Sales Leadership Talent of Respecting Policies

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Failure to adhere to the rules can bring disastrous results to all involved and this is why respecting policies is a sales leadership talent. There are very good reasons that business affairs must be conducted within certain policies and standards.

Why Companies Create Stupid Policies

A Sales Guy

So, why do companies make stupid policies like this? These policies CLEARLY aren’t aimed at customer service. Policies like this provide NO intrinsic or measurable customer value. So, why do companies create stupid policies like this?

Company Policy and the other Company Policy

A Sales Guy

This particular time, the Subway sandwich artist (as they were once called in an old marketing campaign) told me he it was against company policy to make a footlong that way and he would have to charge me for two 6 inch subs. ” The brilliant sandwich artist replied with a brilliant answer, “You are asking me to break company policy. For most companies, there are two types of policy’s. The second company policy is all the stuff in the corporate handbook.

Bad Corporate Policies

The Sales Leader

Have you ever come across a corporate policy so ridiculous that it leaves a bad taste in your mouth? It’s even more frustrating when this new policy or rule doesn’t seem to serve any significant purpose.

6 Rules for an Effective “No Negotiation” Policy

The Sales Hunter

Does your company have a “No Negotiation” policy when it comes to sales? Once the policy is implemented, there are six rules to follow. If you don’t adhere to them in the first few weeks after the policy is established, then there is little chance the policy will work.

Cold Calling When You Don’t Know Who To Call

MTD Sales Training

Cold Calling Technique cold calling how to handle the no name policy tips on cold callingCold calling is difficult enough, but when you do not have any information, when you do not know the name of the decision maker (DM), it is even harder. Below is one way to make your job a little. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales Insurance Policies For Your Time, Ability, and Closing Your Next Deal


We all take measures to make sure our homes, cars, lives, jewelry, and even appliances are insured, and if we pay money to insure those items in our life, what would it be worth to you if you could have insurance on your time, your ability to persist

When You Are in the Hot Seat

Anne Miller

Your first best success insurance policy is to anticipate likely tough questions and practice appropriate answers in. Answering questions under pressure can be very unnerving. Think Mark Zuckerberg at the Senate Hearings a couple of weeks ago.)

Live Chat is Great — But It Doesn’t Scale: Here’s How to Use Conversational Marketing to Effortlessly Book More Meetings


I typed out my whole story, detailing the dates, reason for wanting to cancel, and even acknowledged their current policy and why I thought this was an extenuating circumstance. The other day, I was trying to change a hotel reservation over chat.

How to Kill Social Selling at Your Company

Sales Benchmark Index

However, company policies against social media are hampering many a sales team. I’ll explain the first component, Policy. I even provide a sample Social Media Policy for Sales. Policy – It all starts here. The Policy Problem. A Social Media Policy for Sales.

VIDEO SALES TIP: Are You Freaked Out by NOT Discounting?

The Sales Hunter

A better approach is a policy of NO discounting. That’s right… make it a policy that you don’t offer a discount. Have you come to believe you can only sell if you offer a discount? That’s crazy. You need to stop relying upon the discount.

Sales Managers Can Help or Hurt, It's Up to Them.

Jeffrey Gitomer

Managers/Owners can encourage or discourage sales with their policies and actions. More sales are lost through poor sales management than through poor salesmanship. What's makes a great sales manager? Leadership

The Quicksand of Customer Loyalty Those Nasty Complaints

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Unresolved customer complaints, for the most part, can be easily solved provided that everything from policies, procedures to systems are in alignment. The hotel could force me to take it or leave it (that’s our policy, you have heard that before), but the morning waitress remembers my special breakfast order even though I am only there 3 times a year. Building customer loyalty must address unsolved problems aka customer complaints.

Effective Email Marketing in an Age of Compliance


To engage in effective email marketing, lenders need to monitor the activities of their sales teams and have policies and procedures in place to act as an insurance policy against loan officers “going rogue” on email.

