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3 Sales Tips from an Engineer Turned Saleswoman

No More Cold Calling

What do women in sales and engineers have in common? An engineer who sells? She is off-the-charts bright, with degrees in both statistics and physics, so engineering was a natural career choice. As she helped me understand, engineering and sales require some similar skill sets.

Datahug. A Relationship Search Engine for Your Business.

Dave Stein's Blog

The analytics engine monitors this to build up a dynamic database and applies a powerful relationship algorithm to make the connections and undercover who knows who and how well they know them right across the company’s entire network of connections.

Datahug. A Relationship Search Engine for Your Business.

Dave Stein's Blog

The analytics engine monitors this to build up a dynamic database and applies a powerful relationship algorithm to make the connections and undercover who knows who and how well they know them right across the company’s entire network of connections.

How to Start an Awesome LinkedIn Group

Vertical Response

One excellent way to establish credibility organically is to launch a LinkedIn Group. million groups running the gamut from a few members to thousands. The group grew to 2,400 members and spawned other related groups, which Duke also manages.

The Potential Engine (A Note to Sales Leadership)

The Sales Blog

The Potential Engine (A Note to Sales Leadership) is a post from: The Sales Blog | S. A sales organization is an engine. Your job in leadership is to get the very highest performance from that engine. But the real question is, “Are you getting the most from the engine?

The Three Stakeholder Groups Your Sales Process Serves

The Sales Blog

The Three Stakeholder Groups Your Sales Process Serves is a post from: The Sales Blog | S. If it is designed and executed well, it will serve all three of these stakeholder groups. Your process should be a reverse engineering of all of the activities you must take, as well as the commitments you must gain, as you move forward from target to close. Anthony Iannarino. A good sales process can help you to win your opportunities—and faster, too.

Lunchtime Collaboration Groups catalyze Workplace Collaboration

Babette Ten Haken

Lunchtime Collaboration Groups work wonders when teams do not have much magic in the collaboration department. Create a Lunchtime Collaboration Group. Lunchtime collaboration groups create a collaborative environment independent of: Job titles.

Toxic Teams impact Customer Success

Babette Ten Haken

Are you a member of a toxic sales team, engineering team, customer service team, you-name-it-workplace-team? It takes hard work to turn a group of individuals into a team. That type of hard work takes more than group growth activities and going out for drinks.

Guest Post: Are Your Referrals Real Ones?

Jonathan Farrington

She gets people together who are often on opposite sides of the table, like engineers and sales people or entrepreneurs and investors. Sales Aerobics for Engineers®, 2012©. General Babette Ten Haken Mike Schultz Rain Group Referral Selling

Can Sales Operations Insights connect End User Reality to Sales Fantasy?

Babette Ten Haken

Subscribe to the Sales Aerobics for Engineers® Blog via the red Never Miss An Article box. Sales operations insights become key to translating end user experience to the C-Suite and sales organization. First, these insights become critical factors influencing customer loyalty.

Who Had the Greatest Professional Impact On You in 2016? Tom Pick!

Babette Ten Haken

One of our colleagues, Jim Keenan , challenged our group of 50+ specialists to create a meme about the one person who had the greatest impact on our professional development this year. She serves manufacturing, IT and engineering intensive companies.

Manage Your Churn or Pay the Consequences – Why Churn is Part of Your Sales Engine

A Sales Guy

One of the first things that new Ford CEO Alan Mulally did was take a small group of executives to Consumer Reports to get an assessment of their vehicles and understand the weaknesses. I spend a lot of time on this blog talking about selling and making new sales.

Big Data Collaboration Platforms drive Enterprise Insights

Babette Ten Haken

Except replace the words “software design” with engineering, operations, business, finance, human capital. Rather than only creating predictions for groups of patients, the data also yield customized, personal, per-patient predictive insights. She serves manufacturing, IT and engineering intensive companies. Big data collaboration platforms catalyze organizations to overcome barriers to cross-functional, organizational collaboration.

