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.

Customer Relations: The Huge Gap Between Intention and Reality

Jonathan Farrington

There are books about customer relations; there are videos about customer relations; there are Gurus (mostly self-appointed) about customer relations. None of them actually have to deliver customer relations. Which gets us back to relations with customers.

Spittoons and Customer Service – There is a Link!

Jonathan Farrington

When so much time and money is spent on training people about the need for constructive relations with customers, why is it often so bad? Which gets us back to relations with customers. We need to look at the whole company wide approach to Customer Relations.

Where Politics & Business Collide: Political Donations of B2B Decision Makers

DiscoverOrg Sales

In the table below, departments more likely to donate to a Republican candidate, relative to the overall percentage in DiscoverOrg’s database, are highlighted in red. Construction. Construction.

10 Sales Proposal Templates to Automate the Closing Process

Hubspot Sales

Public Relations Proposal Template. Hired to handle public relations for a company? Here's a public relations proposal template to help you finalize the details of the agreement. Construction Proposal Template.

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

Sales and Marketing Management

When delivering performance feedback, a little constructive criticism goes a long way. If you’re not seeing something, it’s difficult to provide constructive feedback.

Relationships Are Rooted In Action

Partners in Excellence

We may create constructive tension in discussions about what they might do, and why–we may challenge them, the status quo, provoke new thinking and ideas. We may, at times, disagree–but constructively. Related Posts: Are You Building Coalitions With Your Customers?

Cartographic’s Favorites of 2017

Sales Hacker

Our collection also holds many additional plans and drawings related to the Cape Hatteras Lighthouse. RG 45: Drawings of Ship Construction and Equipment, “Grice Plans” Drawing 85, Plan for Dry Dock. . Congress , also designed in 1794 and constructed the following year.

Use Personal Recruiting To Build Your Sales Team

MTD Sales Training

Have a regularly scheduled recruitment luncheon or outing, in where members of the sales team invite friends and relatives they feel may have the qualifications and interest to join your firm. . In constructing your next ad to hire sales people, get some input from your sales team.

Let’s Keep Talking

John Barrows

The focus of the webinar was about elevating the profession of Sales for everyone by having an open and honest dialogue around issues and challenges we all face in the workplace, specifically related to sales with a focus on the women in sales.

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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. The post Pitching and Selling Products at The Home Depot (Part 1) appeared first on Construction Marketing Association Blog.

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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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Email Open Rates By Industry: See How You Stack Up

Hubspot Sales

Arts & Entertainment, Construction, Human Resources, Legal & Government, and Real Estate have the highest open rates. Construction: 45%. What is the average email open rate for construction companies? As a sales professional, you’re sending emails all day, every day.

There are ONLY 4 Levers Sales Can Pull to Grow Revenue

A Sales Guy

If the structure isn’t aligned with the strategy or is poorly constructed, AKA, needing inside sales and only having outside, requiring hunting teams, but building farming teams, you are in trouble. Build a tool that allows you to measure the team in relation to the goals and strategy.

Now Is The Time To Expand Your Personal Boundaries

Increase Sales

Then in working with several clients this week, all three had less emphasis on self improvement even though all were relatively successful in their roles. In speaking with a fellow Chicago train rider, she shared she had never been beyond the University of Chicago Campus or Hyde Park area.

What Sales Attitudes Do You Seek When Hiring?

Increase Sales

For example, top sales performers relate well to people because people buy from people. This relating well may also extend into having an “ empathetic attitude.” This lack of clarity dramatically impacts performance as it relates to sales attitudes.

Be a Star Small Business with the Star Model

Increase Sales

Now you can pay some expensive accounting or consulting firm to construct a new assessment if you feel like draining your profits. Alignment does require work and maybe that is why so many fail to employ this relatively inexpensive assessment for sustainable business growth.

Top Sales Performers Remember to Spin Their Hats

Increase Sales

Consultative sales is a relatively new term to sales. In this role, top sales performers look to the needs of their ideal customers and then construct questions around those needs. Sales is not a one dimensional role.

Look for Potential in the Next Generation of Sales Hires

Understanding the Sales Force

Findings Related to Potential. Coachable - whether or not the candidate is open to constructive criticism and believes there is room for improvement. Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with!

5 Signs You Are Wasting Valuable Time in Your Day

Carew International

A constructive exploratory conversation with your manager is a great place to start, asking for feedback on opportunities to function more independently or insight on how other sales team members are able to do so. Nearly all of the above time-wasters are related to administrative functions.

The Straight-Forward Guide to Target Markets

Hubspot Sales

For example, if you’ve created a B2B Software product that helps remote construction teams, you’d probably focus on other companies within the construction industry. Are either of these things related to demographic, geographic, or lifestyle components? ”.

5 Unconventional Tactics of Excellent Sales Managers

Sales and Marketing Management

You rarely know what it is that’s keeping a salesperson from working to their full potential, whether it’s some frustration that’s work-related or personal. That means you being open to receiving constructive suggestions from your salespeople. Author: Kevin F. Davis Excellent sales managers aren’t made overnight. As a manager, you’re always learning and growing along with your sales team.

