How to Construct the Perfect Target List

Sales Benchmark Index

It’s that time again. There was a change to your territory. Now your manager is in town to spend the next two days with you. After a few slightly awkward sales calls you break for lunch. Just as you bite into your club sandwich, the boss asks a question. “Do

How to Construct the Perfect Target List

Sales Benchmark Index

It’s that time again. There was a change to your territory. Now your manager is in town to spend the next two days with you. After a few slightly awkward sales calls you break for lunch. Just as you bite into your club sandwich, the boss asks a question. “Do

Construct Your Own Action Plan to Increase Sales Part 1 of 4 Parts

Increase Sales

Before constructing an action plan to increase sales, consider the sage words of President Eisenhower: “Plans are worthless; planning is everything.”

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.

If You Cannot Say Anything Nice, Then…

Increase Sales

When in corporate to student leadership training sessions, I encourage the participants to always give constructive feedback with this one criteria. By taking this constructive feedback approach, the negativity never overwhelms the participants because the focus is on what they have done well.

SALESPEOPLE SAVE LIVES.PERIOD.

Bernadette McClelland

And recognised and supported through organisations such as beyondblue where national workplace programs are being put in place for business owners in verticals that include construction, mining, manufacturing and transport, even including not for profits and unions.

Warning: Your Lack of Data Insight is Killing Your Career

Sales Benchmark Index

He constructs dashboards with elegant user-interfaces. Your credibility, value and career in Sales Ops hinges on your use of data. The fatal mistake so often made is placing emphasis on the data by itself. Data without insight to the business is less than worthless.

Data 301

Look for Potential in the Next Generation of Sales Hires

Understanding the Sales Force

Coachable - whether or not the candidate is open to constructive criticism and believes there is room for improvement. Image Copyright: iqoncept / 123RF Stock Photo (c) Copyright 2014 Dave Kurlan

Collaboration for Mid-Market Sales Growth

Score More Sales

Be open to criticism and ask for it to be constructive. Imagine being around the same people and ideas every day.

Working to automate your social selling emails

Sales 2.0

It takes time to research the information you need to construct the kind of prospecting email I suggest. Sales people have had automation for a long time but the traditional form of automation aligned with the traditional view of the sales job. It was “phone automation”.

SALESPEOPLE SAVE LIVES.PERIOD.

Bernadette McClelland

And recognised and supported through organisations such as beyondblue where national workplace programs are being put in place for business owners in verticals that include construction, mining, manufacturing and transport, even including not for profits and unions. SALESPEOPLE SAVE LIVES.PERIOD. Big Statement! Big Shoes To Fill!

Money Monday – Speak Up

Score More Sales

The worst news can be packaged in a way that it is constructive and helpful rather than scathing complaints and condemnation. Knowing how to speak up on behalf of what your customer needs is one of the most important things you can do as a seller.

What Salespeople Can Learn from Sandcastles

No More Cold Calling

And no one enjoys seeing carefully constructed business deals ebb away before their very eyes. He sets up the story of two architects—a child constructing a sandcastle and an adult building his business. When deals don’t go your way, dust yourself off and go in search of the next one.

[Message to Management]: 14 Things Top Sales Managers Do

No More Cold Calling

Hold constructive sales meetings where they share valuable information and tools, not status updates that could have been communicated in email. The Sales Hunter tells you what it takes to lead a winning sales team.

[Missed Connections]: November Referral Selling Insights

No More Cold Calling

And no one enjoys seeing carefully constructed business deals ebb away before their very eyes. Here’s what you might have missed from No More Cold Calling this month.

Do You Really Have Bad Business Strategy?

Increase Sales

Much larger consulting firms will construct a tailored organizational assessment that will cost your business an arm and a leg. Are you one of those business executives desperately seeking a new business strategy because this year’s results were pardon the expression “all wet?

Now Is The Time To Expand Your Personal Boundaries

Increase Sales

Then maybe consider constructing a personal action plan that pushes you out of your comfort zone so that you can begin to see with new eyes. In speaking with a fellow Chicago train rider, she shared she had never been beyond the University of Chicago Campus or Hyde Park area.

Closing the Gaps Is a Critical Leadership Trait

Increase Sales

Many organizational assessments are individually constructed to meet the needs of the client and to increase the revenues for the consulting firm or executive coach.

Top Sales Performers Remember to Spin Their Hats

Increase Sales

In this role, top sales performers look to the needs of their ideal customers and then construct questions around those needs. Sales is not a one dimensional role. Top sales performers understand how their roles must change to adapt to the sales conversations.

Work Life Integration vs Balance, There Is a Difference

Increase Sales

Years ago I constructed two sets of wheels, one for my personal life and another for my professional life. With so many businesses being directed by sole proprietors (78.2% by US Census Bureau) , there is a lot of work life tension happening 24/7.

Sales 2.0 Conference; The Huge Sales Blitz and Sales Processes

Understanding the Sales Force

Apparently, back in the 1920''s, the Salem Chamber of Commerce recruited dozens of business leaders to raise $500,000 in one week for the construction of the hotel. Understanding the Sales Force by Dave Kurlan Yesterday, I spoke at the Sales 2.0 Conference in Philadelphia. More about that in a minute. First, I would like to relate a story about the taxi ride from the airport to the Ritz Carlton. No, the driver wasn''t a maniac. No, the ride didn''t take hours. And no, it was not eventful.

