SiriusDecisions Summit 2014


To illustrate his point, he used the example of the invention of intermodal shipping, which allows for the shipping of a container full of goods on multiple modes of transport (truck, ship) without having to load, unload and re-load.

Is Your Sales Process Full of ^@#%!

Smart Selling Tools

What follows are the traditional definitions of each of the 7 Muda categories along with sales specific examples. Transportation – Unnecessary movement of materials or supplies. To increase sales productivity, you have to reduce or eliminate the tasks that aren’t productive.

Trending Sources

Neuroscience Confirms We Buy on Emotion & Justify with Logic & yet We Sell to Mr. Rational & Ignore Mr. Intuitive

Insight Demand

The Iowa Gambling Task study, [v] for example, best highlights how effective the emotional brain is at effortlessly figuring out the probability of success for maximum gain. These positive/negative emotions are then transported to your conscious mind well in advance of a conscious decision.

Differentiation, Dissimilarity, Disruption

Partners in Excellence

They even fit into the same general product/solution category — personal transportation. For example, my friend is solving different transportation/lifestyle problems with his pickup, bikes, and when he uses Uber.

How Marketing Fails by Failing to Market Itself

Sales Benchmark Index

My client was the Less-than-Truckload (LTL) trucking firm Yellow Transportation. For example, here are Rex’s top 3 drivers for usage of sales enablement materials; •Ease of implementation (time & effort). For example; Sales Enablement: The Missing Piece to the New Product Launch.

A Sales Prospecting Technique That Will Blow Away the Competition

The Sales Hunter

Here’s an example: Below is a link to an article I ran across on-line, the article talks about the trucking industry and how they’re seeing the economy pick up. I took the link and put it in an email to several people I know in the transportation business.

Focus On The Customer Journey, Not Their Buying Journey

Partners in Excellence

For example, if I’m designing a phone, I have displays, cases, batteries, active/passive components, shielding, and hundreds of things to “buy” as part of the overall project.

Do Customers Really Want A Frictionless Buying Experience?

Partners in Excellence

Cars, planes, trains transporting us require friction to get us from one place to another. For example, endless handoffs, SDR to BDR to AE to Demo Specialist back to AE to Order Entry to Customer success.

The Importance of Branding in Today's B2B Customer Acquisition

Sales Benchmark Index

Let me give you an example to illustrate the point; One of the brightest CMO’s I’ve ever had the pleasure of serving as an agency partner is Greg Reid, former CMO of YRC Worldwide. Greg built a powerhouse brand by transforming ‘Yellow Freight’ to ‘Yellow Transportation’, a highly preferred brand. An example to provide color is my experience directing the e-commerce agency of record for Colgate Professional.

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Sales Leadership and Meeting the CEO: Are You Ready?

The Sales Hunter

For example, if it is a transportation company, consider how energy prices are impacting their bottom line. Securing a meeting with the CEO is cause for celebration, right? It should be, but for some salespeople, the thought of talking to the head of a company can cause anxiety.

6 Life-Changing Lessons, Advice, & Tips From Elon Musk

Hubspot Sales

He’s not focused on his existence, he’s focused on the existence of humanity -- sustainable energy, clean transportation, and interplanetary space travel. For example: “When I spoke with someone about the Tesla Model S, I didn’t really want to know what’s right about the car.

The 15 Best Bots for People Who Work in Sales

Hubspot Sales

You can also schedule notifications for any channel or user; for example, you could request a weekly “meetings booked” report for a rep who’s struggling to hit her meetings quota or a monthly “new business” report for your entire team. Purpose: Transportation. Purpose: Transportation.

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How Artificial Intelligence Will Change Decision-Making For Businesses


Examples include machines in assembly lines. Here, you have bots that map the decisions made from automotive players, such as car buyers and manufacturers, and transportation services providers. An example is the online retail giant, Amazon.

A Very Easy Way to Connect With Your Customers

The Sales Hunter

Let me share with you an example. Recently I was scanning one of the business websites I scan each day and I found an article detailing how the trucking / transportation industry is expected to show major growth in the coming year.

