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. Constructing Insight is really the convergence of two parallel sets of activities with our customers. We have to work with the customer in constructing the Insight.

How to Construct the Perfect Target List

Sales Benchmark Index

After a few slightly awkward sales calls you break for lunch. You may already have a target list created by your sales operations department. Segmenting your accounts is an important first step in any Sales plan. They can be measured only after a few sales interactions. Customers with a higher propensity to buy have a shorter sales cycle. It’s that time again. There was a change to your territory. Now your manager is in town to spend the next two days with you.


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How to Construct the Perfect Target List

Sales Benchmark Index

After a few slightly awkward sales calls you break for lunch. You may already have a target list created by your sales operations department. Segmenting your accounts is an important first step in any Sales plan. They can be measured only after a few sales interactions. Customers with a higher propensity to buy have a shorter sales cycle. It’s that time again. There was a change to your territory. Now your manager is in town to spend the next two days with you.

Constructing Sales Success – Tips for Women in Sales

Igniting Sales Transformation

The many sales challenges faced by men and women in sales roles are largely the same. Keeping sales skills sharp. I’ve written about the business case for women in sales many times. At the same time, I want women in sales (or in any role), to remember that there are times when we may undermine our success without even realizing it through some of these common behaviors. If you are in a sales role, this behavior is especially problematic.

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

Sales Hacker

This week on the Sales Hacker podcast, we speak with Alyssa Merwin. She leads LinkedIn Sales Navigator in North America. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker podcast. We have Alyssa Merwin , who is responsible for LinkedIn Sales Navigator and VP of Sales Solutions for North America for LinkedIn. She is an incredibly accomplished, and talented leader, and manager, and sales person. How did you get into sales?

How to Construct the Perfect Case Study for B2B Sales

Outbound Works

Maybe that’s why they’re among the most sought-after sales collateral types. Account-Based Sales / MarketingCase 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. Source Only presentations and flyers/spec sheets come in ahead. Case studies are a vital […].

Construct Your Own Sales Goal Plan Sheet Part 1 of 4 Parts

Increase Sales

To start the construction of your own sales goal plan sheet begins with these three presumptions: You have invested the time to construct an overall strategic action plan even if you are just a professional salesperson. You employ a consistent sales process. You have clarity regarding your target market, ideal customer and your own sales talents. Sales Training Coaching Tip: Conscious behavior is intentionally created. Professional sales action plan.

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. A sales manager has various responsibilities, not the least of which involves being responsible for managing an entire team of sales representatives and others.

If You Cannot Say Anything Nice, Then…

Increase Sales

When in corporate to student leadership training sessions, I encourage the participants to always give constructive feedback with this one criteria. By taking this constructive feedback approach, the negativity never overwhelms the participants because the focus is on what they have done well. Additionally, the constructive feedback does not turn into a personal or professional attack.

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…. Many strategic sales professionals merely profile their best existing clients and try to replicate them. Published by Jonathan Farrington at 3:18 am under General.

Developing Critical Thinking Skills to Improve Sales Presentations


The ability to construct a solid argument enables you to be persuasive, influential, and effective in advancing toward your goals. critical thinking in sales Developing Critical Thinking SkillsArguing is not necessarily a bad thing. To argue simply means to present reasons for (or against) a position.

Heavy Hitter Sales Blog: What are the Top 5 Sales Blogs?

HeavyHitter Sales

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. Sales Career Advice. Sales Techniques.

Effective Feedback for Sales Performance

The Center for Sales Strategy

Top-performing sales managers are on top because they are continually finding ways to encourage their team to be more productive. Constructive feedback is vital to ongoing development. In fact, In fact, the 2019 Media Sales Report found that 95% of salespeople said that learning and development are important to them. Almost every sales organization has various types of sellers. sales performance sales management Talent

The Curiosity Factor in Sales and Leadership

Shari Levitin

Unless salespeople are truly curious, they fail to: engage prospects, master new products offerings or grow from constructive feedback. The post The Curiosity Factor in Sales and Leadership appeared first on SHARI LEVITIN. Closing the saleWhat lies at the root of every great invention, transformation and friendship, is curiosity.

How All Those Trucks on the Road Can Help You Stop Discounting


Trucks and construction. Lots of construction. Sales Coaching Sales ManagementWe've been doing a lot of traveling this summer to baseball tournaments ( 20-second video showing how one playoff game ended), college baseball showcases and back. During these travels, one thing has become abundantly clear. Lots of trucks. Lots of congestion on the roads because of all those tractor trailers.

