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.

The Life Lessons Hidden in Road Construction

Hyper-Connected Selling

There’s an old running joke about Chicago weather: “There are two seasons in Chicago, winter and construction.” I went through four road construction zones during the trip that covered almost a half of the 80 mile drive. Road Construction Parallels. Yes, it is super-annoying to go through that much construction. Innovation in materials and construction techniques is out there, but adoption has been slow.

How to Construct Meaningful Customer Journey Maps

Nimble - Sales

Because the more you understand your customer’s journey the better you can address opportunities to improve key decisions based on business results such as product/service adoption, customer service, […].

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

Sales Hacker

There’s also this theme around finding opportunities for observation. The post PODCAST 60: Effectively Giving and Receiving Constructive Feedback w/ Alyssa Merwin appeared first on Sales Hacker. This week on the Sales Hacker podcast, we speak with Alyssa Merwin.

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.” Additionally the failure to keep connected with existing clients is another lost opportunity sales gap.

Are You Limiting Your Business Success Opportunities?

Increase Sales

Yet, through all this, they are limiting their opportunities for additional success because they are probably missing one figure that never shows up on financial reports. Total Revenue Opportunity (based upon lifetime of customer). When these metrics have been established and a plan of action has been constructed from the Senior Executive Management Team that will cascade down through the organization, measuring relationships will become much easier.

The 39 Best Franchise Opportunities of 2018

Hubspot Sales

I've compiled a list of the best franchise opportunities to select from. And they support their franchisees with training and assistance with site selection, construction, operations, management, and marketing.

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….

Another Monday Morning and Your Sales Game Plan Is?

Increase Sales

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. ” Your Monday morning checklist is truly about planning your sales game so you can take advantage of all those expected and even more important unexpected sales opportunities. Not really sure how to construct your sales game plan?

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


It is the time when a sales rep is working to connect with a new prospect and to develop that prospect into a qualified opportunity. If a rep can’t combat the status quo in this early stage of the sales cycle, the sales opportunity never develops.

Marketing, Sales, and the Power of the OOCH

Smart Selling Tools

To “ooch” is to construct small experiments to test one’s hypothesis. The point is that there are plenty of opportunities for applying the many approaches you’ll learn about in “Decisive” to our field of B2B Sales and Marketing.

The Secret Path to Successful Sales Calls

Smart Selling Tools

Step number one, is to commit the most constructive or dynamic trigger statements onto your conversation map. Trigger statements represent a specific ‘target’ of opportunity, and you need to zero-in on them for maximum leverage. Tweet Sales calls are conversational journeys.

Your Personal Mission Statement. Write it. Live it.

Jeffrey Gitomer

It's an opportunity to bring your goals into focus and transfer your ideals into the real world. 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.

Developing strategic referral alliances. WOW!

Jeffrey Gitomer

Align with a business that will deliver a gift of what they do at a reduced cost in exchange for the opportunity to make a sales call on your prospect or customer. Are you willing to refer your clients or customers to someone else?

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

Sales and Marketing Management

That same manager who employs role-play also uses weekly sales meetings as coaching opportunities. When delivering performance feedback, a little constructive criticism goes a long way. All feedback offers an opportunity to learn.

Becoming a Master Networker – Networking Currency

Adaptive Business Services

Any sign of construction (including tenant improvements)? City permit websites are free while other similar sources might be paid or require memberships – AGC (Association of General Contractors), Dodge Reports, and Construction Monitor. This is true from the standpoint of finding opportunities as well as potential power partners. Let’s start with the basic premise that, in order to become a master networker, you are going to have to have leads to share.

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. Give the SDR an opportunity for self-reflection: “Why do you think you made fewer phone calls in April?”. This is also a great opportunity to discuss the SDR’s other contributions to the team. Review specific moments of challenge and ask constructive questions: “Why do you think you struggled in this moment?”

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.

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

It’s the same as when you’re pressured and rushed —you’re going to make a mistake and miss out on an opportunity. Focus on constructive self-criticism. Instead, focus on what questions that have constructive potential.

Pitching and Selling Products at The Home Depot (Part 1)

Sales Benchmark Index

For companies selling any construction-related products, finding shelf space on the largest home improvement retailer, The Home Depot (HD), is a dream. So HD is entering these trade shows looking to find new vendors, meaning attending gives you the opportunity to directly pitch to the company.

