INDUSTRY INSIGHTS YOUR PEERS ARE READING
Michael was recently featured on Sales Growth Systems Podcast. But what about sales? Michael Zipursky on Sales Growth Systems is a post from: Consulting Success. Consulting Interviews Consulting Sales email communication Email MarketingYou can listen to it here: How and Why Service Professionals Should Gently Sell Within An Email Email. You use it every day. Sometimes when you’re talking with your clients. Sometimes when you’re taking with your friends. MORE
Description: Anthony Iannarino is an international speaker, author, and sales leader of the top ½% of all businesses in America. Between consulting, writing, sales, and running a staffing firm, Anthony has proven that he is on a mission to serve and to help people achieve better business results than they could otherwise. Key Takeaways: [:40] Is sales a dirty word? Anthony explains the shift of power that has taken the dirt out of previously used sales tactics. [4:50] MORE
The New Sales Funnel. Companies decided which products or services they wanted to promote, then their Sales and Marketing teams went to work to build awareness, create interest and drive demand. Now customers move themselves through the sales cycle, gathering information online, doing research, reading reviews, and so on. If and when a sales rep gets involved, it’s often much later in the sales process. Sales as Sherpa. MORE
Are Sales and Marketing at Odds? Your ability and commitment to align sales and marketing matters. Misaligned goals, roles, scope, or success metrics between sales and marketing can greatly inhibit revenue growth, profitability, customer satisfaction, and employee engagement. MORE
Aligning Strategy and Sales is the best sales book of the year--and one that senior executives should read MORE
What Is a Sales Playbook? Like a playbook in sports that plans for the most frequent and most important in-game situations, a sales playbook is a unique collection of sales scenarios, strategies, plans, tactics, and tools to help a sales team consistently win when the stakes are high. MORE
Here’s how to win more consulting sales. People often refer to it as “closing” more sales. Forget About Closing The Sale (For Now) The key to closing more sales is don’t focus on the close. MORE
Top 4 Sales Leadership Mistakes to Avoid – Complex Sales Can Be Complicated. Are your sales reps fully prepped to win? Top 4 Sales Leadership Mistakes to Avoid. We work hard to address the specific needs of our sales clients. Sales leaders set the example. MORE
I’ve been using the sales funnel for 28 years, my whole career. When I started my career, the most profitable application of force was in sales. Back in the 1990s, sales reps had a lot of information, while customers had relatively little. Sales Customers Digital Article MORE
Sales Training without Reinforcement Should Be Unacceptable. Based upon over 800 sales training measurement projects, we know that sales training by itself – even if it is highly customized – only changes the on-the-job behavior and performance of 1-in-5 sales reps. MORE
Marketing & Sales InsightsAbove-market growth in today’s competitive environment means becoming more flexible and agile and adopting multiple marketing strategies. MORE
Recently I’ve been helping a client through the selection process for technology platforms, and I’ve noticed something disturbing: Many of the vendors we’ve approached have a decidedly unfriendly sales process. Try Customer Focused Sales. MORE
Not all sales compensation is the same. Marketing & Sales InsightsStructuring incentives using these four building blocks, can improve the bottom line. MORE
Leading Sales Expert Shares How to Sell More And Feel Good About It with Anthony Iannarino: Podcast #79 is a post from: Consulting Success. Consulting Success Podcast closing Consulting How to be successful How To Sell More sales selling MORE
Make sure marketing and sales agree on what counts as a lead. Sales Marketing Digital Article MORE
Jeb Blount, CEO of Sales Gravy, Grow Revenue In Subscription-Based Consulting With Jeb Blount, CEO Sales Gravy: Podcast #44 is a post from: Consulting Success. Consulting Success Podcast Grow Revenue In Subscription-Based Consulting Grow Revenue In Subscription-Based Consulting With Jeb Blount CEO Sales Gravy Jeb Blount CEO Michael Zipursky Subscription-Based ConsultingSending hourly invoices to your client can get awkward really fast. MORE
SALE: New Momentum Program for Early-Stage Consultants is a post from: Consulting Success. MORE
Better and more thoughtful ways to measure the potential lifetime value of each member of the sales force can not only improve talent management but also create more value. Marketing & Sales Insights MORE
Most consultants could easily track their sales opportunities in a spreadsheet and avoid the cost of paying for CRM software. Downloads Selling Consulting Services crm sales pipeline MORE
Recently I’ve been helping a client through the selection process for technology platforms, and I’ve noticed something disturbing: Many of the vendors we’ve approached have a decidedly unfriendly sales process. Try Customer Focused Sales. MORE
