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.

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.

A Conversation With Cody Lamens: The Importance of Building a World-Class Sales Culture


We hope you enjoy the following conversation with Cody! We’re able to collect and understand employee feedback, which allows us to have an open conversation and dialogue with employees. Cody Lamens, Head of Sales, TINYpulse.

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.

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.

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.

Survey 203

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.

Buyer 282

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.

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!

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!

Quota 210

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. #

Data 108

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.

You Only Get One Chance to Make a First Impression

Women Sales Pros

They make a solid first impression because they position what matters to the buyer right at the beginning of their conversation. They research their prospects to understand what will be of high value to each one and to personalize the initial conversations.

Buyer 120

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.

B2B 120

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.


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.

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.

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.”

4 ways to use your CRM to power your sales and marketing feedback loop

Base CRM

It ties in customer data, conversations, and metrics into one clean, smart location that activates the feedback loop between sales and marketing. Just like with the first step, you need to have conversations with the marketing team on what actually constitutes a qualified lead. Overall, for marketing to understand what sales actually needs and develop the right material, conversations need to happen. In addition to keeping track of customer conversations in your CRM (e.g.,

CRM 58

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.

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?

The Customer Is Always Right (Until They're Wrong)

Hubspot Sales

A simple, “ That’s a great question ,” or “ Thanks so much for bringing that up ,” will set participants at ease and encourage conversation. Once they’re finished, move the conversation forward in one of the following diplomatic ways: “ I see how you could draw that conclusion.

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.

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.

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.

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.

4 Steps to Motivate an Underachieving Salesperson

Sales and Marketing Management

If you start a conversation with a member of your team by talking about their failings, it’s not going to be productive. Starting with encouraging, constructive discourse will have a positive impact on your whole conversation. Have an open and honest conversation about their performance. Author: Jen Wagstaff More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling.


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. People ask me why I focus on sales and why am so obsessed about helping people learn to have those value driven sales conversations. SALESPEOPLE SAVE LIVES.PERIOD. Big Statement! Big Shoes To Fill!

Sales Leadership The Talent of Correcting Others

Increase Sales

This talent is not just about disciplinary matters such as employee to employee, but in a much broader context about people who fail to do what they promise or who act in a manner that is not professional and even extends to conversations between salespeople and their sales prospects.

[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.

Transforming Women Entrepreneurs & Millennials in the Workplace with Nancy J. Lewis

Igniting Sales Transformation

Then we got into an insightful conversation about generations in the workplace, specifically the dynamics happening between millennials and boomers. Gen X is often being excluded from the conversation due to their size being so much smaller.

The Modern Manager’s Guide to a Productive Coaching Session


” which is done by, “Facilitating conversations with their team members that allow them to discover areas for improvement and possibilities to break through to new levels of success.” We’ve said it before and we’ll say it again, coaching is crucial to success in sales.

The Best Way to Sell Is With a Story

Sales and Marketing Management

It’s a powerful conversion tool at least as old as the Gospels. Nearmap, the company I work for, captures, manages and delivers high-resolution aerial imagery to engineering and construction firms, governments, property and real estate companies, solar installers, telecoms, and others. That line of storytelling works well to help close a solar installer, but might be lost on a construction company. Author: Tony Agresta Most salespeople could teach a course in rejection.

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How


Use it to construct a detailed picture of your current lead-to-revenue strategy, infrastructure, processes, and performance. You should also look at lead-to-revenue conversion rates across the flow. In part one , I provided insight into the why and what of a lead-to-revenue assessment.