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.

PODCAST 60: Effectively Giving and Receiving Constructive Feedback w/ Alyssa Merwin

Sales Hacker

It’s a really, really good conversation and a topic we don’t cover often enough on the show. And I’m creating the space, and setting the tone for the conversation I want to have. This week on the Sales Hacker podcast, we speak with Alyssa Merwin.

State of Conversation Intelligence Q1 2019

Smart Selling Tools

State of Conversation Intelligence Q1 2019. This report aims to bring sales leaders up to speed on conversation trends that will help reps win more deals in 2019.

Stage to Stage Conversion Rate Visualization: Introducing Conversions by Costello


Our solution was to create a comprehensive conversion rate report that showed the team’s overall close rate — the percentage of deals won for every 100 accounts targeted. We’re all still doing the manual work to get to fundamentally important data on conversion rates.

A Conversation With Cory Bray: Developing Sales Enablement Methodologies


In 2013, Cory hired a sales coach and has been receiving coaching ever since right up until the day before our conversation. In this conversation, Cory offers an overview of his sales enablement philosophy and why he believes in the importance of sales methodologies.

Why Edgy Conversations Will Make You a Better Business Owner or.

Score More Sales

Why Edgy Conversations Will Make You a Better Business Owner or Better Salesperson. Edgy conversations are not new to Daniel Waldschmidt – it is who he is. And yet, having that conversation (disagreeing, challenging, edgy) can feel so hard.

STOP Stacking Questions!

KO Advantage Group

You might’ve been doing this with your sales conversations unconsciously. Sit on the conversation for a while, then you can move on to the next question. This is how meaningful conversations start. Give your clients adequate space to construct powerful answers.

Riddle Me This Please Sales Leaders…

Bernadette McClelland

If there is only ONE thing that is THE most important task salespeople have to do well, that MOST are not doing at all, it is asking carefully constructed questions with a purpose. What is the next conversation you could have? Coaching Commercial Conversations Conscious Selling Sales Leadership Uncategorized coaching QuestionsHere’s a riddle for you? We explore without traveling. We make a point without telling. We discover the pain and the pleasure, the truth and the lies.

Top Sales Performers Remember to Spin Their Hats

Increase Sales

Top sales performers understand how their roles must change to adapt to the sales conversations. Since facilitation is the exchange of information, in my mind’s eye I was already a facilitator and then just connected that role to the sales conversations and sales process.

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.

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

Sales and Marketing Management

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Go Beyond the Standard Conversation. If you’re not seeing something, it’s difficult to provide constructive feedback.

Anchoring Your Negotiations Using A Range

The Accidental Negotiator

When placed in a negotiating situation, 51% of the participants in the study would use bracketing-range offers, 29% constructed backdown-range offers, and only 17% constructed bolstering-range offers. Anchoring is a powerful technique, but should you use a range?

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities


Sellers who have the right conversations with buyer sponsors, champions and decision-makers in the Identify & Prioritize stage have an advantage. Often enough, Value Propositions are not constructed with enough flexibility for how your sales teams have conversations.

9 Ways to Get the Most from Sales Video Coaching

Sales and Marketing Management

Reps and their managers can see what their buyers will see, and learn from it – making course corrections before those high-stakes conversations. Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies.

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. Challenge questions will not bring that conversation to the forefront because the buyers don’t know it could be better or different. Author: Lee B.

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Get Some More Sales INDIA now!

Bernadette McClelland

What I remember learning about at school and carefully constructing a B+ project on suddenly came rushing back to me, and that was the topic of the caste system – a hierarchical organisation chart for the country. Get Some More Sales INDIA now!

Five Tips for Transitioning Into a Sales Leadership Role

Sales and Marketing Management

As a sales rep or manager – and as a human – it is important to be prepared to receive and give feedback, praise and constructive criticism. Make sure you have open and honest conversations with your manager.

March Sadness

The Pipeline

Sure everyone has a strategy, but your architects aren’t gonna build your building, you need construction guys to do that, with their tactical plan and skill to translate the architect’s output to a viable structure. I had a number of conversations with reps last week looking at the end of Q!

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The Ultimate Guide to Asking Sales Questions (And 29 Questions You Can Use Today)

It sets the tone to conversational. It comes across as interrogative and lowers the perceived value of your conversation. Top reps spread their questions out across the conversation, curating natural conversations. This helps when the conversation becomes contentious.

Let’s Keep Talking

John Barrows

The feedback from the recent “We Need to Talk” webinar was so positive that we wanted to summarize some of the key points we discussed, share the resources we’ve compiled and keep the conversation by introducing the Slack community we’re building called Sales Done Right.

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What Kind of B2B Marketing Personalization Gets Results?