Missed Sales Opportunities. Heaven knows, with the increase in competition and expectations it’s hard enough to hit sales quotas on a regular basis. But it’s near impossible if you are guilty of some of the most common missed sales opportunities even the most seasoned solution sellers make. The Top 4 Missed Sales Opportunities. We are often called in to help clients improve the revenue, margin, win-rate, portfolio mix or retention of their sales force. MORE
Every buyer is different in many ways, but the commonality if they’re healthy (about 95% of them) is that they seek to improve their condition, professionally and/or personally. MORE
Do You Know What Stops Sales Managers from Coaching? If you are responsible for the performance of your sales team, you must first identify what stops sales managers from coaching so you can systematically remove the big obstacles to their acting as effective coaches. MORE
Wouldn’t it be nice to know the traits of successful sales managers? Sales managers have an awesome responsibility. The Job of a Sales Manager. The Top Seven Traits of Successful Sales Managers. The top performing sales managers are: 1. The Pressure to Succeed. MORE
Michael was recently featured on Sales For Nerds. You can listen to it here: Michael Zipursky on Sales For Nerds “Marketing” and “sales” are dirty words to many consultants. ” After all, marketing and sales are for marketing and salespeople. MORE
Directing your prospect to online information about your services (what I call a Sales Letter). But the most neglected part of this process is that durn* sales letter. Why a sales letter is absolutely essential. However… What should go into your sales letter? MORE
Transform your failures into success in no time by implementing sales systems that will work for you. Description: Bob Burg is a sought-after speaker at company leadership and sales conferences around the world. The challenge he then faced was a lack of knowledge about sales. MORE
All companies seek to experience high sales growth. A recent McKinsey study of more than 1,000 companies identified five meaningful things that distinguish fast-growing sales organizations from their lagging peers. Four Ways to Unlock High Sales Growth for Your Company. MORE
Lead generation webinars are a powerful tool for generating high-ticket sales appointments. In recent years, building high-converting sales webinars and sales presentations have become a top priority for coaches, consultants, and solo entrepreneurs looking to sell their courses through specialists. High Converting Webinar Sales In Consulting With Joel Erway: Podcast #46 is a post from: Consulting Success. MORE
King of Sales Jeffrey Gitomer gives an account of his journey from selling Encyclopedia Britannica to consulting to writing and to creating a sales training empire. Consulting Success Podcast from expert to authority King of Sales sales expert sales training empire Sell or Die MORE
Data and analytics, combined with a personalized approach to performance management, are helping B2B sales execs inculcate best practices and significantly improve growth. Marketing & Sales Insights MORE
Writing a consulting proposal that closes a sale can be challenging, and as a result it may be difficult to figure out why your proposals are getting rejected. Have a Sales Conversation First. Despite their expertise, many consultants struggle to close deals. MORE
Should you use your CRM to track your sales leads? Should you use it to track non-sales leads? One significant advantage of using a sales CRM (like Pipedrive: [link] , [link] ? If you’re just starting to use a Sales CRM, then one of the first steps is to migrate your data in. MORE
Create and managing a sales funnel. We spoke to our friend Brian Sullivan, Vice President of Global Accounts at Sandler Training , who offered us this advice: View Your Sales Funnel as a Live Tool. Your sales funnel is a living entity that needs regular attention. To make it easy, make sure you have a simple vehicle in place that enables you to collect details about prospects and where exactly they are in your sales funnel. MORE
Sales Related Topics Consulting Success
NOVEMBER 1, 2018
Michael was recently featured on Sales For Nerds. You can listen to it here: Michael Zipursky on Sales For Nerds “Marketing” and “sales” are dirty words to many consultants. ” After all, marketing and sales are for marketing and salespeople.
Consulting Success
SEPTEMBER 13, 2018
Here’s how to win more consulting sales. People often refer to it as “closing” more sales. Forget About Closing The Sale (For Now) The key to closing more sales is don’t focus on the close.
Consulting Success
SEPTEMBER 10, 2018
King of Sales Jeffrey Gitomer gives an account of his journey from selling Encyclopedia Britannica to consulting to writing and to creating a sales training empire. Consulting Success Podcast from expert to authority King of Sales sales expert sales training empire Sell or Die
Consulting Success
OCTOBER 11, 2018
Michael was recently featured on Sales Growth Systems Podcast. But what about sales? Michael Zipursky on Sales Growth Systems is a post from: Consulting Success. Consulting Interviews Consulting Sales email communication Email MarketingYou can listen to it here: How and Why Service Professionals Should Gently Sell Within An Email Email. You use it every day. Sometimes when you’re talking with your clients. Sometimes when you’re taking with your friends.
