WITCE Wednesdays – Consumer Confidence (Economic Indicators)

A Sales Guy

Wednesday I’m going to cover consumer confidence. Consumer confidence is an economic indicator measuring how the general populace feels about the economy and their own person financial situation. Here is a graph of consumer confidence over the past several years.

Why You Need Social Influencers

Sales and Marketing Management

B2C companies that harness this trend of reaching ad-skeptical consumers are beefing up their coffers big time, so why are some B2B companies not following suit? Consumers?—?and If anything, they’ve adapted, and B2Bs need to do likewise or risk losing interest from modern consumers.

A Bold New Model for Launching Brands in a Market that Demands Speed and Certainty

Sales and Marketing Management

Given the accelerating pace of change in everything from technology to world events to consumer behavior, together with the forces of transparency, this conveyor-belt approach to brand-building is neither efficient enough nor effective enough to bode success.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

The next two, Manufacturing – Durables and Consumer Products, likely climbed up the list as consumers responded to low interest rates and more liquidity. Construction.

LinkedIn Video – Let’s Do It Right

John Barrows

If you sell to construction workers who only check LinkedIn when they’re looking for a job, LinkedIn video probably doesn’t make much sense. My goal on every video or piece of content I share is to give people something they can do immediately after watching or consuming the content.

Creating the Right Agenda for Data-Backed Quarterly Business Reviews

Openview

While QBRs are often dreaded by just about everyone in the sales organization due to their reputation for being incredibly time consuming and invasive, they can be very helpful for not just the sales leader, but the team of sales professionals as well.

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The Straight-Forward Guide to Target Markets

Hubspot Sales

For example, if you’ve created a B2B Software product that helps remote construction teams, you’d probably focus on other companies within the construction industry. What about a company that has both consumer and business customers?

What Wasted Time Actually Reveals

Increase Sales

Would you believe checking email (both work and personal) is consuming 6.3 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.

Sales Success Maybe Finding the Devil in the Details

Increase Sales

As his employee had already taken the Attribute Index , I shared that I had created 4 observable behaviors for each of the 78 talents and have included those within the performance appraisals I have constructed for other clients. Looking for the devil in the details is time consuming.

A Brief Guide to Creating Courses in Allego

Allego

All the content they need should be instantly accessible and easy to consume. This blog is written by Eric Higgins, a member of Allego’s award-winning Customer Success team. .

An Interview with Henry Schuck: 4 Ways to Move the Sales Performance Needle

DiscoverOrg Sales

Everyone has egos, but we don’t let it get in the way of being coached, and that makes constructive criticism a lot easier. This is easier to understand for physical consumer products. DiscoverOrg CEO and cofounder Henry Schuck knows a thing or two about growth.

Weekly Sales Meetings Suck. Here Are 5 Ways to Improve Them

Sales Hacker

But it doesn’t have to be — it can be inviting and constructive. The exercise should take no more than 15 minutes, and afterward, peers can share constructive feedback and improvement points. Does it look like our consumers are shifting their focus?

Analysing the impact of the ‘Amazon Effect’ on B2B Sales

Artesian Solutions

Whilst in days gone by the B2B purchasing process was limited to in-person sales interactions, today more and more business buyers are growing to expect consumer-like experiences. 2/3 have switched vendor for more consumer-like experiences. •

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Do Generational Differences Matter in Account Based Sales?

No More Cold Calling

It took another decade for marketers and the media to up-spin Millennials, whose birth years fall within the range of 1982-2004 as “ the next greatest generation ” and begin focusing all their efforts to woo these limelit consumers, voters, and likers.

The Ultimate Guide to Real Estate

Hubspot Sales

Because as important as real estate is to our society, it remains an enigma to most consumers. That’s why we’ve compiled this guide, and our reasoning is twofold: to help consumers better understand the real estate process and to equip real estate agents to better market their business.

The Beginner's Guide to eBay Classifieds

Hubspot Sales

When you think of eBay, you likely picture consumers frantically bidding on items ranging from electronics to vintage clothing. Construction > Buildings, Modular & Pre-Fab.

How to Develop a Sales Compensation Plan (with Templates)

Xactly

To put it simply, your compensation plan should follow the ABCs of compensation , meaning it should be aligned with sale roles, based on company culture, and constructed to drive the right sales behaviors.

Sales Training is Only One-Third of What You Need to Be Doing for Sales Enablement

Sales Hacker

This approach is time-consuming, expensive, and lacks analytics.” (The A solid sales enablement strategy takes time to construct, but once it’s in place it fosters stability and consistency.

What is Your Company’s DNA?

Sales and Marketing Management

People now have tools to understand who they are through DNA, and you can even get your own DNA report from 23andMe, a consumer-friendly DNA testing company based in Silicon Valley that can tell you what your genes say about you: your origins, your coloring, your tastes, your propensity for certain diseases, your ability (or lack thereof) to curl the sides of your tongue. Author: Andy Cunningham Who are you as a company? And why do you matter?

Maximizing Motivation: Why Well-Intentioned Incentive Programs Don’t Work and How to Improve Them

Sales and Marketing Management

With the money they had to spend, they constructed a recognition program combining reward points, days off, lunches with the employees’ families, and flexible work hours that appealed to about three-fourths of their employees. Rick Garlick is vice president and strategy consultant at Magid Associates , a consumer-centered business strategy company. Author: Rick Garlick and Bob Nelson Several years ago, a company came up with a creative way to recognize its top performing employees.

Your Competitor May Be An App!

Partners in Excellence

As consumers, everyday we see apps, great on-line stores and other technology enabled experiences that make our buying experiences easier and often more pleasant. Through this whole process, they construct value, driving profound improvements for the customers.

