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.

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.

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.

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

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.

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?

BSO, FOMO and SQUIRREL!! – How to stop an addictive brain…

Bernadette McClelland

We’ve all been there. We’ve all experienced something that takes our mind off what we are doing. Whether it is an email ping, a quick question from around the water-cooler, or even this article. The Dilemma of Attention Deficit.

How To 247

Engagement Experience fuels Customer Experience

Babette Ten Haken

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.

Secret weapons: Open-ended questions and listening

Sales Tips & Techniques

Joe Smith, a salesman with ABC Industrial Supplies, called on a prospect, the Wagner Chemical Co., But the following day, Wagner Chemical signed a long-term, highly-profitable supply deal with ABC. in January. He met with the company’s purchasing agent, Allison Stevens, who spent twenty minutes with the visitor. No sale. Two months later, Angela Jones, another sales professional at ABC, called on the same company. She, too, met with Allison Stevens for twenty minutes.

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 .

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. .

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.

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.

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.

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.

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!

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.

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.

Once Upon a Time: Storytelling Stimulates the Brain into Action

The ROI Guy

By Dan Sixsmith Storytelling is a term that has emerged in marketing and sales as a means of leading the buyer down a path toward the realization that your solution is something he/she needs.

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.

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.

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.

#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.

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.

#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.

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.

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”

Sales Training Article (SBI) - So What Can I Sell You?

Customer Centric Selling

As a next step, he began contacting major US chemical companies for assistance. Max was contacted by the big 3 chemical companies. Sales Training Article: So What Can I Sell You? By Joel McCabe, Sales Benchmark Index (SBI) I recently had coffee with a friend of mine, Max.

League Leaders: An Interview with Justin Gauthier

Closer's Coffee

We’re not a bunch of rednecks, drilling down and dumping chemicals into the earth and not caring. Tell me about who you are and where you come from.

Helping Your Buyers Look Beyond Themselves!

Partners in Excellence

Helping your customers identify growth opportunities: Recently, I had conversation with the VP of Sales for a company that sells basic materials (think chemicals). We know we need to be customer focused.

Buyer 104

Sensemaking: Selling To Customers In The “Simple Quadrant”

Partners in Excellence

One of my clients sold basic chemicals. This post is the fourth in my series on Sensemaking. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us.

Meet Orhan Dayioglu, Showpad Director of Business Development, DACH

Showpad

We had companies like Dow Chemical tell the audience why they picked Showpad and one of Munich’s best-known TV personalities did the moderating. What is your role at Showpad right now? I lead the local sales operation in the DACH region out of our new office in Munich, Germany.

Meet Orhan Dayioglu, Showpad Director of Business Development, DACH

Showpad

We had companies like Dow Chemical tell the audience why they picked Showpad and one of Munich’s best-known TV personalities did the moderating. What is your role at Showpad right now? I lead the local sales operation in the DACH region out of our new office in Munich, Germany.

The Pipeline ? Beware The Mixed Message ? Sales eXchange ? 138

The Pipeline

Nice glossy presentation, containing nothing of interest to me; and given the chemical content of the glossy pages, I couldn’t even use it to wrap fish. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

Our Products Are Becoming Commoditized!

Partners in Excellence

Ironically, those who have been selling true commodities (for example, basic chemicals) have always known this and are competing differently. It seems every product, regardless of how complex, is destined for some level of commoditization.

The Importance Of Establishing A Cadence

Partners in Excellence

” A system, whether it’s a physical process, chemical process, is in balance with the right flow. It seems in nature, as well as business there is a rhythm to the way things work. Disrupt that rhythm and problems start to occur. We use all sorts of terms to describe that rhythm.

We Become Commoditized Only When We Let Ourselves Be Commoditized!

Partners in Excellence

They sell basic materials (oil, gas, chemicals, etc.), I read an article about the seeming inevitability of commoditization. We certainly see a lot of evidence of more of what we sell becoming commodities.

Try Selling Sand

Partners in Excellence

Others sell basic materials like chemicals. As much as sales people try to sell solutions or sell value, too often they fall back on great products. They focus on product, features, functions, feeds and speeds.

Who was your sales mentor, and what was their greatest lesson?

Nutshell

Jeffrey Orens, retired chemical industry executive: All my success in business was based on what I learned in selling, most of it from two mentors. An early sales manager in the chemical industry was my second mentor. Whether it’s a killer closing tip or just some well-timed encouragement, guidance from a sales mentor can change the course of a young salesperson’s career. Even the simplest principles can be powerful when you learn how to apply them.

Sales Incentives Aren't the Only Motivator. How One Company Got Rid of Them

Hubspot Sales

One salesperson reported that selling chemical-based tick repellant to stores in New England was impossible — these customers were ahead of the curve and only wanted natural products to use around their dogs and kids. We can all agree: Money changes the way we act.