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.

Using LinkedIn Groups To Network And Engage With Key Decision Makers

MTD Sales Training

Well, a great way to gain direct contact with these desired connections is to strike up a conversation with them in one of the many LinkedIn groups that the platform has to offer.

Trending Sources

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.

How to Build a Sales and Marketing Engine

Sales and Marketing

The Aberdeen Group found that companies with strong sales and marketing alignment achieve 20 percent annual growth rate, while companies with poor sales and marketing alignment see a 4 percent revenue decline. It’s the foundation of our sales and marketing engine and spells out which team is responsible for what activity. To build an effective sales and marketing engine, you need a funnel consisting of the following stages: Prospect/Visitor.

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.

Sales Prospecting Checklist

SalesEngine

Checklist Created By: Sales Empowerment Group. The post Sales Prospecting Checklist appeared first on Sales Engine. Prospecting is the most challenging part of a sales professional’s job. It’s time-consuming, monotonous, and filled with rejection.

Why Sales Stupidity is not a Competitive Professional Option

Babette Ten Haken

Engineering, IT, and service professionals learn that marketing and selling is just as complex as what they design, implement, manufacture and service. If you are an engineer or a data scientist, ponder whether you regularly miss out on potential business opportunities.

Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.

Pointclear

At the Funnel Media Group we believe that AI is the future of sales and marketing operations. InsideSales.com offers the industry’s leading sales acceleration platform built on Neuralytics, a predictive and prescriptive self-learning engine that drives revenue growth by delivering an optimized experience for both salesperson and buyer.

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

The survey group was 59% men and 41% women, who work within the following industries and departments: Study participants completed an extensive 76-part survey on subjects including how they interact with salespeople, the dynamics of team evaluation, their opinions on real-world sales scenarios, and a variety of questions surrounding personal beliefs. Group dynamics: 90% of the time, salespeople only need to convince one person in a buying committee: the dominant influencer.

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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.

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.

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.

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.

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LinkedIn Study Women In Sales

Score More Sales

Although the conference is not still in existence, he group of women sales experts still meet annually – we are called Sales Shebang® and I’m honored to be leading this group now. This week, LinkedIn shared some statistics in its study women in sales.

Study 108

Cartographic’s Favorites of 2017

Sales Hacker

Record Group 45: Drawings of Naval Vessels and Equipment, “Ware Drawings,” Free Trade, Sailor’s Rights Sail. . Architectural and Engineering Drawings Cartographic Records Maps Military Photographs Ship Plans U.S. Co-written with Amy Edwards.

Does Your Customer Want An Expert or a Resource?

Fill the Funnel

Are you working overtime in LinkedIn Groups, answering dozens of questions via LinkedIn Answers, or responding to questions on Focus.com or Quora ? If you’re in sales, ask yourself these questions: Does your customer want you to be an expert or a resource?

Scaling Lead Gen: Growing NetSuite’s BDR Team to 170 People in 3.5 Years

Openview

I just returned from Dublin where I spoke at SaaStock 2017 (what an amazing group of founders and investors!) Note: NetSuite has an inbound marketing engine and grew to an almost $200M/year company with no outbound prospecting.

[STUDY: PART 3] What Buyers Want from Salespeople

DiscoverOrg Sales

From a departmental perspective, under 20% of Accounting and Information Technology members want to be challenged, while 43% of the Engineering department does. Over 50% of Marketing, Information Technology, and Engineering prefer a salesperson who would listen and match their solution to solve their specific needs. Generalizing all salespeople into a single group helps them handle the ordeal of buying, and a salesperson should not take this attack personally.

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Sign Of A Healthy Sales Team Is An Empty Conference Room

Fill the Funnel

Use them to get that face-time with each other one-on-one or in groups from two to two hundred and more. Have a question arise about a tech challenge, add in your system engineer or manufacturing team.

[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.

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!

Lead Generation and Accountability: Increasing the Quality of Prospects

SalesEngine

Once Ektron recognized this, they focused on creating segments based on demographics that would eventually lead to strategies of how to best target different groups of customers with relevant information. Leads are a double-edged sword to many companies and salespeople.

