How a Business Services CEO Seizes Market Opportunities

Sales Benchmark Index

One such company is CAS, a division of the American Chemical Society. Over the last 6 months, there have only been an elite few known as “Accelerators” — those companies that have thrived in a recessionary environment.

How Software Leaders Pragmatically Prepare for 2021

Sales Benchmark Index

The software industry has experienced more disruption in the last 6 months than in the previous 10 years. With an increased need for online purchasing, content management, payment processing, and more, leading software CEOs have navigated changes in demand drivers.

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The Power of Stories and Sales Leadership

Women Sales Pros

We are wired for stories because they activate chemicals in our brains. This type of feel-good story activates the oxytocin chemical in the brain. This chemical makes us more empathetic. We’ve all heard the phrase that “knowledge is power.” But that phrase needs more: “Knowledge is power–when it is applied.” We don’t lack for information in a world with too much of it. What I see happening is the inability to apply the information.

How to Overcome 3 Common Sales Objections

Sales Gravy

When I began selling chemicals for a large company I thought I was a good closer, with the premises of finding out what the customer wants and fulfilling their needs. Sales Professionals need leverage in handling objections. My cold call territo

The Future of Sales: What will the World Look Like for Sales Teams After the Quarantine? with Hang Black, Episode #147

Vengreso

She holds a BS in Chemical Engineering from the University of Texas at Austin, plus three patents in semiconductor manufacturing. 2:30] Hang’s story: from Chemical Engineer to Head of Global Sales Enablement. [4:43] Subscribe to Modern Selling on the App of Your Choice!

How to Navigate Pricing In a Pandemic

Sales and Marketing Management

I’ve been talking to leaders in industries far and wide, from manufacturing, distribution, chemicals processing, tech, pharma and more. Author: Gabriel Smith, chief evangelist at Pricefx Scrap the notion that you can keep business as usual.

Move the Deal Episode 11: Sales Management Strategies that Work with Kevin Lewis

Miller Heiman Group

In the latest episode of Move the Deal , host Greg Moore talks with Kevin Lewis, Global Sales Excellence Leader Kevin Lewis at Milliken Chemical. As a sales leader at Milliken, a leading manufacturer of plastics additives, colorants, silicones and chemical intermediates, Lewis supports sales managers and sellers around the world by helping them succeed through training, improved processes and coaching.

Taking Customer Service from Cost Center to Profit Center

Sales and Marketing Management

retail, restaurants, medical devices, chemicals), I consistently find that what creates loyalty is the absence of perceived risk. Author: John Larson How many times has one of your customers approached you with an issue or a problem? For instance, “I purchased this product from you and it does not work.” Or, “I thought this product had feature X, but I found out it doesn’t and I want to return it.” Or possibly, “You told me my order would arrive on Wednesday and it came on Friday.”.

Introducing the Miller Heiman Group Icons

Miller Heiman Group

Kevin Lewis , Milliken Chemical. Miller Heiman Group is thrilled to announce its inaugural class of the MHG Icons, bringing together outstanding client facilitators as trusted ambassadors and advocates of our sales and service methodology and skills programs. For more than 40 years, Miller Heiman Group has embedded sales and service leaders within customer organizations, providing on-the-ground support and expert instruction for tens of thousands of alumni.

Make Your Sales Force Your Loyalty Program

Sales and Marketing Management

In our research across a broad spectrum of business-to-business companies, including medical devices, chemicals, pulp and paper, pharmaceuticals, heavy earth-moving equipment and banking, we consistently find the most important factor that builds a strong, loyalty-based relationship between a customer and a company is superb account management by their sales representative.

What a Client Intake Form Is & What It Should Look Like [Template]

Hubspot Sales

Plenty of scientists dedicate a significant portion of their careers studying a potential chemical reaction — only to find it's not actually possible. Not everything is meant to be.