“Hello, My Name is Jonathan, and I am a Salesman”

Jonathan Farrington

Earlier this year, my good chum, Dave Kurlan, he of Kurlan & Associates and Objective Management Group , conducted a survey with the primary objective of trying to discover whether levels of trust in the sales profession were increasing or decreasing.

Different Professional Perspectives create IIoT Opportunities

Babette Ten Haken

These groups configure and reconfigure depending on type of project and desired outcome, according to Deloitte. The stereotype: If you are an engineer, you collaborate with design engineers, Owners, financers and planners.

Retaining Customers on Blog Post Roundup July 2016

Babette Ten Haken

Because while the first sale involves sales teams, the care and feeding of customers, once won, is up to a mostly non-sales group of extremely talented and valuable employees. Lunchtime #Collaboration Groups catalyze #Workplace Collaboration [link] @babettetenhaken #professionaldevelopment.

Is Catalog Selling a Smart Strategy for the Smart Plant?

Babette Ten Haken

Your company becomes synonymous with one decision, one piece of equipment, a group of spare parts and a purchase order number. Your company’s offerings represent the breadth and depth of your organization’s technical and engineering expertise, industry expertise, domain area expertise.

Post Sale Team VoC and IoT Customer Retention

Babette Ten Haken

Their skills are particularly valuable after the sale: when sales and engineering promises meet the reality of daily end user workplace experience. . She serves manufacturing, IT and engineering intensive companies.

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7 Things You Didn’t Know You Could Do with Google Adwords

Vertical Response

Google Adwords is a very powerful tool packed with lots of features to help you get the most out of your search engine marketing efforts. By simply creating these lists within the library, you can easily share it with other campaign and ad groups in the account.

Google Adwords Changes You Want to Know

Vertical Response

Per Marketingland.com , “The key difference is that desktop and tablet device bids will be grouped and mobile devices bids will be based on a percentage of the desktop and tablet bid.”

Are You Ready for SEO Marketing?

Increase Sales

For many in mid-size to small businesses, search engine optimization marketing. No engagement on LinkedIn groups is also a turn off. Hopefully, your small business will react better than the majority of small businesses who still lack a website less alone a search engine friendly one.

How to Recognize and Sell to Your Niche Audience!

Pipeliner

This gives an opportunity to the smaller firms to produce products, which they can cater to the needs of a group of people whose needs aren’t met specifically by the large companies. Sometimes there is a possibility that the product will cater to the needs of all age groups.

How to Write a Winning Pay Per Click Ad

Vertical Response

According to David Jaeger in the Search Engine Watch article, “ How to Write the Best PPC Ad Copy …” Jaeger suggests that researching and noting what your competitors are doing is a great place to start when writing pay per click ads.

Does My (non-sales) Department Need Sales Training?

Empowered Sales

But what about the engineering, accounting or shipping departments; why should you care to provide sales training to those folks? A preacher, drunkard and engineer have each been sentenced to death. Finally, the engineer steps up for his anticipated beheading.

What the Sales World Can Learn from Marathon Participants

Understanding the Sales Force

If you’ve been reading my Blog for the past 8 years and 1,150 articles, then you have no doubt read that salespeople can be categorized into 3 groups. So perhaps, our top 6% is the group that takes selling as seriously as those runners that train for a marathon.

7 Steps to Build Your Lead Gen Machine

Sales Benchmark Index

Leads fuel the revenue engine. Don’t skip this step or you’ll build your lead gen engine in the dark. Most complex purchasing decisions are made by a group. The group or Buying Decision Team typically consists of: Ultimate Decision Make r – Final approval of the decision.

Buyer 117

Time to Fall Clean Your Marketing Toolbox

Increase Sales

Paid advertising, membership in referral groups, local chambers and other B2B networking groups are other heavy tools. Have you updated your website to make it search engine friendly? Fall is here. Now is the perfect time to clean out your marketing toolbox and refresh it for the forthcoming last quarter of this year and the first quarter of next year. So what is currently in your toolbox?

