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 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.

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.

Does Your Presentation Have One of These Bad Movie Endings?

Performance Sales and Training

Like a movie, a presentation can build up a lot of good will, only to tear it all down in those final few moments. Whether they’re poorly constructed or executed, bad presentation endings leave a bad taste in the mouths of prospects and can undo all your hard work.

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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.

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.

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.

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.

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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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 – .

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.

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.

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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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.

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.

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.

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.

Top Ten Characteristics of Top Sales Producers (Part Six)

Mr. Inside Sales

There are three areas that you can learn to develop rapport: before (during the initial qualifying call), during (during the close or presentation), and after (once your prospect becomes a client). 2) Build rapport during your presentation.

Is There a Best Sales Strategy for Banks?

Increase Sales

During a keynote presentation over six years ago, I asked this question of the business professionals including many small business owners: How many of you are happy with your bank? Of the almost 100 people present, about 40% raised their hands.

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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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 –

Look for Potential in the Next Generation of Sales Hires

Understanding the Sales Force

Interviews spotlight the candidate''s presence, show their ability to make first impressions, present, and answer questions. Coachable - whether or not the candidate is open to constructive criticism and believes there is room for improvement.

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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Work Life Integration vs Balance, There Is a Difference

Increase Sales

Years ago I constructed two sets of wheels, one for my personal life and another for my professional life. And there is the other element present of alignment. With so many businesses being directed by sole proprietors (78.2%

The Ideal Length of a Sales Email, Based on 40 Million Emails

Hubspot Sales

This is a tendency especially when we're asking for something or providing constructive feedback. After: " Let's brainstorm several scenarios to present to your executive team next week. ". According to TOPO, prospects open less than 24% of sales emails.

Are You Using A Microphone for Mankind?

Smooth Sale

’ Anthony is a visionary leader, dynamic presenter, author, and motivator, who challenges everyone to think in new and powerful ways. I began working as a construction worker.

8 Ways to Use Online Reviews to Close More Deals

Hubspot Sales

It might even be a mostly good review with constructive feedback tacked onto the end. And we welcome constructive feedback as well! HubSpot Co-Founder and CEO Brian Halligan says, " Constructive feedback is the breakfast of champions. Online Reviews.

Sales Leadership The Talent of Correcting Others

Increase Sales

As top sales performers, are not these other behaviors present? Those who consistently positively demonstrate this sales leadership talent “can usually provide constructive criticism to another in such a way that it is not received as insulting or degrading.

Leadership Desired by Many, Sustainable by Few

Increase Sales

From all the books, presentations, firms devoted to leadership training, the results from two recent reports ( Brandon Hall Group and McKinsey) suggest leadership even though desired is not sustainable by current leadership development programs.

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.

The Downside of an Acquisition: How to Navigate Your Career and Life Better than I Did

John Barrows

The organic, constructive methods we had used for growth stopped mattering. When I finished and presented it, one of their regional sales directors simply glanced it and said, “Let’s start with the top ten on this list.”.

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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.

Sales Leadership Talent of Problem Solving Ability

Increase Sales

The practical demonstration of this sales leadership talent of problem solving ability is analyzing a lost sale and constructing a solution so that losing future sales does not become a repetitive problem.

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.

How to Setup a Commission Plan in Six Steps


C—Constructed to Drive the Right Sales Behaviors: Design your plan to put emphasis on the sales behaviors that will help reach company goals. This allows senior sales leadership to present the plan to the entire sales organization and answer any immediate questions.

Voice Mail As A Differentiator

The Pipeline

They spend time and effort to meet a social norm and construct not of their own making or choosing, all in an effort to fit in and not be different from the herd perusing the same prospect. By Tibor Shanto – .

Three Hot Industries For Ambitious Sales Pros


Construction. When most people think of the construction industry, they don’t think of sales. That’s why the construction industry presents such an interesting proposition. The outlook for sales jobs within the construction industry is strong worldwide, owing to the sheer breadth of the work. Modern sales pros know that no amount of natural skill is enough when you’re working in an industry that’s not growing.