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

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Constructing Insight

Partners in Excellence

We don’t deliver Insight, we Construct Insight. We cannot do it in isolation, but have to construct Insight collaboratively with our customers. Constructing Insight is really the convergence of two parallel sets of activities with our customers.

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.

Construct A Winning Sales Resume

Sales Tips & Techniques

An increasing number of questions have been directed towards me from people looking to gear their resume towards a job in the sales industry. Read full story → Hiring Salespeople

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.

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.

7 Signs Your Sales Rep Should Be Promoted

Sales Benchmark Index

Displays Constructive Criticism : They don’t complain. The best provide professional, mature constructive criticism. Displaying constructive criticism but having to defend the accounts they sell is a problem. Construct an Individual Promotion Plan for the great ones.

Maybe The Answer Is Not An Action Plan to Increase Sales

Increase Sales

Having any plan to achieve that goal would suggest having a thorough understanding of the goal setting process is a requirement before constructing said plan.

Constructive Criticism: Can You Handle the Truth?

SalesGravy

Most Market Share Battles Are Lost, Not Won

Pointclear

They have a great product for the industrial marketplace (construction, mining, etc.). Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies.

Are Behavioral Assessments a Pseudo Science?

Increase Sales

85 coefficients because they are constructed from an inductive and subjective perspective. The Attribute Index is constructed from a deductive and objective perspective with reliability and validity coefficients around a.92.

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.

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.

B2B 64

Prepare Yourself AND Your Prospect!

The Center for Sales Strategy

Your carefully constructed Valid Business Reason along with persistence paid off and the prospect has agreed to meet with you. You finally secured that all important meeting with a prospect you’ve been trying to reach for weeks. You are on an adrenaline high as you think about the possibilities. Now what?! Give yourself a pat on the back and begin to prepare! Remember, the prospect is taking time out of their busy schedule to meet with you.

Another Monday Morning and Your Sales Game Plan Is?

Increase Sales

Not really sure how to construct your sales game plan? Mondays come and go along with all the sales opportunities they hold. When you have a sales sale game plan, there is a far greater likelihood of capitalizing on those sales opportunities. Possibly, you may wish to consider having a checklist as you begin your sales week. Check your calendar for today’s activities – 30 seconds. Check your calendar for the forthcoming week’s activities – 15 seconds.

Top 10 Sales Coaching Quotes

Steven Rosen

Regardless of where your sales people lie on the spectrum, it is your duty as a sales coach to offer constructive criticism and advice in a manner t hat compels the people you’re coaching to positive action and self-betterment. “If

Your Commitment to Your Professional Growth Is?

Increase Sales

” If you are unsure of how to construct a good goal statement or lack your own action plan for professional growth, then CLICK HERE. Yesterday, I made this short update at LinkedIn about professional growth for executive coaches, business coaches or sales coaches: If you are not continually expanding your knowledge, testing your own boundaries, how can you ask your coaching clients to do the same?

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.

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.

What Wasted Time Actually Reveals

Increase Sales

Yet we feel emotionally satisfied that we are doing something constructive. Smart devices keep us connected and reveal a lot of wasted time according to Adobe. Would you believe checking email (both work and personal) is consuming 6.3 hours per day?

10 questions to help sales managers assess their performance and adapt! – An STC Classic

Sales Training Connection

Finding the right time and approach for asking these questions in a way that invites constructive and candid responses is critical.”. A Classic – ’63 Corvette.

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.

Find Your Joy; Find Your Success in Doing

Increase Sales

Until we dismantle the current system and construct a new system based on what motivates people to learn we will still have a poorly educated and unmotivated workforce. “Focus on the journey, not the destination. Your joy is found not in finishing an activity, but doing it.” ” Greg Anderson. How often do we fail to find joy? What would happen if our joy was directly connected to our doing something, whatever?

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. Successful Women in B2B Sales. Selling in B2B accounts is not easy for any salesperson. Successful female salespeople acknowledge the power of their selling styles and how they differ from their male counterparts.

B2B 104

CMO Secrets to Impacting the Sales QBR

Sales Benchmark Index

Stand up and battle constructively with an eye toward solving problems. CMO’s who engage directly with sales leadership are on a path to constructive actions. World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings.

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.

Sales managers – it’s time to assess your performance and adapt!

Sales Training Connection

Finding the right time and approach for asking these questions in a way that invites constructive and candid responses is critical.”. Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year.

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.

The Anvil or Ladder Approach to Sales Training

Increase Sales

Third, an anvil is usually constructed from the same materials. Their physical shapes have changed over the years and are now constructed from a variety of materials. When sales training is examined, much of it is more anvil in construction than ladder. The majority of sales training can either be categorized as one of two approaches: Anvil. Ladder. Think about an anvil. First it is very heavy. Moving it from one place to another is difficult.

Are You Shooting Yourself Before You Open Your Marketing Mouth?

Increase Sales

Women unless they are in construction usually cannot wear such attire. Today I read an infographic about Why-Customers-Choose-You? What was interesting is the collected data presumes there already exists some positive attraction through the initial marketing interactions.

Avoid Maybe Purgatory: Turn Maybes into Small Yeses

Smart Selling Tools

‘ To “ooch” is to construct small experiments to test one’s hypothesis. Hearing “maybe” from a buyer is more common than hearing a yes or no. Sometimes maybes are just a disguise for a lack of authority or an aversion to saying ‘no’.

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.

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.

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.

Why Must Leadership Training Programs Now Include An Adjective?

Increase Sales

The publishers recognized that leadership is positive in its construction and implication. Is it just me or are there a plethora of individual or business leadership training programs that now have an adjective or some other description in front of the word leadership?

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.

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

Pointclear

Use it to construct a detailed picture of your current lead-to-revenue strategy, infrastructure, processes, and performance. In part one , I provided insight into the why and what of a lead-to-revenue assessment.

Sales Leadership The Talent of Realistic Personal Goal Setting

Increase Sales

When working with clients, I use the Results Tool (as constructed by myself and Laura Novakowski ). If your goal is to increase sales, consider assessing this talent for you or your sales team and then construct an aligned course of action including WAY SMART goals.