Constructing Insight

Partners in Excellence

Sales is impatient for marketing to deliver their polished presentations, then they rehearse diligently to create commercial teaching. We don’t deliver Insight, we Construct Insight. We cannot do it in isolation, but have to construct Insight collaboratively with our customers.

How to Handle (Dull) Company Mandated Presentations

Anne Miller

One of the hardest presentations to give is the “standard” company presentation. I recently coached a new hire in the construction industry who had to do one of these. Words Matter – Make What You Say Pay! Need More Winning Sales or Powerful Presentations?

How to Construct the Perfect Case Study for B2B Sales

Outbound Works

Source Only presentations and flyers/spec sheets come in ahead. Case studies are among the most effective VBRs (viable business reasons) out there. They combine real-world application with the power of storytelling, showing how your offering actually helped a customer.

14 Sales Presentation Techniques That Will Help You Close More Deals Today

Hubspot Sales

What makes a good sales presentation? An effective presentation tells a compelling story, highlights your value proposition, and aligns with your audience's needs and desires. Hate the thought of doing sales presentations ? Sales Presentation Techniques.

First Presentation Paradox…and now Events Paradox?

Eyeful Presentations

If you were on a stand or one of the breakout session presenters, this was your perfectly gift-wrapped opportunity to connect your target audience.

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.

Is Your Closing Presentation Meaningful To Your Customer?

Partners in Excellence

Recently, I’ve been reviewing a lot of closing presentations. We wouldn’t be doing a final presentation if the customer didn’t think we were a credible supplier. They’re all about our products: The presentations go into ad nauseum detail about our products. They’re all about us: From a pure format point of view, we slap our company name and logo on every single page of the presentation.

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. Alen Majer’s Blog - This site offers tips for presentations, selling your personality, and even the history of American sales culture. 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!

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

Hubspot Sales

Here are two things to try: Always be tweaking - Never stop looking for ways to improve your presentation. Take a friend to dinner if they sit through your presentation, or bring home dessert for a loved one if they listen to your latest feature pitch. Sales Presentations

PowerPoint In Your Pocket – SlideShark Now On iPhone

Fill the Funnel

With this announcement, iPhone users can view, share and present PowerPoint presentations any time, anywhere to one person or an entire meeting room via an LCD projector. Set auto-play with looping for self-running presentations.

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. Call to Action: Be Present at the Weekly Sales Meetings and Field Rides: Attending all of them across multiple teams is impossible.

What a Basic Sales Process Looks Like [Visual Template]

Hubspot Sales

Without an outline, writers sometimes forget to include a crucial argument, or construct their paper in an illogical manner. Present. There's a reason why teachers instruct students to make an outline before they start writing a paper.

Selling to the C-Suite: Improving Executive Presence in New Sales Reps


For every rookie rep, the day will come when they’re responsible for presenting in front of a room full of executives. It’s easy to feel intimidated when presenting to seasoned professionals. The audience focuses too much on the presenter, rather than the presentation.

Are You Developing Managers Or Leaders?

The Pipeline

Promote one of these reps, as many do, and you not only face the issues presented above, but a bunch of collateral damage. By Tibor Shanto – .

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.

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Sales Enablement: The Right Tools for the Right Tasks


In the construction of a house, it would not be the architect who chose the tools for the builders—carpenters, masons, plumbers, electricians and so on—to use. In my final blog post on the weighty subject of sales enablement.

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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. If you are prioritizing daily calls, or presentations scheduled, make it a point to review those metrics. You should take the time to provide qualitative feedback about how the SDR handles different parts of the sales process: prospecting, sales presentations, closing, etc. SDR performance reviews are essential for helping SDRs to improve their performance.

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. Look through your product category on their website to check out the competition; walk the aisles in HD stores to see how they’re presented.

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Hiring Best Practice: Test Before You Offer

Sales Benchmark Index

The task is to create and deliver a winning sales presentation. Deliverable - the candidate uses the template provided to build a presentation. Presentation - the candidate presents the proposal to a Review Panel that consists of the hiring manager, HR and an objective 3rd party.

