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.

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

Three Simple Tips to Practice “Constructive Delusion”

Shari Levitin

The post Three Simple Tips to Practice “Constructive Delusion” appeared first on SHARI LEVITIN. There’s a scientific phenomenon that explains an idea called “Confirmation Bias.”

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.

How to Construct the Perfect Case Study for B2B Sales

Outbound Works

Case studies are among the most effective VBRs (viable business reasons) out there. They combine real-world application with the power of storytelling, showing how your offering actually helped a customer. Maybe that’s why they’re among the most sought-after sales collateral types.

If You Cannot Say Anything Nice, Then…

Increase Sales

When in corporate to student leadership training sessions, I encourage the participants to always give constructive feedback with this one criteria. By taking this constructive feedback approach, the negativity never overwhelms the participants because the focus is on what they have done well.

Managing Sales for Construction Projects

The Ultimate Sales Executive Resource

Over at construction management degrees Elizabeth Johnson has published a list of the Top 100 Blogs to Boost your Sales Skills. 60), I have invited her to write a guest article to give us some insights on what it takes to be successful as a Sales Managers for construction projects. But when you’re responsible for managing sales in a construction project, you need to know more than just how to sell or how to motivate to sell.

Jonathan Farrington's Blog ? How To Construct and Implement a.

Jonathan Farrington

How To Construct and Implement a Successful Business Development Strategy. Whilst I very much hope that the super-efficient amongst you had your strategy for 2012 signed off long ago, it may just be that some of you are still in “construction mode” so this will help….

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

Constructive Criticism: Can You Handle the Truth?

SalesGravy

Let’s discuss the Energy Star Multifamily High-Rise Program

Increase Sales

In a construction market that has been slowly recovering since the end of The Great Recession, multifamily housing has been the brightest star. The demand for rental housing has been on a steady climb since 2004 (Source: Freddie Mac

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The Top 12 Factors that Cause Delayed Closings and What to Do About Them

Understanding the Sales Force

Invariably, each drive back home has taken twice the time it should have because of road construction. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours.

Heavy Hitter Sales Blog: What are the Top 5 Sales Blogs?

HeavyHitter Sales

Here’s the list according to Construction Management along with their overview comments: 1. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?

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.

Part 2: Mastering Client Communications

Accent Technologies

Whether you’re working on an IT project, construction services, a marketing project or nearly any other type of service, your clients need to be informed every step of the way. Good communication takes time to master.

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.

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

DiscoverOrg Sales

Construction. Construction. As the 2018 midterm election cycle heats up, demographic research and new insights about American voters has never been more in demand.

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.

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.

Managing Good Salesperson Behavior – by John Smibert

Selling Fearlessly

We need our salespeople to engage with our customers in a constructive and positive manner with their underlying intent being to help that customer achieve their desired outcomes. A John Smibert discussion with Tony Hughes. And yet too often, we as sales managers, unwittingly encourage the opposite behaviour through our dialog with our sales team and […]. Selling

Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

Sales and Marketing Management

When delivering performance feedback, a little constructive criticism goes a long way. If you’re not seeing something, it’s difficult to provide constructive feedback.

Closing the Gaps Is a Critical Leadership Trait

Increase Sales

Many organizational assessments are individually constructed to meet the needs of the client and to increase the revenues for the consulting firm or executive coach.

Simply Speaking Bad Hires Cost Small Business Sales – Part 2

Increase Sales

As an individual who is trained to identify or write the best assessments (Master of Science in Instructional Design & Technology), I recognize the reason this particular tool is so accurate is because of its construction.

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.

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My Clients Want to Work with Me Not the Queen’s We

Increase Sales

This week in speaking with a colleague she shared some constructive criticism of her website specific to the use of “I” and not the Queen’s We. The person offering the constructive criticism appeared to lack knowledge of her industry as well as her role as a sole-proprietor.

What Are Your Action Plans to Increase Sales?

Increase Sales

Triage Business Planning was constructed on having several action plans to increase sales and overall business growth. Many small businesses have a sales action plan and some of the more forward thinking have a strategic action plan.

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.

An Action Plan for Sales Improvement, Where Do You Start?

Increase Sales

Possibly, would you construct a better action plan for sales improvement because you now have enhanced clarity? So where does one start an action plan for sales improvement? Write down the WAY SMART goals ? Return to the executive strategic thinking plan?

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?

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.

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.

The No. 1 Skill Top Salespeople Must Master

Sales and Marketing Management

This is the information that helps a salesperson construct a sale, to build a solution for a buyer. Author: Lee B. Salz At a young age, I was told that I should pursue a career in sales. I heard it in high school, again in college and, yet again, post-graduation.

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The Key To Unlocking a Sustainable Goal Setting Process

Increase Sales

Today’s sales training coaching tip is after you construct your WAY SMART goal, then emotionalize it. Human being are by their very nature goal setting creatures. If not, we would not be where we are today. The ongoing issue is sustainability with any goal setting process.

A Simple Action Plan for Increasing Sales

Increase Sales

Years ago for my own small business I constructed a simple one page, goal driven action plan for increasing sales. The 2013 third quarter is quickly coming to an end and many salespeople are scrambling to meet their own sales goals or the goals set by their sales managers.

[Day 2] Gartner Sales & Marketing Conference Daily Digest

LeveragePoint

” and “How do we construct a Buyer Enablement ecosystem? So how do we construct a Buyer Enablement ecosystem? Yesterday I left you with two questions: “How do we build Buyer Enablement?” ” I wasn’t trying to lure you into reading today’s post; Gartner just hadn’t told me the answers yet. But, hey, if it worked I’ll take it! Welcome to Day 2’s Daily Digest! And, luckily, Gartner shed some light on our burning questions.

What Salespeople Can Learn from Sandcastles

No More Cold Calling

And no one enjoys seeing carefully constructed business deals ebb away before their very eyes. He sets up the story of two architects—a child constructing a sandcastle and an adult building his business. When deals don’t go your way, dust yourself off and go in search of the next one.

The Five Card Royal Flush In Small Business Sustainability

Increase Sales

Years ago, a gentleman by the name of Jay Galbraith along with his colleagues constructed the winning hand through these five cards: Strategy. Card players know a royal flush is the very best hand.

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.

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.

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.

I Am a Weak Salesperson Is a Self-Imposed Limitation

Increase Sales

When we have clarity regarding those self imposed limitations, we then can begin to construct an action plan to turn these negative, internal thoughts around.