Retail 156

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. By Tibor Shanto – .

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My Clients Want to Work with Me Not the Queen’s We

Increase Sales

This week in speaking with a colleague she shared some constructive criticism of her website specific to the use of “I” and not the Queen’s We. The person offering the constructive criticism appeared to lack knowledge of her industry as well as her role as a sole-proprietor.

How to Make Your Dream a Reality

Grant Cardone

He spent months negotiating with the idea to give one of the TV networks an opportunity to invest in his new theme park in exchange for a weekly one hour Disney TV show. He treated TV as an opportunity. Your Step-by-Step Guide on How to Take Your Idea and Bring it to the World.

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Use Personal Recruiting To Build Your Sales Team

MTD Sales Training

Chances are your best sales person knows people who are as enthusiastic, hard working and determined as he or she is, and in this economy, the odds that one of those people is looking for a new opportunity are good. .

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. Marketing lead and opportunity contribution and analysis.

Data 108

Add Salesformics – Stir and Sell

The Pipeline

One of the opportunities offered by the web 2.0 I can then initiate a sales-flow, either constructed or in response to the way things are unfolding. By Tibor Shanto -

3 Coaching Tips to Help Reps Overcome Sales Objections


Oh, and be ready to improvise in case the other actors see an opportunity to take the scene in a different direction.”. If you were a movie producer, would you ever say this to your actors? Don’t bother coming to rehearsals. Just be poised and confident in front of the camera.

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. Skipping framework, as many do, leads to lost discussions, lost opportunities and extended cycle times. By Tibor Shanto – .

The Power of Denial

The Pipeline

But as they enter the school system, things change; a small minority maintain their constructive curiosity, not settling, they continue to push the envelop to discover more, discover “how” things work, and “why” things have to be the way they are, “why” not different.

The Most Effective Ways to Market Your Property


Choosing target tenants should be the first decision you make when constructing your marketing plan. Are you planning to rent out your property?

Are You Shooting Yourself Before You Open Your Marketing Mouth?

Increase Sales

Women unless they are in construction usually cannot wear such attire. You only have one opportunity to make a good first impression. Today I read an infographic about Why-Customers-Choose-You?

Now Is The Time To Expand Your Personal Boundaries

Increase Sales

Having a much longer ride, I thought about how many people limit their opportunities for self improvement by staying within their comfortable and personal boundaries, their own fences.

How to Master the Deal Review


This is often a core part of quarterly business reviews, but also part of the commercial excellence strategies that many organizations employ to provide additional support for the largest opportunities in the pipeline. We take two hours to review two active opportunities.

Unite to Magnify Your Marketing Message

Increase Sales

Here is another opportunity to magnify your marketing message. Nick Georgiou – Business Planning and Recessions – Surviving in the Real Estate/Construction Industry. As the old song goes, “One is a lonely number.”

4 Steps to Deliver Quality Sales Coaching


During this stage –and really at any point in the coaching process–it’s important to focus on strengths while offering constructive criticism. When a sales force isn’t hitting its targets, sales leaders often hold all-hands ‘triage’ meetings, looking for ways to improve results.

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. As you can see some of these are closed questions and some of them are open questions so by not exploring the different types of questions we leave ourselves short and therefore leave multiple opportunities on the table. Here’s a riddle for you? We explore without traveling.

What Does “Insight” Mean In 2019 And Beyond?

Partners in Excellence

They may be shifts in competition or markets that may be threats or opportunities to our customers. They may be more closely focused on our customers’ businesses–problems they are having, opportunities they may take advantage of, and so forth.

There are ONLY 4 Levers Sales Can Pull to Grow Revenue

A Sales Guy

Has the strategy taken into consideration the market opportunities and competitive challenges? Is it still aligned with the market trends and opportunities? It’s not uncommon for revenue to slide. It happens to all sales organizations at one time or another.

Why Joining a Hyper-Growth Company Can Accelerate Your Career


Opportunities Abound. As companies scale, opportunities surface everywhere. Proactive and adaptable employees will quickly rise by using opportunities as building blocks to construct a fast-track to the top.

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. In part one , I provided insight into the why and what of a lead-to-revenue assessment.