The Big Eight for Social Sellers on LinkedIn

Score More Sales

Do a search for their name on your favorite search engine. Groups. Leverage the power of groups on LinkedIn to learn what is important in your customers’ industries and also to connect with like-minded people. Most sellers don’t understand the power of groups.

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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LinkedIn Training for B2B Social Selling

Fill the Funnel

Over the last year I realized that I cannot serve all of my requests for individual, group or corporate training on LinkedIn for sales, while maintaining my speaking and writing goals without a new approach.

How To Be Social In Sales – Relationship Building

Score More Sales

For some of us it is easy to be social in sales, for others it is an effort, and for a third group, a confusing idea.

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4 Areas Your CRM Platform Needs to Excel In

SugarCRM

The user interface has become mission-critical, even though you might not think of it as an ordinary part of CRM selection,” says Paul Greenberg, Managing Principal of The 56 Group and author of CRM at the Speed of Light. Outdated and cumbersome, legacy CRM systems typically provide you with simple storage of customer data, and a few relevant fields and tasks for sales to follow up on. Most of the time, those fields are confusing, overwhelming and unstructured.

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The Biggest Mistake I Made as Head of Sales

Openview

Within four years I was the head of sales, leading a team of 35+ sales reps, sales engineers and a small group of consultants. I’d like to think we can all learn from not only our own mistakes, but also from each other’s.

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Need a Shot in the Arm to Drive More Leads? Crush it with LinkedIn Ads

Sales Benchmark Index

Operations” or “Engineering” or "Marketing" functions. LinkedIn Group. Business Intelligence Group" or "Corporate Real Estate". Our clients are experiencing 10X more success with LinkedIn targeted ads than from ads on Paid Search Engines.

Five Sales Metrics You're Not Tracking

Sales Benchmark Index

You can now enable your team to send focused messages to targeted groups. Content is the engine of Social Selling. Planning for 2014 requires a fresh look at the metrics that will determine success. As noted by my colleague Vince Koehler, Marketing has adopted new capabilities.

The Incredible Power of Connection Using Three Lists to Grow Business

Score More Sales

The best part is that instead of belonging to many leads or networking groups, you can do this from your desk, on your schedule, and on your own terms. This means that in your CRM system, you have tagged them so that at any time you can pull up a list of any of these three groups.

9 Steps to Boost Sales in 2014 Part 1 Visibility

Score More Sales

I tend to recommend LinkedIn groups where your buyers are, as well as online association communities where your industry niche is. It can take as little as 20 minutes a day to stay relevant in up to 6 online communities including a number of LinkedIn groups.

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.

Sign Of A Healthy Sales Team Is An Empty Conference Room

Fill the Funnel

Use them to get that face-time with each other one-on-one or in groups from two to two hundred and more. Have a question arise about a tech challenge, add in your system engineer or manufacturing team. Conference rooms and weekly sales meetings are relics of a time without the internet, webcams, smartphones and powerful web tools. A conference room full of sales people and sales leaders just might be the biggest time waste of the week.

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.

How B2B Buyers Make Purchase Decisions

Partners in Excellence

It’s critical that we do this, but ultimately, the business justification is the combination of all individual motivations of the extended decision-making group. We have an added equation we have to solve for: For the Group: CD GROUP x FP GROUP > C GROUP + F GROUP.

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Sales managers and the story of the “super salesperson syndrome”

Sales Training Connection

They need to be able leverage support from other organizational groups like Marketing, Engineering and Technical Support. Sales Manager. How can we diagnose someone with “super salesperson syndrome”(S3)?

Salespeople Must Accelerate Response or Fail

Pointclear

He wanted to have a quick Q&A with a system engineer, he wanted a quote, and he wanted to know how long it would take to install and start using the product. Paul,” I said, “let’s conference in our System Engineer, Jim, right now, if he’s available. The rep who delivers a proposal the same day, gives the prospect the references they need immediately, or arranges the technical call from a sales engineer the same day will win more often than those who ‘get around to it.’

How to Nurture Prospective Leads through Remarketing Advertising

Sales Benchmark Index

Now being able to serve ads on Google's search engines unleashes more behavioral capabilities to maximize investments on driving leads (There will be more to come on this as we test the beta out). Visitors who visited pages designed for buyers personas groups.