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.

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.

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.

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

Constructive Criticism: Can You Handle the Truth?

SalesGravy

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….

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

Energy 160

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.

The Curiosity Factor in Sales and Leadership

Shari Levitin

Unless salespeople are truly curious, they fail to: engage prospects, master new products offerings or grow from constructive feedback. What lies at the root of every great invention, transformation and friendship, is curiosity. The post The Curiosity Factor in Sales and Leadership appeared first on SHARI LEVITIN. Closing the sale

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.

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.

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.

State of Conversation Intelligence Q1 2019

Smart Selling Tools

minutes, which means cold callers had to have a very precise understanding of how to ‘construct’ a conversation around pain, value, social proof, and qualification. - State of Conversation Intelligence Q1 2019.

Your Personal Mission Statement. Write it. Live it.

Jeffrey Gitomer

If they offer constructive criticism, thank them. Going places? Have big dreams? The first person to tell is yourself. The first person to convince is yourself. The first person to affirm is yourself.

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

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.

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.

How to develop a winning sales mindset: Critical self talk vs pep talk

Close.io

Focus on constructive self-criticism. Instead, focus on what questions that have constructive potential. We’ve all been there: you’re in the middle of a sales call, and you start rambling. You only realize it after you’ve been going on for a few minutes.

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.

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.

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.

Developing strategic referral alliances. WOW!

Jeffrey Gitomer

Example – If your business is installing office furniture, strategically you would align with commercial real estate brokers, movers, construction companies, office furniture dealers, join the AGC and the trade associations of your biggest three customers.

10 Sales Proposal Templates to Automate the Closing Process

Hubspot Sales

Construction Proposal Template. For those of you in construction, this template reminds you to list the permits you need and who's responsible for logistical requirements, as well as provides a template breakdown of costs of material and labor.

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.

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.

Quick Hit 2

Engage Selling

When constructing a proposal, sales people must be sure to not base them on assumptions. When constructing a proposal, sales people must be sure to not base them on assumptions. They must find out detailed information about each customer and then base their proposals on the value that can be provided to that customer. They must find out detailed information about each customer and then base their proposals on the value that can be provided to that customer.

Quick Hit 2

Engage Selling

When constructing a proposal, sales people must be sure to not base them on assumptions. When constructing a proposal, sales people must be sure to not base them on assumptions. They must find out detailed information about each customer and then base their proposals on the value that can be provided to that customer. They must find out detailed information about each customer and then base their proposals on the value that can be provided to that customer.

Strategic Business Skills

SalesGravy

Planning comes after thinking and takes the collected information to construct a pre-determined course of action that attempts to identify the majority of known and even unknown (what if) obstacles keeping the plan from moving forward

How to Handle (Dull) Company Mandated Presentations

Anne Miller

I recently coached a new hire in the construction industry who had to do one of these. One of the hardest presentations to give is the “standard” company presentation.

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.

Guidelines for Conducting an Effective SDR Performance Review

CloserIQ

They provide the best value to SDRs when managers are comprehensive in scope and constructive in delivering feedback. Review specific moments of challenge and ask constructive questions: “Why do you think you struggled in this moment?” While you should make it clear that you expect accountability from SDRs, questions should be framed constructively. SDR performance reviews are essential for helping SDRs to improve their performance.

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.