My Balanced Plate

Increase Sales

” All of this pulling impacts the balanced plate we have mentally constructed in our heads. Each day we start fresh with the opportunity to do something, do nothing or do less than something if it is the weekend or our day off.

Want a Fail-Safe Small Business? Then Start with Fail-Safe Leadership

Increase Sales

This checklist is a great way to start constructing a positive and high performance culture from day one. With the fairly consistent and high small business failure rate, maybe it is time to begin embracing what the authors of Fail-Safe Leadership discussed in their book.

Marketing Goal Worksheet Works with Your Marketing Action Plans Part 2

Increase Sales

Of course before you have constructed these action plans you have invested the time to do your marketing research along with a competitive analysis of your business, haven’t you? Now that you understand what a marketing goal worksheet looks like and how it works.

Leadership Desired by Many, Sustainable by Few

Increase Sales

If you want organizational success by understanding how to construct a leadership development process, then this quick read Fail-Safe Leadership may help you start that journey.

Talent Management Continues to be The Sand Dune for Businssess

Increase Sales

No wonder according to Manpower in late 2013, their survey suggested 83% of North American employees would be seeking different employers in 2014.

B2B sales – is more better?

Sales Training Connection

The professors constructed six persuasive scenarios and had hundreds of undergraduates read the scenarios and play the buyers role. Because of the type of sale and the buyers, the study construct does raise some flags about its applicability to B2B selling. 2014 Sales Momentum ®.

B2B 120

Sales Leadership Talent of Problem Solving Ability

Increase Sales

The practical demonstration of this sales leadership talent of problem solving ability is analyzing a lost sale and constructing a solution so that losing future sales does not become a repetitive problem.

Warning: Your Lack of Data Insight is Killing Your Career

Sales Benchmark Index

He constructs dashboards with elegant user-interfaces. Your credibility, value and career in Sales Ops hinges on your use of data. The fatal mistake so often made is placing emphasis on the data by itself. Data without insight to the business is less than worthless.

Data 156

Is There a Best Sales Strategy for Banks?

Increase Sales

Construct a list of the 5 top new customers you want and work that list. With financial institutions being on almost every corner from the downtowns to the suburbs, one begins to wonder what is the best sales strategy for banks, if there is just one?

7 Small Business Steps Towards Social Media and Emotional Intelligence

Increase Sales

If you do not have one, then your first step is to construct one. With much of today’s small business especially marketing being conducted through inbound channels, there is now greater movement toward social media and emotional intelligence.

6 traps successful women avoid in b2b sales

Sales Training Connection

They focus on the substance of the issue and how to constructively fix it. 2014 Sales Momentum®. Successful Women in B2B Sales. Selling in B2B accounts is not easy for any salesperson.

B2B 119

Great Leadership Is Positive ROI – Part 2

Increase Sales

As a trained instructional designer who understands how people assimilate knowledge, I know all learning engagements can be measured through return on investment which is usually objective (provided constructed correctly) and therefore are far more valid than subjective assessments such as 360.

Sales role plays – do them right then they work

Sales Training Connection

Eavesdrop at the tables and you usually hear the customer and observers congratulating the seller on “doing a good job” – but providing little constructive feedback. 2014 Sales Momentum LLC. Sales role plays.

A New Consciousness for Small Business?

Increase Sales

With my small business coaching and executive coaching clients, the construction of a purpose statement is one of the first actions I recommend.

Corporate Culture Is the Result of Leadership

Increase Sales

If the leaders in charge would invest the time to go through a strategic planning process, they could construct a positive core values statement of positive core beliefs and then share that positive core values statement. Earlier this week I saw a social media post about some so called business expert leaving the airport to teach some Fortune 500 firm “corporate culture.” ” My first reaction is not printable here.

New hire sales training – an investment worth making

Sales Training Connection

One template that works well is a “week-in-the-life” construct. 2014 Sales Momentum, LLC. New hire sales training. A short quiz for sales leaders – How much has the buying process changed in your market in the last five years?

Relationships Are Rooted In Action

Partners in Excellence

We may create constructive tension in discussions about what they might do, and why–we may challenge them, the status quo, provoke new thinking and ideas. We may, at times, disagree–but constructively. Relationships are important in selling.

Sales Leadership Temperament of Collaborator Part 14

Increase Sales

Remember human beings are unique and there is no magic formal to construct the perfect salesperson. In sales today, being a collaborator is far more rewarding personally, professionally and financially than being the overhearing, always be closing salesperson of the past. Through the Innermetrix Attribute Index , this sales leadership temperament can be uncovered.

Beating Lower Priced Competitors

Partners in Excellence

The low price competitor has probably not invested the time in understanding what customers value, in helping the customer discover value, in helping c0-create or construct value. I read an interview with a very well known sales pundit on the “6 Ways To Beat Lower Priced Competitors.”