honesty isn’t the best policy. The post Honesty Isn’t The Best Policy. You can’t tell your customer that your product doesn’t work as well as you hoped it would. You can’t tell your best customer the real reason why their invoice got messed up. The underbelly of business can get pretty complicated — and ugly. It doesn’t look good to you and would be absolutely terrifying to your best customer. Sometimes you have to take the blame for something that isn’t really your fault. Delivering the honest answer will put you out of business.

Principles, Not Policies Drive Performance Effectiveness

Partners in Excellence

It starts out harmlessly, some policies, some rules. “Please comply with the following procedures… ” We’ve all seen them. Don’t get me wrong, rules and policies have their place. We can never establish the rules, policies and procedures that cover everything we face in our work environment. Principles or the policies?

Why Honesty Isn’t the Best Policy.

Dan Waldschmidt

One of the age-old philosophies of ethical business is the idea that “honesty is the best policy.” Honesty is a great policy. But do not confuse honesty with the best policy. The best policy is kindness. ” And while that quote makes a great axiom in a Ben Franklin almanac, the philosophy of the statement hardly applies today. And not because honest is no longer important. It is. And not because honesty isn’t the ethical choice. Because it is. The reason why that philosophy doesn’t work is because of how we interpret it. Complete honesty.

Honesty Is The Best Policy

Sell More and Work Less

As salespeople, we spend many hours investing in our own knowledge. Workshops, conferences, coaching, books…the list goes on! The best sellers are always looking for new ways to increase their knowledge and expose themselves to new information. This is such an essential key for massive success in sales, but it won’t do you any good […].

Trustability Is the Best Policy

The 1to1 Media Blog

If the roles were reversed, would a company be so honest: On a recent shopping trip I visited Dick's Sporting Goods to purchase snow boots for myself and for my daughter. While there we added gloves and several other items to our cache. The line was long and full of customers impatiently shuffling their purchases as one harried cashier rushed to ring up sales and quickly as possible. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog. Customer Experience customerexperience customertrust trustability

Cold Calling When You Don’t Know Who To Call

MTD Sales Training

Cold Calling Technique cold calling how to handle the no name policy tips on cold callingCold calling is difficult enough, but when you do not have any information, when you do not know the name of the decision maker (DM), it is even harder. Below is one way to make your job a little. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Company Policy and the other Company Policy

A Sales Guy

This particular time, the Subway sandwich artist (as they were once called in an old marketing campaign) told me he it was against company policy to make a footlong that way and he would have to charge me for two 6 inch subs. ” The brilliant sandwich artist replied with a brilliant answer, “You are asking me to break company policy. For most companies, there are two types of policy’s. The first company policy is to deliver an amazing customer experience, period! The second company policy is all the stuff in the corporate handbook. Share.

The Ultimate ‘NO’ and How to Overcome It

Buyer Insights

Business Case Business Case Buying Buying Process Help The Buyer To Buy Procurement Policy Tips for Sellers Business Case Selling Buyer-Seller Insights justify the decision Purchase Justification Ray CollisFew people would accuse those in procurement roles as being ‘yes men’ But perhaps a direct ‘no’ is less common than people think. Those in procurement and finance have found a more effective way of stopping buyers (and those who want to sell to them) in their tracks. It is to ask for a cost-benefit […].

Could The iPad Kill Solution Selling?

Buyer Insights

Buying Horror Stories Procurement Policy Buyer Insights Buying Process Consultative Selling iPad Los Angeles iPad Scandal Pre-tender Consultation with Suppliers Procurement Ray Collis salespeople Solution Selling Tender The Asg Group But what you probably don’t realize is that the iPad may be hastening its demise. More specifically the much publicized failure of one […].

How to Kill Social Selling at Your Company

Sales Benchmark Index

However, company policies against social media are hampering many a sales team. I’ll explain the first component, Policy. I even provide a sample Social Media Policy for Sales. Policy – It all starts here. Without a policy to govern social media use, expect problems and inconsistencies. HR Business Partners to sales should help drive the creation of a policy.

Episode 11 – Reaching the Clients You Are Meant to Serve with Michael Port

The Sales Blog

I had a chance to spend some time with Michael at Chris Brogan ’s ImpactNext event in New York City, and I asked him to step In the Arena to talk about the Red Velvet Rope Policy, the hero inside of each of us, why the common sales wisdom is often wrong, and how acting has helped him with his speaking. In the Arena Podcast Client Acquisition Dream Clients In the Arena inner critic Michael Port Red Velvet Rope Policy sales selling success the hero inside Episode 11 – Reaching the Clients You Are Meant to Serve with Michael Port is a post from: The Sales Blog | S. Show Notes.

PBTO50: Understanding Why We do, What We do with Dilip Soman

Mukesh Gupta

His researches behavioural economics and its applications to consumer wellbeing, marketing and policy. He takes the concepts of behavioural economics that were introduced by Dr. Richard Thaler and shows how they can be implemented in a personal, organisational and national policy making to improve our chances of making good decision. Cookie jar with a timer. Theory of decision points.