Misalignment Continues to Be the True Foil Impeding Organizational Success

Increase Sales

As someone who avoids airline travel like the plague because of the hassle, it has been a long time since I actually read the policies stated when purchasing an airline ticket. Yet it is my current understanding, the policies do state that all seats are subject to certain conditions and passengers must follow the requests of airline employees. Yes, the passenger was at fault for not following the policies of the purchased airline ticket.

Tale of Two Frauds

The Sales Leader

Are your customer service policies sales prevention policies? Do you act as a customer advocate or a customer prosecutor? Observations from the real World

5 Things Sales Managers Should Never Say To A Salesperson

MTD Sales Training

This is company policy. Blaming company policy, or your boss, or legislation changes only puts more pressure on people to conform, you want people who have creative ideas and innovative thoughts to build the future direction. Privacy Policy. No matter how long you’ve been associated with sales, you’ll never know it all.

Executive Coaching Helps New Leaders Succeed

Steven Rosen

I provide executive coaching for leaders in their first 90 days as both an insurance policy and a way of doubling down on your investment. Providing them access to an executive coach in their first 90 days is like buying an insurance policy.

Customer Loyalty So You Have It?

Increase Sales

Continue the same practices, policies, and procedures through archaic customer service training? In many cases it may be your policies, procedures and customer service training. The 20 th century business model focus was labor intensive. Creating satisfied customers was the goal. However, the 21 st century has changed the marketplace forever.

It's OK for Salespeople to Lie When This Happens

Understanding the Sales Force

His business was ruined - not because he is a Trump Supporter - he isn't - but because he was in a picture with Trump and people assume that he supported Trump's policies for healthcare. Image Copyright iStock Photos. This new world we're all living in is getting downright scary.

Precise Account Management Through CRM


Policy. Account classes dictate how you treat your customers, especially your important customers, and these classifications and their actions must be the subject of precise policy. While technology will provide you all the necessary data you need to write policy, the technology cannot write the policy for you. Policy does not come from CRM—but it is certainly executed through CRM. That policy must really be nailed down.

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6 Steps to Improve ROI of your Mortgage Email Marketing


To succeed at email marketing, lenders need to monitor the activities of their sales teams and have policies and procedures in place to act as an insurance policy against loan officers “going rogue” on email. Email is a powerful sales and marketing tool.

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5 Tips to Improve Sales Productivity

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Look at the areas of procedures, policies, processes, production, people and progress (time). Sales productivity is simply the actions necessary to secure the business results that are delivered from your sales goals. When productivity is high, the results should also be high unless there is a lot of lost potential or waste happening with the daily actions. Here are some simple tips that will help you realize greater results by improving your sales productivity. #1

3 Things You Must Change to Improve Your Sales Meetings

Jeff Shore

The Zero Negativity Policy. By implementing the Zero Negativity Policy (which wasn’t actually the name of it) sales people felt more comfortable attending. If you have a negative culture brewing, you may want to implement the Zero Negativity Policy. By Ryan Taft. ?One

Eating Workplace Culture One Bite at a Time – Part 09

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The shift is younger employees within the workplace culture want to be involved in setting the policies and being part of that overall process. This involvement extends to understanding the specifics of any pro-environment policies.

GDPR Update– Base Is Ready

Base CRM

Prior to May 25th, Base will be introducing a new privacy policy which provides more transparency surrounding our client’s personal data. Back in March, we shared that we were committed to becoming fully GDPR compliant by the May 2018 deadline. We are happy to report that we are ready for GDPR and will be fully compliant by May 25th, 2018.

Mo’ Adjustments, Mo’ Problems – and Mo’ Sales Comp Admins Won’t Solve Them


At least three months prior to the new year, finance teams slave over intricate details and policies for sales incentive plans to make for a smoother payroll cycle next year. If that ratio sounds like an impossible dream for your organization, consider the following fundamentals for creating an exceptions policy to get manual adjustments under control: Gain an Executive Sponsor for the Effort. The same goes for exception policies. Solidify (or create) your exceptions policy.