How “Sales-speak” Limits Us

Partners in Excellence

They think of problem resolution, they leverage tools of constructive conflict, they create arguments and debate. As a result, rather the handling objections, we would work on problem resolution, healthy debates, leveraging constructive conflict. Related Posts: Are We Speaking The Customer’s Language? Every profession has it’s own language.

Three Hot Industries For Ambitious Sales Pros


Aging populations around the world are creating a high demand for healthcare workers, and a corresponding demand for sales professionals to drive enrollments in schools related to those professions. 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.

Sales Leadership The Talent of Correcting Others

Increase Sales

This capacity is directly related to the person’s balance in their ability to evaluate others, and be empathetic.” Some might not appreciate how this sales leadership talent of correcting others fits within their role of selling. Yet, it truly does have both positive and negative impact.

What Does “Insight” Mean In 2019 And Beyond?

Partners in Excellence

Related Posts: Constructing Insight Insight And Challenging Without Outcomes Is Just Dreaming Insight, The Convergence Of Strategies Insight Without Action Is Just Idle Chatter!

6 Reasons Why Managers Should Always Ask for Feedback


Getting constructive and honest feedback is the fastest way for you to grow and enhance your performance. By encouraging your employees to give you feedback, it will be easier for them to relate to you. Constructive feedback should be the basis for change and innovation.

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., A relatively unknown speaker with an inspirational story, who’s willing to develop a customized speech, is always superior to high-priced celebrities spouting off canned speeches. No, they aren’t reading, writing and ‘rythmatic, but rather – as they relate to the event – review, rehearse and refine.

Is There a Best Sales Strategy for Banks?

Increase Sales

As towns grew into cities, more banks entered the market and life was still relatively good. Construct a list of the 5 top new customers you want and work that list.

Insight, The Convergence Of Strategies

Partners in Excellence

Related Posts: “I Don’t Know What You Do, But I Know What You… Insight And Value Creation Insight, It’s Not Just For Customers! The Insight Driven Organization Constructing Insight. No related posts.

A Playbook for Data-Driven Sales Enablement


The seller journey is related to the seller’s own experience at your company (new rep vs veteran), performance (low, mid, high), and all the other facets that might impact how this person learns, applies their learning and wants to learn. Enablement success…or not?

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4 Steps to Motivate an Underachieving Salesperson

Sales and Marketing Management

Starting with encouraging, constructive discourse will have a positive impact on your whole conversation. Only if you really relate to them will you be able to understand where the problem stems from. Author: Jen Wagstaff More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling. Here are four steps I’ve found most effective to re-motivate a salesperson who’s falling behind.

Top Ten Characteristics of Top Sales Producers (Part Six)

Mr. Inside Sales

The way to build rapport during this phase is to concentrate on relating with them right in the beginning – before you start pitching. Top Characteristic Part Six is difficult for many sales people to develop and practice, yet it’s one of the most important of skills to cultivate.

What makes a stellar B2B sales person?

Artesian Solutions

After throwing himself into a series of sales related exercises, he was sent home very deflated, having been told that he would never have a successful sales career. Artesian Interviews Andrew Jenkins BESMA 2018 Sales Professional of the Year.

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Moving From Mid-Market to Enterprise {Part 1} – Product and Market Readiness

Sales Hacker

Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy. A real-world example is Gusto , a payroll and benefits solution, which solves issues relating to in-house expertise and resources.

Bite-sized Learning Alleviates Sales Onboarding Stress


Create a bite-sized virtual tour of the office broken out into short videos for each department and deliver them alongside other learning content related to that department. Too much constructive criticism without accompanying positive reinforcement can discourage new reps and produce stress.

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7 Things to Look for When Hiring Sales Reps with No Experience


If you do a mock sales presentation as part of the hiring process, give the candidate constructive feedback and see how well they respond. Ask the candidate about what, if any, coursework they completed in statistics and related fields.

Imagine This Truly Forward Thinking Sales Kick Off Meeting

Increase Sales

Purpose (as it relates to people). Why this approach is forward thinking is because most sales kickoff meetings ignore these three motivators especially autonomy as goals are not a choice, but constructed by the sales manager or SMB owner. A new quarter is quickly approaching.

5 Signs You Are Wasting Valuable Time in Your Day

Carew International

A constructive exploratory conversation with your manager is a great place to start, asking for feedback on opportunities to function more independently or insight on how other sales team members are able to do so. Nearly all of the above time-wasters are related to administrative functions.

Sales Training is Only One-Third of What You Need to Be Doing for Sales Enablement

Sales Hacker

RELATED: Demystifying Sales Enablement: What Is It, Why It Matters, And How To Do It Right. A solid sales enablement strategy takes time to construct, but once it’s in place it fosters stability and consistency. RELATED: 3 Unmatched Sales Enablement Strategies to Try.