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Why Your Reps Ignore Sales Improvement Projects

Sales Benchmark Index

Field Validation —Have a small group of reps and managers use the generic prototype. This solves over engineered approaches when somebody in training design a new process. Encourage the group of reps and manager to put their fingerprints on it.

Relationships Are Secondary To Sales Effectiveness

Partners in Excellence

I believe that selling is a disciplined process, that we can “engineer” those processes to increase our impact, customer engagement, and our effectiveness. But then, I’m a physicist/engineer by training–and somewhat of an introvert.

The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016

DiscoverOrg Sales

Our Sales Ops group also accelerated the team’s performance by implementing new sales productivity technology to setup campaigns and track performance. While we supported many groups each year, last year DiscoverOrg raised the bar to an entirely new level.

What You Stand For: Building a Team Philosophy and Code of Conduct

The Productivity Pro

While most of us aren’t engineers, we understand the basics of their work. Coworkers can’t succeed as a team, much less excel, if we can’t construct a solid foundation upon which to erect the framework that supports and strengthens us, both as individuals and a group.

How B2B Reps Use Social Debt to Get Sales Support

Sales Benchmark Index

Sales Support includes groups in Product, Marketing, Care, Legal, and Research. In spite of these perceptions, these groups need each other to be successful. It’s not easy for a Sales Rep to obtain support from these groups. Sales engineers, product managers, pricing teams, etc.

B2B 101

The Myth of Selling as a Highly Paid Profession

Sales and Management Blog

In fact, we are engaged in a business that is unevenly divided between a relatively small group of highly skilled professionals, earning some of the highest wages in the world, and a huge group of unskilled and semi-skilled laborers, earning unskilled and semi-skilled wages. Engineer: Less than one-year experience: $55,011. We, as a group, are woefully under trained, yet we expect to make professional wages. .

3 Reasons Why Thinking-Outside-the-Box is Harmful to Sales Productivity

Smart Selling Tools

It’s when your idea isn’t overly creative, it’s simply over-engineered. Think outside the box. Outmaneuver and outsmart. Outfox and outwit. In our zeal to out -shine the competition there’s a lot of pressure to outdo yourself.

Enabling Better Decision Making: The greatest Big Data challenge

Brian Vellmure

According to Iyengar, “when humans are given 10 or more choices, they make bad decisions” Perhaps that’s why marketers have been trying for so long to get on the first page of search engines.

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What’s The Problem With Demos

Partners in Excellence

The sales team was speaking to a group of design engineer at GM. The engineers shared the way they currently did it, the problems it created, how much time it took, the errors, the “do-overs,” and the challenges of translating the design into a drawing. They sat down, with the engineers watching, and they designed the part. They did in a few hours, what had taken the engineers weeks. Demos Sell!

[Message to Management]: 74 Percent of Salespeople Are Failing

No More Cold Calling

Dan Lyons explores this issue and shares research from the Objective Management Group in his Hubspot post, “ Study: 3 of 4 Sales Reps Have No Idea What They’re Doing.” Engineers study engineering.

The 14 Best Marketing Infographics of 2014

Vertical Response

Snapchat for Brands ; The Website Marketing Group. Search Engine Optimization aka SEO. Everyone loves a good infographic. They combine visually attractive design with useful tips, fascinating statistics, and other information that’s actionable and easy to digest.

Why Your Indiscriminate RFQ Mill is not a Sales Model

Babette Ten Haken

Previously, the corporation had functioned as a group of independent divisions for a long time. An indiscriminate RFQ Mill travels along the road to engineering chaos. Asking engineering staff to inquire amongst their peers about any upcoming projects requiring RFQ submittal.

Four Ways to Avoid Complacency: NEVER Hit Pause on Your Career

The Productivity Pro

” —Andrew Grove, Hungarian-American businessman and engineer. Here’s what others are saying: “Laura Stack’s session with a group of our seasoned operations managers was eye-opening. “ Success breeds complacency. Complacency breeds failure. Only the paranoid survive.”

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