The #1 Sales Tip: Everything Is a “Story” By Christina Hamlett

Increase Sales

Yet the child within is incapable of sophisticated defenses because the temptation of “Once upon a time” transcends whatever our current mindset and transports us – vicariously – to someplace intriguing. We’re likewise drawn to stories about things that have happened to other people, largely that we might learn by their example and be inspired, warned, amused, or even amazed. One afternoon back in 10,000 B.C.,

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Configurator Software Facilitates Effective Risk-Management Processes

Cincom Smart Selling

Here are some examples: What if …. … Do they meet requirements for interstate transport of our product? OSHA regulations may affect the transport of our product; can we modify to accommodate? Risk-management processes are important to business because risk is what business is all about. Risk elevates or lowers the value of products or services depending on the perceived level of risk involved.

How Ronald Reagan would Change your Sales Presentation

HeavyHitter Sales

For example, a company I worked for was the top-rated NASDAQ stock for a period of five years. For example, lets take a look at how Reagan opened with a provocative cowcatcher and then hooked the audience with a story about baby seal hunts. “It

Sales Training Tip about How to Make - or Lose - an Easy Sale

Customer Centric Selling

For example, suppose your sales process looks something like this: Initial contact. For example, suppose you're selling an inventory control system. Sales Training Article: Make - or Lose - an Easy Sale By Geoffrey James, Inc.

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Jonathan Farrington's Blog ? Oh No, Not Another B *y Sales.

Jonathan Farrington

Suggestion 10: Finally, do set an example as the meeting leader. Location: In relation to cost, facilities and transport. Oh No, Not Another B *y Sales Meeting! Published by Jonathan Farrington at 2:43 am under General.

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Sales Conference Planning Guide


Consider transportation to and from the venue and any additional activies external to the venue, if, for example, you are dining in a different location.

How to Develop an Effective Elevator Pitch

Inside Sales Training

We offer one of the lowest overall freight charges on transportation, and also on packaging and supplies. what I’m going to do instead is give you two rules for developing an effective elevator pitch and then some examples that you can plug your product or service into.

An Empty Wagon – Sales eXchange 194

The Pipeline

Picture yourself as the person getting the calls, dozens of calls every week, from the copier rep, the wireless rep, the IT integrator rep, the office supply rep, the transportation rep, the sales training rep, and the oodles of other reps. By Tibor Shanto –

From Sewer-line to Pipeline with Insight Selling

Insight Demand

Sure the driver may have a great car, but the passenger just wants to be transported from point A to B. So she collected the top insight-based customer stories from her star performers to share with her team ( customer knowledge example ) as best practices on how to articulate value.

Sales Training Advice with Two Sentences to Engage Customers

Customer Centric Selling

Here are some examples: Example 1 : Wrong: "Acme specializes in consumer-validated 360 degree product development via our patented sequential market research process, which has been successfully applied to the fast moving consumer goods industry.

Why Your Ego Is Killing Your Account Based Marketing Efforts #flipmyfunnel

A Sales Guy

One of the perfect examples, anybody have to respond to a RFP before? There’s a perfect example. A little while back I spoke in Austin at the #FlipMyFunnel conference. It was an Account Based Marketing (ABM) conference. ABM is hot right now.

Why buyers push-back on insight selling & what you can do about it.

Insight Demand

For example, instead of trying to win a debate with a customer, insights are more likely to make it past the buyer’s defensive wall if they are hidden inside an insight scenario (insight based customer story) that functions like a Trojan horse.


Insight Demand

The status quo and optimism biases, for example, prevent customers from making the sensible decision to buy your product. They virtually transport customers to a concrete point in time when another customer realized the status quo was broken and could no longer be duct taped together.

How To Deliver Insight & Challenge The Status Quo With Questions

Insight Demand

With directed questions, they transport the customer to the risks of the status quo within their own company.

On Schedule…

Your Sales Management Guru

Examples are easy to find; sales meetings don’t start on time, sales training meetings are skipped by salespeople because schedules were not published 90 days in advance or not properly planned, sales management is not meeting at set times with each salesperson for monthly, quarterly or semi-annual reviews or worse there is little or poor communications between the President of the organization and sales leadership because a formal monthly priority setting meeting was never scheduled.

Heavy Hitter Sales Blog: How Ronald Reagan Would Change Your.

HeavyHitter Sales

Some examples: "It has been said a baby-sitter is a teenager acting like a parent while the parent is out acting like a teenager." For example, lets take a look at how Reagan opened with a provocative cowcatcher and then hooked the audience with a story about baby seal hunts: "It sometimes seems that we can get more emotionally aroused over mistreatment of animals than we can if the victims are human. Heavy Hitter Sales Blog. Recent Posts.