A Verbal Painting is Worth A 1,000 Words

The Pipeline

The Limbic (Emotional brain) system creates chemical messages that connect information to memory, the retention of which is significantly increased when that information is presented in an emotionally charged context.” By Tibor Shanto - tibor.shanto@sellbetter.ca . We have all the expression above, but it really rings home in sales, especially for successful sales people.

The Trade War means a Battle for Your Business: The 4 steps you must take now

Alice Heiman

According to the World Trade Organization (WTO), machine and electronics, metals, agriculture, textiles, footwear, transportation, chemicals, plastics, and wood could all be early casualties. No heavy artillery ? N o bullets flying ? I t doesn’t sound like mu ch of a war. B ut , this could mean life or death for your business. When global giants like the US, China, and the EU clash , companies get caught in the crossfire. .

Spam Sparks the Human Curiosity Gene

Increase Sales

For when our human curiosity gene is satisfied, we receive a rush of emotions based upon the chemical interactions within our brains. The reason so many SPAM emails are opened is because they spark the human curiosity gene. Somewhere in our genetic make-up we have been hot wired to be curious. We love to explore; to investigate; to turn over the leaf or rock looking for something.

The Hidden Truth About Father of Chemistry

Customer Centric Selling

He was among the very first true chemical scientists. He performed a few of the very first truly quantitative chemical experiments. Those long-lasting scribbles are in fact chemical compounds representing the important elements which make up whiskey. Definitions of Father of Chemistry. This isn’t something which I did alone, or despite a few of individuals. For more information visit the site.

Industry news: @ZuantApp Quantifies ROI for Event Marketers Worldwide; Kicks Off 2020 with Record Client Growth

Smart Selling Tools

Zuant has added 36 new clients since January 2019, 10 of which joined in January 2020, including 3M (six divisions), Dow Chemical, Honeywell, Sleep Number (two divisions), Uber, Verizon (three divisions) and others. Current clients include 3M (six divisions), Dow Chemical, Honeywell, Sleep Number (two divisions), Uber, Verizon (three divisions) and others. Zuant Quantifies ROI for Event Marketers Worldwide; Kicks Off 2020 with Record Client Growth.

A Modern Selling Tip: Learn to Sell the Way You Buy, with David Priemer, Episode #150

Vengreso

in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. Modern buyers are more difficult to engage with than ever before because of a myriad of factors. Thankfully, science is here to help.

The Surprise Addiction that is Killing Your Sales Focus

Hyper-Connected Selling

The Brain Chemicals that Drive Us. It’s one of the chemicals that helps us encode positive feedback when we engage in proper stimulus. These days, there’s an ever-growing list of addictions that can derail your sales career. There are the old standbys like alcohol and cocaine. There are the new ones like online pornography or opiates. Even the addiction to work that seemed like a boon in the past is now a clear path to wrecked health and relationships.

7 FASCINATING FACTS ABOUT A SALESPERSON'S MIND

HeavyHitter Sales

It turns out your innate nature to help people is really the result of a chemical reaction. During the first four years of your life, 90 percent of your brain’s growth and development occurred. Your mind evolved as it interacted with the world around you and recorded strange and exciting new experiences. Now, it has been accumulating these experiences for decades.

Transactional Versus Complex Selling

Partners in Excellence

For example, you can’t get any more commoditized than selling commodities like basic chemicals, oil, water, etc. For example, I have a very large client that sells basic chemicals. We glibly toss around phrases like “We have a transactional selling process,” or, “Ours is a complex selling process.” ” Often, there is some preening around those making the latter statement, thinking “Real sales people do complex deals!”

Make Your Value Pricing Count: Get Value Selling into the DNA of Your Organization Q&A

LeveragePoint

I don’t have all of statistics to prove it, but you saw the Simon-Kucher figure (4 out of 5 chemical companies sell on price, not value), which is telling.

What is Your Company’s DNA?

Sales and Marketing Management

Not chemical, biological DNA, of course, but what I call corporate DNA. Author: Andy Cunningham Who are you as a company? And why do you matter? Two simple questions and quite possibly the two most important ones that business leaders face today. The answers, however, are anything but simple.

