Success Story | Chemical Company


Lead Generation campaigns for the Chemical and Manufacturing Industry are not easy. ABITEC is a world leader in the development of lipids and specialty ingredients for the pharmaceutical, nutraceutical, and specialty chemical industries.

How a Business Services CEO Seizes Market Opportunities

SBI Growth

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.


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How Software Leaders Pragmatically Prepare for 2021

SBI Growth

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.

Discovery resistance in complex B2B sales


He was the VP of Sales of an enterprise B2B salesforce of 200 reps, and he was frustrated. He was selling highly complex software as a service application to chemical, drug, and oil companies. Sales Methodology

How to get better at reading emotions in sales

Markempa - Inside Sales

Things can get emotional in sales especially B2B where the stakes are high. In order to get better at reading emotions, we need to overcome the chemicals in our own brains. Empathy-based Sales Customer empathy Video

NAICS Code Directory for Sales and Marketing Teams


For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. 3251 Basic Chemical Manufacturing. 325180 Other Basic Inorganic Chemical Manufacturing. 325194 Cyclic Crude, Intermediate, & Gum & Wood Chemical Manufacturing.

Make Your Sales Force Your Loyalty Program

Sales and Marketing Management

Author: John Larson A few weeks ago I was having lunch with a friend, a successful executive who has run large sales organizations for three different companies. In the B2B world, your sales force is actually your loyalty program. For companies serving B2B markets, a properly run sales force that executes the seven activities outlined above is the most effective (and cheapest) loyalty program you can find.

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


Sales leaders and sales teams have been forced to adapt quickly to shifting priorities and budgets, including working from home mandates and remote selling. But, what does the future of sales look like? The New Normal is Not the Future of Sales. 4:43] Women in sales. [8:28]

The Power of Stories and Sales Leadership

Women Sales Pros

Great sales leaders incorporate storytelling into their daily training and coaching.Everyone has heard a great speaker at some point in their career. We are wired for stories because they activate chemicals in our brains. Then invite your clients to join a sales meeting to tell the sales team their story of how your products and services are making their lives easier and keeping them more competitive. This chemical makes us more empathetic. Sales

Five Skills to Help New Sales Managers Succeed

Miller Heiman Group

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Kevin Lewis, Global Sales Excellence Leader at Milliken Chemical and an authority on developing sales managers, recommends five ways to get new sales managers off to a great start. Great sales leaders aren’t born: they’re made. Yet many sales organizations don’t see this, instead promoting top sellers to managerial roles based on their excellent selling skills and deal results.

How to Overcome 3 Common Sales Objections

Sales Gravy

Sales Professionals need leverage in handling objections. 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. My cold call territo

22 Sales Buzzwords You Love to Hate – and How to Use Them the Right Way

Sales Hacker

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. There are sales buzzwords that we love and some that we really hate. RevOps helps achieve sales and marketing alignment”.

How to Navigate Pricing In a Pandemic

Sales and Marketing Management

B2B leaders and sales and marketing teams across the globe are finding ways to adapt in this time of crisis. I’ve been talking to leaders in industries far and wide, from manufacturing, distribution, chemicals processing, tech, pharma and more.

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. Best Practices in Sales Manager Coaching.

Sales middle managers – what motivates them the most?

Sales Training Connection

Sales Middle Managers. 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. Although all of this was not related specifically to front-line sales managers , we thought the tale was right on the money for that pivotal job. 2014 Sales Momentum, LLC.

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.”.

170+ Women in Sales Share Their Career-Defining Aha Moment

Sales Hacker

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. What is one a-ha moment you’ve had in your sales career? Become the Beyonce of B2B sales.

Oracle 108

Are You Ready to Enhance Your Productivity?

Smooth Sale

The insights are essential for business growth and the precursor for successful sales. Nick Rojas, Business Consultant and Writer. These two chemicals can organically keep you more energized, focused, and motivated to excel continuously. Photo by Geralt via Pixabay.

How to Increase Profit Margin: 5 Strategies for Any Business


Every company has its eyes on its bottom line and, in turn, is mindful of its profit margin — the most definitive metric of how successful your sales efforts are, relative to your expenses. Find gaps in your sales process where a disproportionate number of prospects fall off.

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. Review your current sales strategy with us to determine if your company is positioned to win with our 45-minute Shore Up your Sales Strategy Session. . Business Owners News Resources Sales Sales leadership Strategic Planning Positioning prospect Sales strategy Trade War

The Surprise Addiction that is Killing Your Sales Focus

Hyper-Connected Selling

These days, there’s an ever-growing list of addictions that can derail your sales career. But there’s one addiction that has crept up on almost every single one of us, and it’s especially destructive to sales careers. The Brain Chemicals that Drive Us. It’s one of the chemicals that helps us encode positive feedback when we engage in proper stimulus. When you make a sale, that rush is driven by dopamine (and its friend serotonin).

