SiriusDecisions Summit 2014

Pointclear

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

What Business Are You In? Are you sure?

Brian Vellmure

They were actually in the transatlantic transportation business, that would soon be dominated by the airline industry. Consider how the railroads also assumed that they were in the railroad industry, instead of the transportation business.

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.

Challenge the Status Quo & Create Value With Insight-Based Directed Questions

Insight Demand

With directed questions, they transport the customer to the risks of the status quo within their own company. Memorable: The stories will be memorable because we will put them in a visual video format ( example ) that can then be incorporated into an online learning program ( example ).

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.

Lean Processes and DOWNTIME

The Productivity Pro

Our Fifth Deadly Waste is Transportation : waste caused by moving things around. This is less of a problem in a business office than in a manufacturing plant, since most of what white collar workers “transport” can be sent by email these days. Otherwise, too much transportation tends to increase costs, wastes time, increases the likelihood of product damage and deterioration, and can result in poor communication.

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.

B2B 76

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.

Yesterday I Sold My Plane. So, Here Is What I Learned From Flying.

Dave Stein's Blog

As just one example, the FAA does not check that you’ve done six instrument approaches in the prior six months when you file a instrument flight plan. ’s accident, very close to where I live, unfortunately is only one example of that. Yesterday I sold my plane.

Yesterday I Sold My Plane. So, Here Is What I Learned From Flying.

Dave Stein's Blog

As just one example, the FAA does not check that you’ve done six instrument approaches in the prior six months when you file a instrument flight plan. ’s accident, very close to where I live, unfortunately is only one example of that. Yesterday I sold my plane.

#1 New York Times Bestselling Book Confirms What Dan Kennedy Has Said All Along

GKIC Blog

His book further supports the importance of emotionally transporting your customers, clients, and patients via stories in order to get them to take action. Giving examples from businesses in all different categories and walks of life—Guber cites stories from businesses such as restaurants, financial planners, eye doctors, lawyers, investors, politicians, and many more. You need the thing that will emotionally transport your audience.

Millennials Want Work to be Chill and Cool

Productivity and Motivational Tips for Inside Sale

Check out the Bridge Group report for some examples. The idea was to publicly encourage employees to save on transport cost by being close enough to walk to work.

Weeding Out the Inefficiencies in Your Workplace Garden

The Productivity Pro

All leaders wear multiple hats, with their roles as Coach, Overseer, Mentor, and Good Example fairly obvious to anyone willing to look. Some said it was impossible to ever do better, since no form of transportation could travel faster than a horse’s sustainable top speed of about 30 mph.

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.

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.

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.,

It’s Never Good Enough

The Sales Blog

Horses served as transportation for a much longer time than have automobiles. Horses still provide transportation. I don’t use these examples because your clients necessarily need anything as revolutionary, but they do need your help in progressing from their current state to a better future state. It’s Never Good Enough is a post from: The Sales Blog | S. Anthony Iannarino. Fire was the primary source of light for a long, long time.

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.

Four Things You Can Do To Avoid Disaster In Your Business

GKIC Blog

Department of Transportation, said during an interview on CNN when talking about how a Southwest Airlines flight from Chicago landed at the wrong airport last Sunday. For example, if you are selling tires, you would only want someone who owns a car to receive your ads because someone who doesn’t own a car will never buy from you even if they have the money to do so. “It happens many times.”. That’s what Mary Schiavo, the former inspector general of the U.S.

Today’s Reading Assignment: The US Declaration of Independence and Constitution

Sales and Management Blog

He is at this time transporting large Armies of foreign Mercenaries to compleat the works of death, desolation and tyranny, already begun with circumstances of Cruelty & perfidy scarcely paralleled in the most barbarous ages, and totally unworthy the Head of a civilized nation. Below are two of the most incredible documents ever created by humans. Argued, written and ratified by a group of men the likes of which hasn’t been seen since–and probably never will be again.

The High Price of Transacting

The Sales Blog

But it is, in fact, the most horrific example of the high cost of transactional behavior I have ever seen. There is nothing transactional about your relationship with transportation providers of any kind, and there is nothing more important than your safety. The High Price of Transacting is a post from: The Sales Blog | S. Anthony Iannarino. This is a painfully awful blog post to write.

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.

Interview Tips to Land Your Dream Job

Vertical Response

Are you taking public transportation? For example, “What was the last success of the company?” We recently sat down with a human resources director at a tech company in San Francisco to get practical interview tips to help you land your next dream job.

How to Develop an Effective Elevator Pitch

Inside Sales Training Blog

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.

Inside Campaigner: Designing Mobile Friendly Emails

Inside Campaigner

Let’s take myself as an example. It’s rather disconcerting to see me in public transportation, switching between my business BlackBerry® and my personal iPhone®, compulsively checking my emails for any communication which may require my immediate attention.

IBM Smarter Commerce for Midsize Businesses – Future Trends

Social CRM

For example, the influence of ‘self service’ is universal in both B2C and B2B, with 56% of customers demanding increased self service when they do business with a company, according to Forrester Research in 2011. As product lifecycle traceability in many industries is becoming a major concern, the use of smart devices is likely to become more prevalent for tagging products wherever they are, as well as the containers and modes that are transporting them. .

B2C 10

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 – tibor.shanto@sellbetter.ca.

Sales Conference Planning Guide

Klozers

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.

NRF Reveals the Future of Customer Experience Is Now - Think.

The 1to1 Media Blog

I overheard someone yesterday who said, "We live in a digital world until you walk into a retail store and youre transported to the 1970s.". For example a single kiosk can be used for an endless aisle display, a bridal registry, self check-out, or employee check-in. NCR SelfServ Checkout Convertible, for example, switches between self- or assisted-service checkout modes, based on a retailers operating model and customer traffic. 1to1 Magazine. Issues. Weekly Digest.

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.

Burning the Daylight Oil

The Productivity Pro

For example: if praying or meditation isn’t already a part of your morning ritual, consider trying it, to get your day on track. “The early bird gets the worm.” ” — Traditional Western proverb.

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.

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.

Is It Really a 2.0 World for Sellers?

Sales and Management Blog

Unless you sell only to internet users—say you’re selling SEO services, website design, and such—your market is more offline than online (even if you only sell to net users you still have to spend a good deal of time selling offline—EBay and Esurance are good examples). Speak to most office supply sales people, speak to buyers in the transport trade, or a vast majority of buyer and sellers, and they are not in the 2.0