Email Marketing Terms You Should Know (Part 2)

Inside Campaigner

Privacy policy: A clear description of how your company uses the email addresses and other information it gathers via opt-in requests for newsletters, company information, and third-party offers. State laws may compel you to explain your privacy policy, where to put the policy statement so people will see it, etc. To read Part One, click here. See Dedicated Server in Part One.

Sellers Beware: The Procurement Gap

Buyer Insights

Buying Process How Buyers Buy Procurement Policy Buyer Requirements Buying Decision Buying Logic Myths of Buying Sales PerformanceThere is often a gap between how the buying decision should be made and how it is actually going to be made. That is between the buyers internal procedures, or external view of buying best practice and the everyday reality of rushed, or messy decisions.

Developing a Social Media Policy and Guidelines

Social Media and Sales Strategy

Stephen Jagger and I talk about the importance of having a set of guiding principles and policies for your organization as you enter the social media space. Following is a direct excerpt out of our book of our social media policy and guidelines we call the Sociable! In our book Sociable! We developed one for ourselves and the other people that are involved in Sociable! with us.

Developing a Social Media Policy and Guidelines

Social Media and Sales Strategy

Stephen Jagger and I talk about the importance of having a set of guiding principles and policies for your organization as you enter the social media space. Following is a direct excerpt out of our book of our social media policy and guidelines we call the Sociable! In our book Sociable! We developed one for ourselves and the other people that are involved in Sociable! with us. Code of Engagement: #1) Treat every action as if it will be recorded for eternity. Almost everything we say online is recorded, logged and backed up somewhere. 2) Talk about what you know. Being Sociable!

Paid Maternity Leave Carves Path for Women in the Workplace

The 1to1 Media Blog

Employee Engagement healthy employee policies healthy families act paid maternity leave policies the US and maternity leave In his annual State of the Union Address last week, President Obama outlined his proposal for Congress to allow six weeks of paid maternity and paternity leave for all workers. On Jan. 15, Obama already signed a presidential memorandum guaranteeing federal workers six weeks of paid leave if they have a new child.

Should you let your sales team publish content using social media?

Social Media and Sales Strategy

You haven’t or will not equip them with – The rules of engagement and a social media policy – Training in the tools of engagement – Accountability in place – once engaged it’s game on – have a framework support and accountability. Today’s podcast answers the question “Should you let your sales team publish content using social media?” ” I cover 5 reasons sales professionals should not be publishing content on social media and 13 reasons they should be. You have so much profitable business that you couldn’t handle any more. It can save time.

Should you let your sales team publish content using social media?

Social Media and Sales Strategy

You haven’t or will not equip them with – The rules of engagement and a social media policy – Training in the tools of engagement – Accountability in place – once engaged it’s game on – have a framework support and accountability. Today’s podcast answers the question “Should you let your sales team publish content using social media?” ” I cover 5 reasons sales professionals should not be publishing content on social media and 13 reasons they should be. You have so much profitable business that you couldn’t handle any more. It can save time.

Pipeliner CRM Tip: Import LinkedIn Contacts With Capture by RingLead

Pipeliner

We were disappointed with this LinkedIn API policy change, as from our perspective, we were respecting the data integrity and promoting LinkedIn usage from within our application. At the beginning of the May 2015, we were required by LinkedIn to shut down the Pipeliner CRM Integration with LinkedIn. We have since been searching for a […]. Tips and Tricks

Sales as a Spiritual Practice

Sharon Drew Morgan

As outsiders we can’t know the tangles of people and policies that hold the problem/need in place. The buyer and the system the buyer lives in , including people, policies, job titles, egos, relationships, politics, layers of management, rules, etc. The ability of the buyer to manage the disruption that a new purchase would incur on the system, people, and policies. Win-win.

Buyer 42

6 Mistakes Salespeople Make and 7 Sales Strategies to Stop Making Them

Pipeliner

The vendor went on to explain that their “policy” does not allow you take the training in another calendar year. When she held steadfast to the policy I laughed and asked her if she knew how many companies sell the exact same product her company does? After a year of working to close that deal, they lost my business over a minor policy. So what does the rep do?

To Engage or Not to Engage, that Is the LinkedIn Quandary

Increase Sales

Since LinkedIn changed its groups policies, these engagements are overwhelmingly from update posts. LinkedIn for B2B professionals does matter. For the last few years I have been conducting my own private research and learned, at least for me, the top 5 reasons why people ask to be connected. #1 1 Engagement. The super majority of people (nearly 60%) send me invitations because I have engaged with them or with one of their connections. Prior to this change, the invitation outreach was through groups. In quite a few instances, I will then receive an invitation to connect. #2 4 Referrals.