The 6 Key Traits Effective Sales Management Begins With

Hubspot Sales

Every sales manager has some degree of legitimate dedication to both their company and professional development. The best sales managers lead by example. That's why exemplary sales managers never stop trying to improve. Complacency is a detriment to effective sales management.

Top 10 Sales Coaching Quotes

Steven Rosen

Sales is a team sport and like in any sport, a sales team without a great coach is a team that will never win, regardless of the talent and skill of its individual members. Effective sales coaching is about helping your sales people get better at what they do. Below you will find 10 Sales Coaching Quotes that I find insightful and inspirational. Give your sales reps your time and attention and they will become all the more inspired to improve. “A

5 Keys to Sales Coaching

Anthony Cole Training

In this article, we discuss the "5 Keys to Sales Coaching", or the five critical steps you must know and execute in order to get the best effort and results out of your salespeople. As a sales coach, there are five critical steps that you must know and execute in order to get the best effort and results out of your salespeople. FEEDBACK - As a sales coach, you must continually give your salespeople specific feedback on their activities.

The Top 12 Factors that Cause Delayed Closings and What to Do About Them

Understanding the Sales Force

Invariably, each drive back home has taken twice the time it should have because of road construction. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours. Nearly every coaching call with a sales manager is about a salesperson with a delayed closing. Dave Kurlan Consultative Selling sales process closing tips selling skills

Why Are You In Sales? – Sales eXchange 200

The Pipeline

Two things happened this past week or 10 days that led to this week’s Sales eXchange being a bit different than the usual, and isn’t that what we always strive to be in sales. First is the fact that this is the 200th Sales eXchange post, and while I had given it much thought, someone asked if I will be marking the fact in any way. Others stated a number of different career plans, some very specific, marketing, finance, construction, software design, and more.

New Year’s Execution – Sales eXecution 280

The Pipeline

While I am not here to knock Big Hairy Audacious Goals , a staple of start of year planning and sales kick offs, they are mostly strategic and anthemic in nature. Those of us who predate the internet, remember going to AAA and getting TripTiks , allowing us to the trip in great detail; distance between stops, potential lodging, food and fuel, they informed you of major construction project and other potential obstacles and jhelped you plan contingencies.

How to Become Unstoppable in Sales

No More Cold Calling

You can also read our interview in Sonia’s blog post, Driving Sales Through Referrals with Joanne Black.) . She works with small business owners who face the challenges of limited cash flow, declining sales, and minimal support. In Sales, It’s What You Know and Who You Know.

Are You Using “Sales GPS?”

Partners in Excellence

The GPS helps me with traffic, road construction, or anything that may have changed since my last trip. It’s useful to think of buying and sales GPSs. They might help avoid major roadblocks (“Stay away from I405, it’s a disaster with all the construction…”) But often, it’s not as helpful as it might be, they started from a different place and they may have had a slightly different destination. Then there’s the sales person.

Building An Integrated Sales & Marketing Engine w/ Phillip Anderson @BCG

Constructing an integrated sales and marketing system may be quite challenging. In this episode of Sales Secrets, Phillip Anderson from Boston Consulting Group will be sharing his secrets to aligning sales and marketing. RELATED: Marketing And Sales: Why They Need Each Other In this article: What Is Integrated Sales and […]. The post Building An Integrated Sales & Marketing Engine w/ Phillip Anderson @BCG appeared first on The Sales Insider.

33 Sales Tip & Techniques

MTD Sales Training

Here are 33 tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. If you get a sale, learn what went right so you can repeat it and improve it. If you lose a sale, learn what you can do differently, so you can improve it. 14) Accept rejection as a normal part of the sales cycle. You’ll never get a sale from every call, so don’t expect it. MTD Sales Training.

Partner Enablement: Extending Your Sales Efforts Beyond Your Sales Org

Hubspot Sales

Believe it or not, your company's sales efforts don't have to be confined exclusively to your sales organization. In many cases, there's a base of potential collaborators who might be interested in folding your product or service into their sales operations as well.

Sales Interview Questions Template

The Digital Sales Institute

Preparing for a sales interview means researching and understand what type of sales interview questions you may get asked. In many ways an interview is like a sales meeting, where they tend to thorough, demanding, draining and rigorous. Sales Interview Questions Template.

Are You a Sales Professional or a Sales Prostitute?

