Bits And Pieces — October 1, 2016

Partners in Excellence

If you struggle with developing and leveraging high impact stories in your sales process, Paul’s book is a great guide to help you learn how to construct your own. Related Posts: Bits And Pieces — March 19, 2016 Bits And Pieces, March 12, 2016 Bits And Pieces—June 5, 2016 Bits And Pieces — August 20, 2016 Sales, Marketing, Big Data, and Stories. Here are a few things I’m learning, reading, and watching.

Sales training for meeting buyers’ expectations in 2016

Sales Training Connection

Therefore, it is important to construct at least an outline of all the events before executing the first one. 2016 Sales Momentum, LLC. Recent years have seen a tremendous disruption in how customers buy. And if buyers change how they buy – salespeople need to change how they sell.

7 Steps to Developing an ‘A’ Player Profile

Sales Benchmark Index

Simply put, you cannot construct an ‘A’ player profile without strategic alignment. Developing an ‘A’ player profile is a direct result of aligning your talent strategy with your corporate, product, marketing and sales strategies.

Why You Want A Sales Framework Not A Methodology

The Pipeline

Keeping it simple, a framework is a construct, allowing for a logical means of classifying, segmenting, or categorizing things. By Tibor Shanto – .

Voice Mail As A Differentiator

The Pipeline

They spend time and effort to meet a social norm and construct not of their own making or choosing, all in an effort to fit in and not be different from the herd perusing the same prospect. By Tibor Shanto – .

Stop, Take a Step Back and Gain Clarity Around Your Purpose

Increase Sales

If your life is not where you want it to be, if your results are not where you want them to be and you are tired of encountering the Queen of Hearts, then invest some time for self-improvement by constructing your purpose.

Top Characteristic Part Ten: Invest Daily in Your Attitude

Mr. Inside Sales

Affirmations are nothing more than carefully constructed words, phrases and stories that you design in advance that support the goals you’ve identified are important for you.

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What Do You Do With Negative Feedback?

A Sales Guy

Let me be clear, there is a difference between negative feedback and constructive feedback that highlights a weakness, or something you could improve. I’m a huge fan of constructive feedback. Negative feedback isn’t constructive, it’s driven by negative intentions.

You Have a Board of Directors, Now What?

DiscoverOrg Sales

The life and leadership of your business might go through phases… For my company, it’s pre-investment and post-investment. In the middle of 2014, our bootstrapped sales intelligence company DiscoverOrg accepted a growth equity investment from TA Associates.

Three “Lies” That Plague B2B Businesses Today (Part One of Three)


I will admit that there are now other channels to get to customers, the most notable being any number of well-constructed, funded, staffed, and executed social programs. Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers.

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What to Do With The Uncoachable

A Sales Guy

The people who defend everything, argue when given constructive criticism, and aren’t open to hearing about their shortcomings, that’s who this article is about. There are certain people who are just not amenable to coaching.

Imagine This Truly Forward Thinking Sales Kick Off Meeting

Increase Sales

Why this approach is forward thinking is because most sales kickoff meetings ignore these three motivators especially autonomy as goals are not a choice, but constructed by the sales manager or SMB owner. A new quarter is quickly approaching.

Focus On The Customer Journey, Not Their Buying Journey

Partners in Excellence

Clearly, in the overall building design and the construction project, bathroom fixtures were a very small part of the customer’s concern. Over the years, we’ve made some progress, shifting our focus from our Selling Process to the Customer Buying Journey.

Value Articulation Maybe Your Only Sales Obstacle

Increase Sales

There is a lot of emphasis placed on constructing a value proposition statement and infusing part of that statement into the elevator speech. Year ago my coach David Herdlinger constructed the KASH Box and I updated it to the KASH Box for Sustainable Change.

Sales Success Maybe Finding the Devil in the Details

Increase Sales

As his employee had already taken the Attribute Index , I shared that I had created 4 observable behaviors for each of the 78 talents and have included those within the performance appraisals I have constructed for other clients.

Sales Tips: WHY Good Sales Teams Lose

Customer Centric Selling

It’s also important to act upon buyer feedback, particularly when it’s constructive in nature. Sales Tips: Understanding Why Good Sales Teams Lose in Competitive B2B Opportunities. by Carolyn Galvin, Primary Intelligence. Sales losses are hard.

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The Sales Fools Who Multitask

Increase Sales

Believe it or not the human brain is not constructed to multitask. How many multitasking sales behaviors are you demonstrating in your SMB world? Are many of those multitasking behaviors connected to your desire to increase sales?

That Moment When

A Sales Guy

Knowing nothing about jerking trains, or the risk of crowds, not limited by social constructs and politeness, this little girl knew all she wanted was to stand on her own, not holding the rail and roam around the train and Mom was in her way. That moment when.

Why Are You Working Against Your Ideal Customer?

Increase Sales

By investing the time to construct my ideal customer profile I gain greater clarity where to prospect and when to recognize a poor fit. One of my colleagues, Mark Hunter, wrote a great blog about “You Can’t Turn a Wal-Mart Shopper into a Nordstrom Customer.”

My Dad

Partners in Excellence

I learned how to be a carpenter, mason, laborer, and landscaper from weekend construction projects around our houses. Please forgive a momentary departure from my commentary on the state of business, leadership, sales, marketing, and customers.