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

Sharon Drew Morgan

– How could we be certain that the people, policies, rules, and goals we had in place would fit comfortably – would buy-in – with anything new we might do? And the process of navigating through the people and policies within the status quo to garner consensus for a potentially disruptive change is a confusing process. But I was wrong. THE JOB OF A BUYER. Help them. Sales

Buyer 42

Trade: A Time for War…or Peace?

Pipeliner

The president-elect announced the creation of a new National Trade Council inside the White House to facilitate industrial policy, and named an ardent skeptic to trade with China, economist Peter Navarro, to head it. Why is trade so important, and why has a company that produces a CRM solution gone to the time and trouble to create an ebook about trade? Let’s take a look at some recent expert comments about trade: Free trade has become even harder to sell to a public perceiving a competitive threat from developing countries. Financial Times Weekend , 12/12/2016 Life & Arts Page 1.

eBook 98

How To Help Buyers Shift Their Status Quo

Sharon Drew Morgan

To add anything foreign from the outside, the new must get buy-in from any people, policies, rules, and politics that would be affected. I’ve recently heard sales folks complain that the status quo was the ‘enemy’ of buyers buying. Nonsense. Let’s consider the, um, status quo: When does a buyer buy? When they’re ready – regardless of their need. When is a buyer ready?

Buyer 38

Domo Proves that Generous Maternity Leave Is Good Business

The 1to1 Media Blog

In recent months, companies like Netflix and Google have set the standard for maternity and paternity leave policies by launching generous packages and lengthy leaves. Domo, a 5-year-old startup, is proving that small brands can stand up to the big boys when it comes to offering competitive policies and benefits. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog.

12 Dirty Little Secrets: why buyers don’t buy

Sharon Drew Morgan

Buyers will make no purchasing decisions until they get buy-in from the components (people, policies, initiatives, groups) that are in any way connected to, or will touch, a solution to their ‘need.’. Do you sit and wait for your buyer’s to close? They need your solution. They like you. They are OK with the price. What’s going on? pitch, presentation). Sharon Drew’s book What?

Buyer 45

Eating Workplace Culture One Bite at a Time – Part 09

Increase Sales

The shift is younger employees within the workplace culture want to be involved in setting the policies and being part of that overall process. This involvement extends to understanding the specifics of any pro-environment policies. Today’s workplace culture is changing and part of that is due to the continued emphasis on sustainability. Credit www.gratisography.com.

One of My Most Embarrassing Mistakes

Dave Stein's Blog

It was our company’s policy to determine a point below which we would not sell—even if it meant losing the deal. It was numbers of years ago. I was selling enterprise manufacturing application software and was quite inexperienced at it, as you’ll soon see. I was competing for a deal with a paint manufacturing company in Florida. (I I was based in New York at the time.) I knew that number.

Five Ways to Discover What’s Not in The Handbook: Unearthing Your Company’s Unwritten Rules

The Productivity Pro

Does written policy match up with practical reality? Does your company offer one of those chic new unlimited PTO policies? Don’t take advantage of liberal policies too soon after you start work. I’ve heard tales of people taking an unlimited PTO policy at face value, and taking vacations within a few months of starting new jobs. He stopped bothering.

Values Are Never Gray

Increase Sales

Respect for policies. Values or business ethics are in the news a lot these days from Whole Foods actually selling products with GMOs to the pizzeria in Indiana that was asked a hypothetical question. In a social media discussion, one person mentioned that in business, not everything is black or white, there is some gray. I responded “Values are never gray.” Job ethics.

Maximize profitability – sell value and manage price expectations

Sales Training Connection

This is not a training issue – it is a policy issue. The senior sales leadership needs to establish policies that relate pricing to customer value and the cost of doing business. And, requests for pricing exception must be managed, as a policy change issue not a price discounting issue. The more requests, the more likely it is that the pricing policy is in need of review.”.

The New Love Affair Between CEOs and CPOs

Buyer Insights

Procurement Policy The Buying Revolution Tidalwave Selling bottom line Strategic ProcurementFew managers or departments can write their CEO a cheque for millions and promise more again next year. Procurement however is the exception. Its almost un-paralleled ability to boost the bottom line has earned it a position of influence and power. Strategies for Low [.].

Can Selling Interfere with Buying?

Selling to the Point

He called me later very angrily and threatened to cancel the policy. One of the first lessons I learned, as a salesman, was to make sure my selling doesn’t interfere with my customer’s buying. I learned this lesson the hard way. It almost cost me a big sale. It all started when the insurance agency I sold for came up with a new selling scheme. They were already in the process of buying.

Sales Management Effectiveness: How to Radically Improve Sales

Igniting Sales Transformation

This includes managing sales resources properly, making sure staff adhere to company policy, providing an expert insight into the marketplace and implementing new procedures. “The best strategists are leaders, policy makers and visionaries,” explain Seleste Lunsford and Mark Marone in the MHIGlobal document Sensational Sales Management: The Key to a Winning Sales Team.