How to Survive the Workday When You're Sick, Tired, or Just Not Feeling It

Hubspot Sales

Your levels of cortisol (a natural chemical that makes you feel awake and alert) are typically spiking around 8 to 9 a.m. Tired at work? Take a cold shower or splash water on your face. Skip breakfast if you're not hungry. Delay coffee until after cortisol spikes at 9:30 a.m. Tackle important tasks early. Get outside. Don't eat at your desk. Save creative tasks for the afternoon.

Engagement Experience fuels Customer Experience

One Millimeter Mindset

Like a chemical equation, is the desired reaction balanced and controlled? The quality of engagement experience is essential for fueling ongoing, high-quality customer experiences. First, the act of engaging customers encourages both customers and sellers to exchange energy with one another. Or, is the quality of the engagement forceful and overwhelming? Either way, engagement experiences bias current and future customers, for better or for worse.

Sales middle managers – what motivates them the most?

Sales Training Connection

The results are part of Insigniam’s 2014 Middle Management Survey, which is based on responses from 200 managers in Global 1000 companies from several industries, including healthcare, pharmaceuticals, chemicals, energy, manufacturing, and biotech. Sales Middle Managers. Middle managers are the key to implementing C-Suite strategic initiatives.

Let’s Talk Sales! Inspirational Quote from Jack Welch – Episode 142

criteria for success

This quote comes from Jack Welch, an American business executive, author, and chemical engineer. Today's quote from Jack Welch is about making better hiring decisions. Read on to learn more about this week's Let's Talk Sales inspiration! Jack Welch Quote This month's theme highlights the importance of hiring and employee retention. And today's quote is about making better hiring decisions. This quote comes from Jack Welch, an American business [ ] The post Let’s Talk Sales!

Can I Legally Record Sales Calls in California?

ExecVision

California is known for putting the interests of its residents first, which is why we have tags on products that read “This product contains chemicals known to the State of California to cause cancer”. Spoiler alert: Yes, you can legally record sales calls placed into or out of the Golden State. Read on to learn more about their specific laws and how your sales team can remain compliant. Please remember, we are not lawyers, this post should not be taken as legal advice.

Overlearning: Help your learners lock in learning (and make sure they don’t forget it completely)

Selling Essentials RapidLearning Center

The control group was found to have more of a chemical called glutamate active in their brains. Overlearning, however, seemed to gradually decrease the amount of glutamate and increase the amount of GABA, a chemical that helps stabilize the brain. . Your learners seem to have mastered a new skill or concept. Mission accomplished, right? Not so fast.

TSE 1141: The Fundamentals of Visnostic Selling

Sales Evangelist

The book talks about storytelling and neuroscience and explains the chemical reactions that happen in the brain. When you trigger chemicals in your client’s brain without him even realizing it, that’s powerful. Visnostic selling translates your information from vendor-speak to client-speak, and sellers who understand the fundamentals of visnostic selling will change the way they think about sales.

Dancing With Disruption, Part 2

Pipeliner

Sometimes, saying a single word or phrase can create a positive chemical change in the recipient’s body. Learn to Thrive, not Survive: Part 2. Mike Lipkin is back with more of his tips for dancing with disruption. Be sure to check out part one of his expert sales interview , if you haven’t already. John Golden interviews Lipkin on how to dance with disruption and overcome obstacles to find success. This expert sales interview explores: . Being prolific.

The 60-Second Trick to Stop Headaches From Computer Screens at Night

Hubspot Sales

As a result, we fall asleep one hour later because melatonin (our brain's chemical that makes us fall asleep) levels are delayed by an hour: In the above study , there are two lines: The black dotted line is when people read a print book one hour before bed. If you're anything like me, sometimes I'm working into the wee hours of the night. After dinner, I flip open my laptop and sure enough. I get blinded by what looks like an industrial flashlight beaming directly into my retinas.