A Few Thoughts on Facebook, Data Protection and CRM


Companies that use CRM must also understand that it’s critical to put policies in place so that valuable personal data about their customers is never compromised. Perhaps you’ve been in the camp of believing that the tech industry’s heightened focus on data privacy and GDPR is a little overblown? If so, I understand. At times, GDPR compliance has seemed like a major inconvenience and nothing more. It’s easy to fall into that mindset until something significant happens.

7 Ways To Reduce The Potential Cost Of Losing A Salesperson

MTD Sales Training

I covered over some of the following information, which got him thinking: Without a robust hiring policy, it’s possible that your choice of salesperson could come back and bite you hard. These should include: A robust recruitment policy. Privacy Policy. I once spoke to a sales manager who was complaining about how many salespeople he had lost in the previous three years.

3 Email Deliverability Mistakes You’re Making Right Now

DiscoverOrg Sales

SPF : Sender Policy Framework. Protocols established by these authentication policies are recognized by most major email providers, allowing the sender who follows them to reach their recipients’ inboxes much more efficiently. We guess that if you spend any significant effort on email marketing, then you’ve seen these recent trends in the last 12-18 months: plummeting open rates, dwindling click rates, and skyrocketing bounce rates.

Maximize profitability – sell value and manage price expectations

Sales Training Connection

This is not a training issue – it is a policy issue. The senior sales leadership needs to establish policies that relate pricing to customer value and the cost of doing business. And, requests for pricing exception must be managed, as a policy change issue not a price discounting issue.

Guest Post: You Must Absolutely Check This Out!

Jonathan Farrington

It does so accurately, quickly and with the greatest privacy policy I’ve ever seen. It”s literally called the greatest privacy policy ever.

Lazy Salespeople and LinkedIn

Increase Sales

Beyond being a violation of LinkedIn policy, this action demonstrated how many lazy salespeople still exist. A colleague, David Brock , made an update posting on LinkedIn sharing his frustration about people using company profiles wanting to connect with him. Then if he did accept, the next action would be a sales pitch. Note: Only a person not a company can send a LinkedIn invitation.). Lazy Salespeople and LinkedIn Invitations.

5 Terrible Responses to Price Objections

Don’t blame it on company policy or make your boss the bad guy. Rather than making your boss or company policy the enemy, communicate that your company is on the customer’s side, too. Anyone who’s worked in sales knows that price objections are common.

If You Follow the Lead Cow, You Will Step in the Mess That’s Left Behind


Sales Management: Create a 100% sales lead follow-up policy for the salespeople. Initiate a locked-down, rock-solid, no-exceptions lead follow-up policy. Sales Management: If you can’t execute a 100% sales lead follow-up policy by your own sales channel, hire someone to do it. James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.

A B2C Buying Trend That Will Impact B2B

Sales Benchmark Index

Who can beat the 365 day return policy blasted on their home page? In addition, a 365 day return policy lessens any purchase decision concerns. Amazon, the king of B2C is invading B2B. The world’s #1 B2C e-commerce site is crossing over to B2B.

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How High-Growth Companies Buy Leads


Understand the policy for duplicate leads going into a relationship with a new lead provider and agree on an efficient process for reporting duplicates. Leads are expensive! Naturally, companies only want to invest in lead generation channels that yield higher returns.

Understanding GDPR Requirements for Marketing Communications


According to most GDPR experts, the recommended policy for marketing communications is through what is called “double opt-in.” Consent means you have permission to store or process data for the purposes you provide in your policy. Let’s start this post with some good news: GDPR won’t be the end of data-driven marketing.

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What Makes a Successful Sales Team?

Jonathan Farrington

Guiding principles are the consequence of a mission statement that are intended to inform or shape all subsequent decision-making, which also provides normative criteria allowing policy-makers to accept, reject or modify policy interventions and activities.

Marriage Of Sales Management And Human Resources

Sales Tips & Techniques

Many companies struggle with getting their departments to work together, as priorities within these sections may trump policies that will benefit the entire business. Read full story → Sales Management