10 Sales Proposal Templates to Automate the Closing Process

Hubspot Sales

This bid proposal template will present the project to these contractors and solicit responses. Construction Proposal Template. Plus, it will demonstrate your credibility and present the price of your work.

9 Shrewd Negotiation Tips Proven to Close More Deals

Sales Hacker

If you’d like to go into a sales negotiation with a constructive mindset and achieve the optimum result for your company, follow these tips in developing your own negotiation strategy. Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked.

The Importance of Giving Feedback in Inside Sales

Score More Sales

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. Where did you learn to give good, constructive feedback that helps others?

The One Thing You Cannot Skip When Hiring an ‘A’ Player

Sales Benchmark Index

It will enable you to construct and use a scenario in your interviewing process. They then present it and role play it live. Recommendations/Next Steps the candidate completes in writing but discusses during the presentation. One for the quality of the presentation.

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

After a sales call or presentation, take some time away, then come back and look at what went well and what needs improvement. Focus on constructive self-criticism. Instead, focus on what questions that have constructive potential.

The Six Secrets to Superior Sales Kickoffs

Sales and Marketing Management

A well-constructed theme should serve as the SKO’s center of gravity, and should support the overarching objective of the meeting (e.g., All presentations focusing on these strategies should play into the meeting theme, to ensure consistency and knowledge retention. Set and stick to deadlines, and designate an “editor-in-chief” to review content for both thematic and stylistic consistency, and to ensure presenters are adept and comfortable.

The step-by-step guide to building an effective sales strategy

Base CRM

In construction, it’s impossible to erect a building if you don’t have one critical document — a blueprint. Create a sales strategy presentation and share the goals, customer and market research, and action plan that you created in steps 1-5.

Why Are You In Sales? – Sales eXchange 200

The Pipeline

The event was organized to present young people with different options for their life after school. Others stated a number of different career plans, some very specific, marketing, finance, construction, software design, and more. By Tibor Shanto –

3 Coaching Tips to Help Reps Overcome Sales Objections


For example, “I tried to leverage our relationship” is not a response that can be presented as a teachable skill. 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.

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?

4 Steps to Deliver Quality Sales Coaching


A great approach is to have one of your top reps record, say, a discovery call or sales presentation using a platform like Allego, and then share it with the entire sales team.

Let’s Keep Talking

John Barrows

You need a mentor or sponsor who can speak on your behalf in a meeting because we all know that a lot of decisions are made in a company where you’re not present.

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How to Match Your Prospecting Campaign to the Number of Targets

Anthony Iannarino

The infrequency and lack of value in the communication limits the value of this approach to only those who are presently dissatisfied enough to consider a change. The way we prospect now is to use campaigns , a series of communications over time, designed to result in a meeting.

7 Steps to a Creative Sales Contest Even Your Prospects Will Love

Sales Hacker

Because of constructive learning, people are more likely to buy when a product or service becomes personally meaningful. The contest leader should present all the ideas to prevent bias. Warning: This is not your average sales contest.

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.

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.

5 Proven Steps to Sell Smarter

Sales Benchmark Index

At no cost, an SBI expert will present our most recent full research findings. Implementing a well-constructed plan will get you there. Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A).

The Six Skills of Great Sales VPs

Sales Benchmark Index

Marketing might be called in for a presentation design. From this, gaps are identified and a training program is constructed. Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold.

The Best Way to Sell Is With a Story

Sales and Marketing Management

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.

Selling Off-Plan Properties… Your Ticket to Riches? 

Closer's Coffee

In the ever-changing universe of sales, a debate among sales scholars has been raging since the constructions of Uruk. The following is what I believe to be some of the significant fundamental differences and variations between selling an Off-Plan or under-construction or pre-sales as it called in my adoptive country, the Philippines. Having clearly defined steps and trigger points guides the sales professional from prospecting to presenting to asking for the business.

SalesPOP! Top Contributor Spotlight: Julie Hansen


Hansen leads the sales industry in presentations, helping salespeople to create and deliver the perfect sales presentation. She founded Performance Sales and Training , an organization that helps teach sales presentations, and offers workshops on mastering the craft. She is the author of Act Like a Sales Pro: How to Command the Business Stage and Dramatically Increase Your Sales with Proven Acting Techniques , and Sales Presentations For Dummies.

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