Keith Rosen

Have you ever wanted a sale so badly that you were willing to make compromises in pursuit of that sale? Here’s my story, and the valuable lesson I learned that everyone in sales can relate to. I Got the Sale! The entire sales organization would be there.

How to Keep Sales Strong in Tough Times

Alice Heiman

As a longtime sales leader and consultant to B2B sales leaders and CEOs at companies of various sizes, across various industries, I know teams that stay positive and adapt quickly will survive in a tough economy and come out strong on the other end. Stay Focused and Keep Sales Strong in a Crisis. Here are my top insights for staying focused and keeping sales strong during tough times. #1: Negative attitudes rarely work well in sales.

How to Craft a Successful Sales Environment

Hubspot Sales

In your sales organization, this starts with your sales environment. A sales environment is a vague, intangible concept. Think of it this way: How do you want your sales reps to feel when they step on your sales floor (or log into work from their home office)?

B2C 78

#97: Dale Dupree of The Sales Rebellion — Choose To Be Legendary


Dale Dupree, CEO of The Sales Rebellion, joins Rob to talk about the kind of leader you choose to be. Do you really know your sales team? Learn how legendary leaders use constructive methods to help your reps build confidence and reach success levels higher than they think is possible. Do you support what they want, or are you just translating to them what you want to accomplish?

7 Steps to Developing an ‘A’ Player Profile

Sales Benchmark Index

Developing an ‘A’ player profile is a direct result of aligning your talent strategy with your corporate, product, marketing and sales strategies. Simply put, you cannot construct an ‘A’ player profile without strategic alignment. Article Sales StrategyBuilding an ‘A’ player profile is the.

Use This 3 Step Process To Start Asking The Right Sales Questions

MTD Sales Training

If ever there was a key skill that you need to study and improve upon it’s asking the right sales questions. So now you can construct some questions around this: How many faxes does your company send in an average month? Construct your questions in this way and it will really help you. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Elements of an Effective Elevator Pitch

Understanding the Sales Force

At Objective Management Group (OMG), we ask salespeople to record their elevator pitch and value proposition as part of the sales force evaluation. Elevator pitches and UVP's are usually so poorly constructed I have to wonder if anyone in sales leadership puts any time at all into formalizing their messages. Some are OK, most are not, and for most companies, there are tremendous inconsistencies between each salesperson's messages.

Are You a Good Sales Coach? [How to Know + Quiz]

Hubspot Sales

Having talented sales reps is often a result of investing in effective sales coaching. According to research conducted by ValueSelling Associates , over half of high-performing businesses that have had sales coaching programs in place for three years or more experience high growth.

Podcast 172: Dr. Diane Hamilton On The Importance Of Curiosity

John Barrows

She talks with us about our emotional quotient (EQ) and how it impacts our day to day in sales, and what hinders our curiosity. Dr. Hamilton believes that while it may be hard, constructive feedback is essential for growth and development. General Sales featured

Use Personal Recruiting To Build Your Sales Team

MTD Sales Training

Yet finding top sales people , especially those who will become long-term loyal assets to your firm, remains a difficult task. . However, with all of our advanced technology, word-of-mouth is still a powerful and effective tool, not only in selling, but in recruiting sales people as well. When sales people are doing well, making good money and happy in their position, it seems natural that they would tell their friends. Sales Help Wanted Advertising.

The What, How, and Why of Effective B2B Inside Sales

Hubspot Sales

Digital transformation and a shifting sales landscape are driving both general interest in and a pronounced need for salespeople that might not physically interface with prospects. As time has gone on, many B2B companies have begun to incorporate that brand of sales — known as B2B inside sales — into their overall sales infrastructure. Considering their increasing prevalence and tremendous utility, B2B inside sales are certainly worth understanding and exploring.

The 5 Best Sales Techniques Every Rep Should Be Leveraging

Hubspot Sales

Others might only apply to certain sales methodologies , serving as pillars of individual selling frameworks and philosophies. But sales techniques aren't always so niche. Here, we'll take a look at five of the most important sales techniques that fit that bill. Sales Training

Animation in Sales Training

The Digital Sales Institute

Animation in sales training is a superb method to deliver online sales training programs. The use of animations and whiteboard animation in the delivery of sales training programs and courses is proving successful as it can re-create that educational feel. Animation is also able to break down sales training concepts into enjoyable and engaging sales training videos. Reasons to use Animation in Sales Training Programs. Keep the sales training videos short.