Burying Our Heads In The Sand

Partners in Excellence

They recognize that blame and avoidance aren’t constructive in addressing the problems and moving forward. Nobody likes to admit they have a problem. I suppose it’s human nature, or at least in the world of sales part of the inherent optimism sales people must have to thrive.

Need Some Meeting Mojo? Let Your Team Make Meetings Great – Part 2

Keith Rosen

Here are 5 steps to get your team to run constructive, engaging meetings. Here are a few ideas and templates to first set expectations around what you’re doing and what’s in it for your team by being part of creating more dynamic, constructive meetings.

Thank You for Arguing – Jay Heinrichs

Hyper-Connected Selling

If we all knew how to construct better arguments, the world would be a better place. When I was in high school, I sat at a lunch table with a bunch of really smart kids.

The Power of Habit – Charles Duhigg

Hyper-Connected Selling

It seems that we can move past many of our personal obstacles by simply changing the trigger and habits that construct them. To paraphrase the quote, the secret to happiness and success lies in developing good habits and then letting them be your master.

Daniel Pink – To Sell is Human

Hyper-Connected Selling

In our professional lives, we’re all in the role of moving and influencing other people, and “most of what we think we understand about selling is constructed atop a foundation of assumptions that has crumbled.”

How to Write a Business Case


A well constructed Business Case will support any previous sales conversation and in addition will provide the following: . A well constructed and objective reasoning for the prospect to take action.

Channel Management Strategies: Using CPQ to Improve Customer Experience

Cincom Smart Selling

Example – Bob buys Atlas Engine parts for his company for use in lawn tractors and small construction vehicles. Bob hates dealing with the distributor because they have no experience in the lawn and construction vehicle business. Every company wants to grow. Growth is imperative. Companies achieve growth through increased sales. This can be done by selling to new customers or by selling new products.

What’s The Real Cost of a Configuration Error? Three Real-Life Examples of High-Price Mistakes

Cincom Smart Selling

During the design phase of the hotel, the architects and construction engineers had traded some design information back and forth. A configuration error, like any other error, most certainly comes with a cost. It might be tempting to think that most configuration errors are minor with any resulting cost being minimal assuming that the error is corrected before it becomes a problem.

Will Your Customer Value Proposition Fail?


Whether you are an Entrepreneur with a new idea or an Enterprise organisation with an idea for a new revenue stream, your Customer Value Proposition is key to your success.

Where Politics & Business Collide: Political Donations of B2B Decision Makers

DiscoverOrg Sales

The data in this report is based on donations to the individual presidential campaigns of Donald Trump (Red), Hillary Clinton (Blue), and third-party candidates including Jill Stein and Gary Johnson (Green), during the 2016 presidential election cycle. Construction. Construction.

The Modern Manager’s Guide to a Productive Coaching Session


According to CSO Insights 2016 Sales Enablement Report , “Sales coaching is a leadership skill that develops each salesperson’s full potential.” We’ve said it before and we’ll say it again, coaching is crucial to success in sales.

50+ Candidate Sourcing Statistics for Recruiters


as of April 2016—an all-time high since 2000 ( source ). In 2016, 4x more employers increased full-time headcount than employers who decreased their headcount ( source ). Talent is 4x more likely to consider your company in the future if you offer constructive feedback ( source ).

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How


I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. Use it to construct a detailed picture of your current lead-to-revenue strategy, infrastructure, processes, and performance.

Do Generational Differences Matter in Account Based Sales?

No More Cold Calling

It’s time we chose our own category based on shared values and passions and break out of the faux constructs behind an age-based system of classification. Stop fretting about Millennials and embrace your inner Perennial.

Dogtopia: Everything You Need to Know About This Franchise

Hubspot Sales

It's currently ranked #205 on Entrepreneur Magazine's Franchise 500 list and has made the list every year since 2014, except in 2016. This number is up from an average gross sales of $675,493 in 2016. Real Estate and Construction.

The Beginner's Guide to eBay Classifieds

Hubspot Sales

Unfortunately, a 2016 Tweet from the eBay Classifieds Twitter account announced the site was shutting down. Construction > Buildings, Modular & Pre-Fab.

Secrets of Self-Discipline: How to Become Supremely Focused

Hubspot Sales

Grit guru Angela Duckworth speaks to this in her 2016 research on perseverance and “passion for longterm goals,” also known as grit. In fact, a 2016 study found improving self-control may help students deal with anxiety-related problems during school testing. Self-discipline.

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Ten ways Artificial Intelligence is helping shape highly successful seller behaviours

Artesian Solutions

Salesforce’s 2016 Connected Customer report highlighted that by 2020 57% of business buyers will switch brands if a company doesn’t actively anticipate their needs. Ten ways Artificial Intelligence is helping shape highly successful seller behaviours.

The Ultimate Guide to Real Estate

Hubspot Sales

Residential , which includes new construction and resale homes. Other processes such as zoning, construction, and appraisal are handled independently, too. More buyers and sellers are online than ever before; online leads alone increased by 65% from 2016 to 2017.

The Growth Hacking Playbook: Your Ultimate List of Growth Hack Resources

Hubspot Sales

Eric Peters , a Growth Marketer, and his team released five new HubSpot Academy certification courses throughout 2016. certifications per user by the end of 2016," Peters said. And since its December 2016 debut, his podcast, "Noah Kagan Presents," also calls OkDork home.