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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

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.”

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 Give Employees Constructive Criticism


An even tougher challenge is giving employees constructive criticism without hurting feelings, damaging esteem, or shutting down motivation. Clear, Constructive, and Consistent. It should be constructive – addressing objective areas where improvement can be achieved.

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

How to Use Twitter’s New Timelines

Vertical Response

Willard turned to social media when the economy crumbled as a way to generate new customers for her employer, Riggins Construction , and is now the go-to social media whiz for the 36-year-old company, which does commercial construction in Orange County, California. Social Media new twitter timelines Riggins Construction Social Media Marketing Twitter Twitter business page Twitter business profile Twitter business timeline twitter for business twitter marketing

Your Competitive Advantage: Fluency in the Language of Business Finance


And yet, constructing a Business Case that demonstrates positive impact on a key financial ratio can win the [.] Enterprise salespeople selling big spend, high impact solutions MUST SPEAK THE LANGUAGE OF BUSINESS FINANCE.

Can Your Employees Push Back?

Vertical Response

Business Management Small Business Marketing business management constructive criticism employee feedback employees entrepreneurship leadership management managing employees small business marketing

Keeping Up the Property Value of Your Very Fine (Sales) House


While all of this new construction is [.] We have all heard that Sales is in the middle of a huge transformation, focused on buyers, their concerns, their worries, and their patterns.

Pipeliner CRM Case Study: S. Sterling Company


Clients include Airstream, Volvo Construction Equipment, Blue Bird Body Co., […]. Sterling Company of Atlanta, Georgia is a sales and distribution firm representing electrical component suppliers to U.S.


Buyer Zone's Lead Generation Blog

The post About Leads: UNDER CONSTRUCTION appeared first on About Leads. Please excuse our blog’s appearance. As you might have noticed, our site recently got a full redesign. And now, it’s time for our blog to have a *fresh* new look. As we work on it, images, links and other aspects of the blog may not work properly. But don’t you worry! We’ll have the blog up and working soon. Thanks for your patience!

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.

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.

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.

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.

The Bittersweet Necessity of Tension and Conflict in Your Organization

Sales and Management Blog

But in regards to business and organizational growth there must be some constructive tension and conflict. “Donna, I’ve sat through three of your team’s executive meetings, one board meeting, and a couple of regional meetings. One of your company’s biggest problems is there’s no conflict.

How Sales Enablement is Bridging the Gap Between Sales and Marketing


There are only so many qualitative anecdotes a sales team can report back that will be constructive to a business strategy. It happens all the time: Two people have a single conversation and walk away with wildly different interpretations of what they’ve just experienced.

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.

What You Stand For: Building a Team Philosophy and Code of Conduct

The Productivity Pro

In many ways, building a team is like constructing a building. We know, for example, that constructing a building requires basic resources, fasteners to hold the pieces together, protective elements, and more—but it’s all built on a foundation, proceeding from the bottom up.

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?

The Cloud keeps attempting to disintermediate the CIO

Brian Vellmure

Leveraging the cloud to construct new value chains. The cloud and all of its growing mix of services up and down the technology stack will allow those organizations who are wise enough to understand how to leverage data, algorithms, and analytics to construct and orchestrate new value chains.

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.

Considering New Mandates for IT leadership #CIO

Brian Vellmure

The importance of constructing new value propositions. This week, I a appeared as a guest on the Intel Transform IT show.

The Arrogance of Listening

Sharon Drew Morgan

Reality: because our brain only offers us the interpretation it has constructed, (and we have no idea what percentage of this is correct), we believe we ‘hear’ accurately. When researching my book on the gap between what’s said and what’s heard ( What?

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

The Dark Side of Sales–It Ain’t Going Away

Sales and Management Blog

Yet there are still many, such as the funeral industry, the automobile industry, some areas of financial services, construction and remodeling, and others, where a good many sellers find it more profitable to manipulate, lie, and cheat than to sell ethically. My father passed away in 1979. I went with my mother to the funeral home to help her make the arrangements for my father’s funeral. It was one of the most obscene experiences of my life.

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

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.

Technology-Dependence: The GPS and the Slide Deck


Where is the construction? Last week I had a speaking engagement four hours from home. Rather than take public transportation and then rent a car to get to my destination, I decided to drive. I hadn’t driven this long a trip by myself since I was in college. A “boomer,” that was a while ago and I must admit I was not feeling very confident. But equipped with my cell phone and my GPS app, I knew that all I needed to do was listen and follow Waze’s lead.

How to develop a killer elevator pitch that gets you more sales

The Accidental Salesman

Here is a mini course I have put together to help you understand how to go about constructing an effective elevator pitch. Please feel free to add your comments

DOing vs. BEing: creating rules that put customers first

Sharon Drew Morgan

When companies construct internal rules that are juxtaposed with customer needs they ignore the consequences. I recently purchased dysfunctional products/services from three vendors who were unwilling to go outside company rules to fix the problems they caused.

You May Wish to Add this to Your Sales Fact Finding Process

Increase Sales

Possibly any SMB may wish to begin to construct their own social history through their CRM. Most sales training programs look to the sales fact finding process. This process usually involves asking open ended questions as well as doing some research before actually meeting with the sales lead or prospect. Today through the Internet, there is a wealth of information available to assist salespeople in this fact finding research.

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?

Most Market Share Battles Are Lost, Not Won


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.

Book Review: Make It All About Them

Sales and Management Blog

Book Review: Make It All About Them. The most comm on misconception about the sales presentation is that the prospects want to hear about us, the company presenting: our size, our clients, our products, our people, and our awards. Yet, in reality, clients want the presentation to be about them.”.

Two Exceptional Traits of Great Salespeople

The Sales Blog

They were productive arguments, constructive disagreements, not just arguments for argument’s sake. The best salespeople share certain characteristics. Some of those traits won’t be popular, but it’s my experience that they are necessary. Here are two of the biggest. Combativeness.