Constructing Insight

Partners in Excellence

We don’t deliver Insight, we Construct Insight. We cannot do it in isolation, but have to construct Insight collaboratively with our customers. Constructing Insight is really the convergence of two parallel sets of activities with our customers.

Operationalize Personas to Meet Your 2013 Goals

Sales Benchmark Index

Do you want to increase sales and meet your 2013 goals? Facilitate and Observe the Persona Construction. Finally, subscribe to our blog and continue to learn about Buyer Personas and how they will help your organization meet your 2013 goal. Hey, Sales Operations leaders.

Reflections on 2013: Social Proof, Quota Killers, Failing CRM, and Recommendations

Smart Selling Tools

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver.

Quota 138

Construct Your Own Sales Goal Plan Sheet Part 1 of 4 Parts

Increase Sales

To start the construction of your own sales goal plan sheet begins with these three presumptions: You have invested the time to construct an overall strategic action plan even if you are just a professional salesperson.

5 Proven Steps to Sell Smarter

Sales Benchmark Index

There is now an updated 2013 SBI Research Review which you can sign up for here. Implementing a well-constructed plan will get you there. Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A).

7 Signs Your Sales Rep Should Be Promoted

Sales Benchmark Index

Displays Constructive Criticism : They don’t complain. The best provide professional, mature constructive criticism. Displaying constructive criticism but having to defend the accounts they sell is a problem. Construct an Individual Promotion Plan for the great ones.

5 Steps to an Effective Sales Strategy

Sales Benchmark Index

You have spent time carefully constructing a strategy. The board is not happy with the results of your last strategic sales initiatives. Cost of sales is rising and no revenue lifts to show. You are confident about the plan you put in place; nothing seems to move the needle.

CMO Secrets to Impacting the Sales QBR

Sales Benchmark Index

Stand up and battle constructively with an eye toward solving problems. CMO’s who engage directly with sales leadership are on a path to constructive actions. World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings.

Quote Roller Automates Quote and Proposal Generation

Fill the Funnel

Construction Proposal Template. Original article: Quote Roller Automates Quote and Proposal Generation ©2013 Fill the Funnel. 30 in 30 - 2013 Customer Acquisition Process Web Tools automation proposal generator proposals Templates

Inside Sales Power Tip 141 – Get a Second Opinion

Score More Sales

Here are the key points: Find someone whose opinion you trust – not just a “yes man” or “yes woman” You need constructive suggestions. In talking with a wide number of sales pros in the last week it hit me that our profession keeps us somewhat isolated.

3 Mistakes People Make When Prospecting with Email

The Sales Hunter

Construct the email with a single point. Copyright 2013, Mark Hunter “The Sales Hunter.”

Content is Your SEO

A Sales Guy

Earlier this year I laid out the three key strategies I felt were most important to sales success in 2013. A good content marketing strategy will play a huge role in achieving 2013 quota for those companies who choose to commit to creating one.

Google 118

Book Review: The Gamification Revolution

Sales Benchmark Index

If I was to offer any constructive criticism it would be this. A few weeks ago I got an email from a client telling me “ You have to read this book.” This client, Hi Leva of Clear Channel, has a good eye so I paid attention.

The One Thing You Cannot Skip When Hiring an ‘A’ Player

Sales Benchmark Index

It will enable you to construct and use a scenario in your interviewing process. It’s that time of the year. Planning for 2014 is in full swing. You just got off the weekly call with the Sales Leadership team. Your boss, the SVP of Sales, has some ‘great’ news. “We

Hiring Best Practice: Test Before You Offer

Sales Benchmark Index

Feedback - the Review Panel provides constructive criticism to the candidate and evaluates the overall performance using the Scorecard. Some sales candidates look great during the hiring process. They wow the interviewers, but mysteriously fail to perform after onboarding.

Aligning Customer Objections to the Buying Process

Sales Benchmark Index

What I thoroughly recommend is the construction of an Objection Handling Template. Fix your sales problem in 5 easy steps – sounds great, doesn’t it? Formulaic approaches such as this are very tempting. Furthermore, they align with our fast food, quick fix mentality. Seem too good to be true?

Coaching for Performance

Steven Rosen

Whether you are doing a midyear or year end review it is important to provide constructive feedback to help your sales reps improve. Reviewing Performance with an Arrogant / High Performer. By Steven Rosen.

How B2B Reps Use Social Debt to Get Sales Support

Sales Benchmark Index

Download this tool to help you construct your virtual sales support team. B2B Sales Reps compete with their peers for sales support resources. Good Sales Reps consistently secure these resources and create their own virtual teams.

B2B 305

The Importance of Giving Feedback in Inside Sales

Score More Sales

In working for 22 sales leaders in my tenure as a technology sales rep, I’d say that the very best of my managers or leaders gave me constructive and supportive feedback. Where did you learn to give good, constructive feedback that helps others?

The Key for Sales Ops in Driving Change

Sales Benchmark Index

Be cautious - there’s a fine line between a constructive challenger and a malcontent. We’ve all heard the expression that “the only thing that remains constant is change”. As a Sales Operations leader, your success depends on getting change initiatives to stick.