The Importance Of A Balanced Inventory Management System

Smooth Sale

AUTHOR BIO: Mariana Vieth is Director of Marketing at WSI , a leading third-party logistics provider specializing in fulfillment, chemical warehousing, trans-loading, transportation, and more. Sales Prepares Us With Learning How To Prepare. Photo by RavinshuRanjan via Pixabay.

The Key to Connecting in Virtual Meetings

Julie Hanson

One element that helps people connect in a meaningful way is actually a chemical called Oxytocin, not surprisingly known as the love hormone. Feel free to check it out if you’re looking for more tips on how to engage customers and drive more sales on video.Get your copy today on Amazon !

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

criteria for success

Read on to learn more about this week's Let's Talk Sales inspiration! This quote comes from Jack Welch, an American business [ ] The post Let’s Talk Sales! Read on to learn more about this week’s Let’s Talk Sales inspiration! This quote comes from Jack Welch, an American business executive, author, and chemical engineer. Take our Let’s Talk Sales Podcast Listener Survey! eBook – The Ultimate Hiring Guide for Sales Managers.

Lessons in Sales Leadership with Alice Heiman


Our second episode of Ready, Set, Sell , recently aired featuring Alice Heiman, Founder & Chief Sales Energizer of Sales Strategies for CEOs with Alice Heiman. Re-framing sales for modern customers. What makes a world-class sales organization. Sales Readiness

How to Reduce Stress in the Sales Workplace


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. To help you reduce stress in the workplace, this is everything you need to know about identifying and reducing stress for your sales teams. Good vs. Bad Stress in the Sales Workplace. Recognizing Workplace Stress in Sales. Reducing Workplace Stress for Sales Teams. Sales Sales management Sales Motivation

Introducing the Miller Heiman Group Icons

Miller Heiman Group

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. Kevin Lewis , Milliken Chemical.

What is Your Company’s DNA?

Sales and Marketing Management

Not chemical, biological DNA, of course, but what I call corporate DNA. It is the foundation for all external messages and campaigns, from branding, to sales strategy, to web copy, to brochure design. 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.

A Verbal Painting is Worth A 1,000 Words

The Pipeline

We have all the expression above, but it really rings home in sales, especially for successful sales people. If you look at sales as being an educational process, that is you learning from the prospect, even while you are helping them learn how you can help them reach their objective, let’s focus on the latter, you helping the buyer learn about the potential value you can/may bring. Sales Process Tibor Shanto By Tibor Shanto - .

Tips & Tricks to Make Money From Home

Sales Pop!

If you use any chemicals in the process, you might want to consider remodeling a little, e.g., garage floor epoxy paint offers excellent protection against stains, spills, and chemical damage. Many people dream about working and making money from home.

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.

22 Sales Buzzwords You Love to Hate and How to Use Them

Lead Fuze

Some sales buzzwords are great, but others need to be avoided. Need Help Automating Your Sales Prospecting Process? A sales representative can use this to give their prospects time to think about what they want, but make sure you don’t forget them later. It is too sales-y.

Leads 52

3 Bad Sales Habits That Hurt Your Performance


Here are some common behaviors and habits of B and C Players that ultimately hurt their sales performance. 3 Bad Sales Habits That Hurt Your Performance. Especially for large transactions, this “bottom-up” sales approach is fraught with pitfalls. READ 6 Secrets to Successful Sales Prospecting. As you would expect sales cycles will be longer executing bottom-up sales. READ The Top 13 Sales Words That Your Prospects Hate. for Sales.

Market Expansion: Three Approaches for Companies Looking to Grow


Most companies looking to expand into new markets want to boost their sales and have identified a market in which they can see the potential for growth,” according to Marketo, which sells a marketing automation platform.

Can I Legally Record Sales Calls in California?


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. 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”.

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


Joining me is David Priemer, the Founder and Chief Sales Scientist of Cerebral Selling. David started his career not as a sales rep but as a research scientist. As a sales leader, you know that today selling is more difficult than it was 10 years ago.


HeavyHitter Sales

I’ve written extensively about how the successful salesperson’s mind thinks and processes language in my recent books Heavy Hitter Sales Psychology and Heavy Hitter Sales Linguistics. It turns out your innate nature to help people is really the result of a chemical reaction.   All marketing departments should pay attention to this fact when creating sales training collateral!

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


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. Sales Enablement. ????Revegy, Sales Enablement.

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


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. We asked 11 sales professionals, entrepreneurs, and business executives about their mentors and the greatest lessons they learned from them. Tweet us @nutshell and share the best piece of advice that a sales mentor ever gave you. He was energized by selling and managing his sales force.

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

Hubspot Sales

In sales, it can incentivize reps to work harder to close more deals, meet their numbers, and even adapt to new sales tech. The commission, bonuses, and sales performance incentive funds (SPIFs) you thought were inspiring your team can become more harmful than helpful if reps put their numbers ahead of their customers, who can feel pressured to buy. The reality is that most companies offer sales incentives — we at HubSpot do, too. Sales Compensation