Corporate Visions

Next, we constructed a set of emails that contained identical offers and calls to action, but different subject lines and openings based on the personalization method. Thank you for reading this post from Corporate Visions - Differentiate Your Marketing Messages and Sales Conversations.

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Add Salesformics – Stir and Sell

The Pipeline

In the process of lead-gen, lead gathering, evolving and lead conversion, some sales people and organizations are often faced with a choice, find an all in one tool that has key features and elements offered by other tools and apps built in, in effect a Jack-of-all-trade approach.

Creating the Right Agenda for Data-Backed Quarterly Business Reviews


In order to host QBRs that are viewed as invaluable, it all comes down to preparation and constructing just the right agenda that packs quantitative and qualitative data points into a succinct time period. Conversion % by pipeline stage. #

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Guidelines for Conducting an Effective SDR Performance Review


They provide the best value to SDRs when managers are comprehensive in scope and constructive in delivering feedback. Metrics are a great place to start the conversation. 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.

Why You Want A Sales Framework Not A Methodology

The Pipeline

Keeping it simple, a framework is a construct, allowing for a logical means of classifying, segmenting, or categorizing things. By Tibor Shanto – .

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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The Importance of Giving Feedback in Inside Sales

Score More Sales

This way, having a conversation with a sales leader does not put a sick feeling in any of your team members’ stomachs. In working for 22 sales leaders in my tenure as a technology sales rep, I’d say that the very best of my managers or leaders gave me constructive and supportive feedback.

I Am a Weak Salesperson Is a Self-Imposed Limitation

Increase Sales

Many times I have heard this statement from my small business coaching clients to just general business to business conversations: “I do not like to sell” or “I am not a salesperson.”


Bernadette McClelland

And recognised and supported through organisations such as beyondblue where national workplace programs are being put in place for business owners in verticals that include construction, mining, manufacturing and transport, even including not for profits and unions.

Sales Strategy: What’s Most Effective? A Great Message! (Updated May 2019)

Corporate Visions

To be effective, your company sales strategy needs to focus on customer conversations as a way to create a distinctive purchase experience and separate your company from the competition. The challenge is, retention and expansion require a distinct messaging and customer conversation approach.

What Ever Happened to the Can with the String?

No More Cold Calling

We had lots of fun constructing them with our friends, and then seeing how far apart we could get and still hear each other. But we’ve lost the art of conversation. To do that, you must be present for the conversation— not distracted by cat videos.

Relationships Are Rooted In Action

Partners in Excellence

Too many think relationships are rooted in the pleasant manner of a sales person, the quick smile, great conversation, quick wit, a slap on the back, supported by the occasional lunch or golf game. We may, at times, disagree–but constructively.

Working to automate your social selling emails

Sales 2.0

It takes time to research the information you need to construct the kind of prospecting email I suggest. Now given these are “quality” emails my experience is you may get 3-4 conversations from these (maybe up to 5-6). Could such a solution 10 x your conversation rate rate?

4 Steps to Deliver Quality Sales Coaching


You can even enable in-context conversations between reps, managers, and even subject-matter experts. During this stage –and really at any point in the coaching process–it’s important to focus on strengths while offering constructive criticism.

Inside Sales Power Tip 141 – Get a Second Opinion

Score More Sales

Just beyond your circle of peers there is someone – many someones who have a single idea that could shift your week and get you extra conversations with potential buyers. He was leading conversations talking about his company rather than a focus on the buyer and their company.

Top Ten Characteristics of Top Sales Producers (Part Six)

Mr. Inside Sales

You do this by asking any number of things like how the weather is (“Is it still over a 100 degrees there?”), or by asking how the new conversion or transition is going, or if they’re super busy now that it’s Monday, or if they’re relieved that it’s Friday.

Burnout Part 2 – Recognizing Burnout in Your Employees


However, if your employees begin acting increasingly sensitive in conversation and it’s out of character, it might be a sign that they’re burned out. It’s nearing the end of Q4 and you’re pushing your team hard to meet the organization’s end-of-year goals.

Communication Consistency, So Needed, So Often Overlooked

Increase Sales

During their conversation, the sales manager was mostly in didactic, lecture, monolog where she had very little input. Poor communication reflects the lack of communication consistency as well as the inability to look within and be open to constructive criticism.

Coaching for Performance

Steven Rosen

Whether you are doing a midyear or year end review it is important to provide constructive feedback to help your sales reps improve. It is up to you to have this difficult conversation and follow a process to get the behavioral change required.

[Message to Management]: 14 Things Top Sales Managers Do

No More Cold Calling

How often do sales managers generate opportunities and support their teams in customer conversations? Hold constructive sales meetings where they share valuable information and tools, not status updates that could have been communicated in email.