#MyFirstSevenJobs John Pesec and Chris Palmisano

Partners in Excellence

19 years old Laborer/janitor in chemical plant. Dumped chemicals in tanks, scrubbed floors and toilets. A number of weeks ago, I started following some posts about people’s First Seven Jobs. It was fun and fascinating to see the very first jobs people held. There’s a diverse selection of people’s first seven jobs here , Fred Wilson , Brad Feld , and Keenan. I jumped onto the bandwagon with my first 7 jobs.

What Evaporation Definition Biology Is – and What it Is Not

Customer Centric Selling

A chemical element, consequently, is defined as a pure substance of only 1 sort of atom By visualizing both these parts, students would simply cover the aforementioned word problem by adding both parts with one another to create an entire bar of 100. The element of space can be utilized in three-dimensional art too. You might decide you would like to carry on working on your drawing and enclose a few of those lines. As an example, sugar is a mixture of carbon, oxygen, and hydrogen.

Secret Facts About Kitchin Science Revealed by an Old Pro

Customer Centric Selling

The acidic features of food and drink combine with different chemicals to give flavour. Lies You’ve Been Told About Kitchin Science. IllusionIf you’re searching for a more creative science, then an illusion kit is a wonderful bet. I believe there has to be life of some type. When it’s the cosmos, which they’re into, then ensure you own a look at our variety of telescopes, and solar system learning kits.

#MyFirstSevenJobs Kathy Dyer And Chris Ahearn

Partners in Excellence

Manny Hanny long since been absorbed into Chemical bank which was then absorbed into Chase. There’s a series going around the web about people’s First Seven Jobs. It’s been fun and fascinating to see the very first jobs people held. There’s a diverse selection of people’s first seven jobs here , Fred Wilson , Brad Feld , and Keenan. I jumped onto the bandwagon with my first 7 jobs. In the comments, you can also see Hank Barne s’ first seven.

3 Bad Sales Habits That Hurt Your Performance

Growbots

I met a seller who shared with me that he was a chemical engineer that worked for a company that sold industrial adhesives (expensive glue). Salespeople are under constant pressure to be at or above quota. What sellers do can be calculated to decimal points (percent of quota). In stark contrast, sellers have extraordinary latitude in deciding how they do it: who they call on, how they position offerings, qualifying opportunities, etc. “A”

How Do You Combine Artificial Intelligence with Human Selling?

Smooth Sale

Across acres of fields and greenhouses, farmers are using AI to vastly reduce their use of chemicals and minimize damage to the environment. Attract the Right Job or Clientele: Our beliefs about combining artificial intelligence and human selling are in the beginning phase. The question is, are we willing to consider varying perspectives for a better conclusion? My Story. On my first sales job, I was expected to sell fax machines.

Once Upon a Time: Storytelling Stimulates the Brain into Action

The ROI Guy

Neuroscience indicates that effective storytelling actually cause s a change in the audience’s brain, involving an automatic secretion of two chemicals: Cortisol, which is the usual response to distress, but signals and maintains engagement and focus, helping the audience pay more attention; and Oxytocin, which deepens the level of engagement and creates a feeling of empathy.

How to Reduce Stress in the Sales Workplace

Xactly

In demanding circumstances, stress acts as our bodies’ physical fight or flight response, where the body releases the chemicals to help us decide how to act. Stress is something every person deals with at some point in time, both at home and at work. In the workplace, stress is an important thing for managers to watch for. Overstressed employees are often subject to burnout, reduced efficiency, and physical or mental health issues. This year, National Stress Awareness Day is April 16.

So What Can I Sell You?

Sales Benchmark Index

As a next step, he began contacting major US chemical companies for assistance. Max was contacted by the big 3 chemical companies. I recently had coffee with a friend of mine, Max. Max is head of manufacturing for one of the nation’s largest credit card manufacturers. This conversation was loaded with insights from the customer’s perspective. In a nutshell, Max and I discussed the difference between being sold vs. being assisted.