How to Rebuttal and Improve Your Sales Techniques

Xactly

Sound constructive, not confrontational. Instead of sounding confrontational, adopt a constructive approach. For example, a prospect may say “Your product isn’t number one in Consumer Reports” or “I used your firm before and had a bad experience.”

How to Write a Business Case

Klozers

A well constructed Business Case will support any previous sales conversation and in addition will provide the following: . A well constructed and objective reasoning for the prospect to take action.

Forms Follow Function

The Sales Leader

We definitely knew we wanted this to be a constructive meeting. We definitely knew we wanted this to be a constructive meeting.”. Successful Formula D.C. residents — helped by behavioral scientists, design experts, and others — cut through red tape.

The Ultimate Dictionary of Real Estate Terms You Should Know

Hubspot Sales

It’s usually associated with investment or construction projects that are issued for the short term and don’t require collateral. They understand real-estate law, construction, and property management. Construction loan.

Hits and Misses from Road

The Sales Leader

Glad to see airports rising to meet consumer requirements. Traffic and road closures in Toronto – will the construction ever stop? Traveling is great way to observe the best and the worst in sales and customer service. Here are a very highlights (and low lights) from May. Hits: Air Canada Super Elite Concierge Service. I never have to wait in line to check in and they can always get me on an earlier flight for no cost. The new Seat Alert App in the app store.

The Reinvention of the B2B Salesperson

Showpad

From healthcare to construction to manufacturing, B2B salespeople often don’t have the luxury of product differentiation. Consumers need engaging content, personalized offerings and quick response times. Our experiences and expectations as consumers are changing our behavior as B2B buyers, disrupting the traditional B2B sales process.

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Sales Automation: Friend or Foe?

DialSource

Presentations are an effective and engaging way to win over a prospect, but putting together a presentation is a time-consuming project. Yes, automation can help you find more relevant content and construct better sales decks.

Know The Prospective Buyer

MTD Sales Training

Let buyer know that the educated consumer is best. You should have a presentation that requires feedback and answers from your buyer so you can construct a proposal or a price. You like educated consumer. Know The Prospective Buyer. Understanding and dealing with different personality types. Buyer Traits. While every person is different, you will find that most prospective customers fit into certain categories.

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Secrets of Self-Discipline: How to Become Supremely Focused

Hubspot Sales

Taking these steps allows us to override our automatic defensive reactions and adopt more constructive behaviors contributing to healthier, happier relationships. If your mornings are consumed by non-work-related events and that’s when you’re most productive -- that’s not good.

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29 Real Estate Blogs Every Realtor Should Read in 2018

Hubspot Sales

This consumer-focused blog gives clients a great pulse on what’s hot in housing and rental markets, how to build home equity, and what they should know about new legislation affecting homeowners. Realtors, you know you can’t be good at your jobs if you’re not plugged into the industry.

I’ve Helped Hundreds of Students Get a Job in Sales, Here’s My Advice

Hubspot Sales

After each student’s presentation, they conduct self-critique, and the rest of the class offers constructive feedback enabling all of us to improve our own unique value propositions. Identify whether you’d like to work in consumer products, the automotive industry, or medical sales.

Have My Robot Talk To Yours!

Partners in Excellence

The only useful ones are from our city government informing me of road construction/traffic delays, or our garbage collection company, informing us of a shift in the pick up schedule. Let’s face it, any time we put people in the equation, it just gets messy and time consuming.

CPQ and the Internet of Things (IoT)

Cincom Smart Selling

The obvious challenge for business and actually, any consumer of information, is to be able to sort through all of the data available and extract and format the useful data into something beneficial. CPQ is an application that both consumes data and generates data. Both the sales rep and the customer know they are getting the right price for the product under construction.

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Customer expectations – how are they evolving, what is driving them, what should sellers do to keep up, and how to improve customer experiences

Artesian Solutions

B2B buyers are first and foremost still consumers. 67% have switched vendors for a more consumer-like experience. Customer expectations – how are they evolving, what is driving them, what should sellers do to keep up, and how to improve customer experiences.

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The Key to Sales Territory Mapping

Xactly

By integrating construction permit data, for example, building suppliers can see areas with the most growth; hence, the greatest need for their products. Not only are they unscientific, but manual territory design is a tedious and time-consuming process.

How to hire the right sales reps (and keep them!)

PandaDoc

It’s no secret the recruiting process is time-consuming and stressful, which is probably why only 22% of companies feel confident in their ability to hire the right people. Hire sales reps open to constructive criticism and able to adjust and improve-then deliver it to them!

Customers — Easier To Reach, Harder To Influence

Pipeliner

In a world where consumers have all the information they need at their fingertips, selling has become harder than ever. It’s imperative that salespeople know how to plan, construct and present their messages effectively. In the 2002 movie Minority Report , there was a scene that blew me away. Tom Cruise’s character John Anderton is pacing nervously through a shopping mall, and while he’s doing so personalized holographic advertisements are being thrown at him left, right and center.

Why Your Focus on Quota is Killing Revenue Growth

Smart Selling Tools

The more elaborate “magical” tricks make use of smoke and mirrors not unlike how some people construct forecasts. Apparently, making left hand turns consumes more time and fuel than making right hand turns. Find out what tasks or processes are consuming too much time.

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Content Will Save Us!

Partners in Excellence

In some cases, for transactional types of purchases, or consumer products–that may be true, but that’ not new news. It is not collaborative, it doesn’t enable us to c0-create, construct and build insight and value with the customer. Rightfully so, content is big!