Why Are You In Sales? – Sales eXchange 200

The Pipeline

Others stated a number of different career plans, some very specific, marketing, finance, construction, software design, and more. By Tibor Shanto –

Stopping the Talent Exodus of ‘A’ Player Sales Managers

Sales Benchmark Index

Construct actionable plans that can be reviewed and monitored. The loss of a talented sales manager is troubling. Not only is it bad for morale, but it’s also bad for business. Unfortunately, there’s no time to dwell on the pain it may cause your organization.

The Sales Magnet by Kendra Lee

The Sales Hunter

Kendra Lee , author of the book The Sales Magnet , has done a superb job of detailing step-by-step how to construct a sales prospecting process that will deliver results. Copyright 2013, Mark Hunter “The Sales Hunter.”

Personality Tests, Sales Candidate Selection - How Tests Measure Up

Understanding the Sales Force

Then why is their validation of choice "construct validity" rather than "predictive validity"? c) Copyright 2013 Dave Kurlan Understanding the Sales Force by Dave Kurlan A recent article in Columbus Business First discussed background checks and use of personality tests.

What Are Your Action Plans to Increase Sales?

Increase Sales

Triage Business Planning was constructed on having several action plans to increase sales and overall business growth. There is a 50% savings until September 30, 2013. Many small businesses have a sales action plan and some of the more forward thinking have a strategic action plan.

Are Behavioral Assessments a Pseudo Science?

Increase Sales

85 coefficients because they are constructed from an inductive and subjective perspective. The Attribute Index is constructed from a deductive and objective perspective with reliability and validity coefficients around a.92.

A Simple Action Plan for Increasing Sales

Increase Sales

The 2013 third quarter is quickly coming to an end and many salespeople are scrambling to meet their own sales goals or the goals set by their sales managers. Years ago for my own small business I constructed a simple one page, goal driven action plan for increasing sales.

The Truth About Your Sales People #1 - They Want to Succeed

Anthony Cole Training

This step for modifying employee behavior is applied too late in the process and is received as punitive rather than constructive, no matter how you try to spin the message. Your sales people want to succeed!

So What Makes This Business and Sales Blog Different?

Increase Sales

Sales Training Coaching Tip: All selling and sales are social because people buy from people so social selling as some new construct does not exist. P.S. An earlier New Year’s Wish, may 2014 be even better for you and yours than 2013.

Simply Speaking Bad Hires Cost Small Business Sales – Part 2

Increase Sales

As an individual who is trained to identify or write the best assessments (Master of Science in Instructional Design & Technology), I recognize the reason this particular tool is so accurate is because of its construction.

Communication Consistency, So Needed, So Often Overlooked

Increase Sales

Poor communication reflects the lack of communication consistency as well as the inability to look within and be open to constructive criticism. One of the biggest challenges for those in sales management is communication consistency.

Madness Magnifies Marketing Malfunctions

Increase Sales

Earlier today I wrote about how marketing gets a bad rap specific to a very poorly constructed email message that I had just received. Many of us are aware of wardrobe malfunctions as evidenced by recent Super Bowl programs.

An Action Plan for Sales Improvement, Where Do You Start?

Increase Sales

Possibly, would you construct a better action plan for sales improvement because you now have enhanced clarity? So where does one start an action plan for sales improvement? Write down the WAY SMART goals ? Return to the executive strategic thinking plan?

I Am a Weak Salesperson Is a Self-Imposed Limitation

Increase Sales

When we have clarity regarding those self imposed limitations, we then can begin to construct an action plan to turn these negative, internal thoughts around.

Sales Leadership The Talent of Correcting Others

Increase Sales

Those who consistently positively demonstrate this sales leadership talent “can usually provide constructive criticism to another in such a way that it is not received as insulting or degrading.

Why the 8 Areas of Life Balance Are Counteredbalanced

Increase Sales

He even constructed a six spoke life wheel. Did you know Buddha over 2,000 years ago discussed having a balanced life?

In 2013, the Challenge Will Again Be To Deliver More With Less

Jonathan Farrington

Here then are six steps you can take in 2013 that will help you achieve those increased targets: Step One: Understand your operation. - Closing – did they construct successful campaigns and close enough business? “ I want you to deliver more …… - Profit. Sales.

Snake Oil Salesmen Are Alive and Very Busy

Increase Sales

What she did say to guarantee a page one on Google is almost impossible because of a variety of factors especially given that searches are constructed from a local perspective.

Google 162

The Key To Unlocking a Sustainable Goal Setting Process

Increase Sales

Today’s sales training coaching tip is after you construct your WAY SMART goal, then emotionalize it. Human being are by their very nature goal setting creatures. If not, we would not be where we are today. The ongoing issue is sustainability with any goal setting process.

Learn How to Increase Sales with These 5 Behavioral Asssessments

Increase Sales

Marston’s book, Emotions of Normal People, provided the means for a later industrial psychologist, Walter Clarke, to construct the DISC assessment based upon his theory of DISC. The goal to increase sales is always front and center especially as the year begins to wrap up.

How To 157