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

Trending Sources

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.”

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….

Why Go Along to Get Along Isn't Effective Leadership

Increase Sales

Another impediment is the inability by those in leadership roles to provide constructive criticism without personally attacking others. Business Ethics Business Leadership communication skills constructive criticism effective leadership emotional intelligence go along to get along misplaced loyalty personal ethicsRegardless of organization, many in leadership roles embrace the “go along to get along” philosophy.

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.

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.

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.

3 Ways To Get You New Clients Fast!


Instead ask your network if anyone can connect you with “XYZ company” or knows someone who works in the construction industry.

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.

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.

Professional Disposability, Transience and Value

Babette Ten Haken

Rather, cross-functionality becomes more highly valued even as full-time workplace teams are constructed, deconstructed and re-assembled due to specific project requirements. There is a growing culture of professional disposability. Have you experienced it?

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.

Yes, Salespeople–You Can Create Your Own Content!


Asking questions that will spark conversation, or debate, or even useful and constructive controversy is actually a brilliant strategy for leaping into the world of content creation. Excerpted from the book Social Upheaval: How to win @ Social Selling. Now, I know that many salespeople will balk at the very thought of being content creators. Many find writing difficult, if not almost impossible.

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.

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.

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.

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.

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

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?

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?

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.

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.

Got Comfortable Workplace Collaboration Puzzle Pieces?

Babette Ten Haken

What constructive, collaborative actions can you take to contribute to an organization focused on comfortable workplace collaboration? Are you the right puzzle piece needed to fulfill your organization’s comfortable workplace collaboration strategy?

Complex Customer Retention Issues challenge Linear Thinking

Babette Ten Haken

Rather than deconstructing, they innovate or construct. Multifactorial complex customer retention issues challenge how teams think, work and collaborate, even the best teams.

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

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

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.

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.”.

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.