Consulting Success
JULY 23, 2018
Lead generation webinars are a powerful tool for generating high-ticket sales appointments. In recent years, building high-converting sales webinars and sales presentations have become a top priority for coaches, consultants, and solo entrepreneurs looking to sell their courses through specialists. High Converting Webinar Sales In Consulting With Joel Erway: Podcast #46 is a post from: Consulting Success.
The More Clients Blog
JULY 1, 2019
Directing your prospect to online information about your services (what I call a Sales Letter). But the most neglected part of this process is that durn* sales letter. Why a sales letter is absolutely essential. However… What should go into your sales letter?
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McKinsey
JUNE 13, 2019
Data and analytics, combined with a personalized approach to performance management, are helping B2B sales execs inculcate best practices and significantly improve growth. Marketing & Sales Insights
Joellyn Sargent
JULY 21, 2016
Recently I’ve been helping a client through the selection process for technology platforms, and I’ve noticed something disturbing: Many of the vendors we’ve approached have a decidedly unfriendly sales process. Try Customer Focused Sales.
LSA Global
OCTOBER 11, 2019
What Is a Sales Playbook? Like a playbook in sports that plans for the most frequent and most important in-game situations, a sales playbook is a unique collection of sales scenarios, strategies, plans, tactics, and tools to help a sales team consistently win when the stakes are high.
The Clever Consultant
APRIL 14, 2014
Most consultants could easily track their sales opportunities in a spreadsheet and avoid the cost of paying for CRM software. Downloads Selling Consulting Services crm sales pipeline
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McKinsey
OCTOBER 20, 2018
Not all sales compensation is the same. Marketing & Sales InsightsStructuring incentives using these four building blocks, can improve the bottom line.
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Consulting Success
MARCH 11, 2019
Leading Sales Expert Shares How to Sell More And Feel Good About It with Anthony Iannarino: Podcast #79 is a post from: Consulting Success. Consulting Success Podcast closing Consulting How to be successful How To Sell More sales selling
Consulting Success
DECEMBER 18, 2017
Transform your failures into success in no time by implementing sales systems that will work for you. Description: Bob Burg is a sought-after speaker at company leadership and sales conferences around the world. The challenge he then faced was a lack of knowledge about sales.
McKinsey
MARCH 2, 2019
Better and more thoughtful ways to measure the potential lifetime value of each member of the sales force can not only improve talent management but also create more value. Marketing & Sales Insights
Alan Weiss
OCTOBER 24, 2019
Every buyer is different in many ways, but the commonality if they’re healthy (about 95% of them) is that they seek to improve their condition, professionally and/or personally.
LSA Global
AUGUST 28, 2019
Sales Training without Reinforcement Should Be Unacceptable. Based upon over 800 sales training measurement projects, we know that sales training by itself – even if it is highly customized – only changes the on-the-job behavior and performance of 1-in-5 sales reps.
Consulting Success
MARCH 11, 2019
SALE: New Momentum Program for Early-Stage Consultants is a post from: Consulting Success.
Consulting Success
JULY 3, 2017
Description: Anthony Iannarino is an international speaker, author, and sales leader of the top ½% of all businesses in America. Between consulting, writing, sales, and running a staffing firm, Anthony has proven that he is on a mission to serve and to help people achieve better business results than they could otherwise. Key Takeaways: [:40] Is sales a dirty word? Anthony explains the shift of power that has taken the dirt out of previously used sales tactics. [4:50]
Joellyn Sargent
JUNE 13, 2013
The New Sales Funnel. Companies decided which products or services they wanted to promote, then their Sales and Marketing teams went to work to build awareness, create interest and drive demand. Now customers move themselves through the sales cycle, gathering information online, doing research, reading reviews, and so on. If and when a sales rep gets involved, it’s often much later in the sales process. Sales as Sherpa.
Harvard Business
OCTOBER 1, 2019
Here’s what it means for sales teams. Sales Digital Article
McKinsey
SEPTEMBER 27, 2019
Marketing & Sales InsightsAbove-market growth in today’s competitive environment means becoming more flexible and agile and adopting multiple marketing strategies.
LSA Global
MARCH 9, 2018
Wouldn’t it be nice to know the traits of successful sales managers? Sales managers have an awesome responsibility. The Job of a Sales Manager. The Top Seven Traits of Successful Sales Managers. The top performing sales managers are: 1. The Pressure to Succeed.
McKinsey
MARCH 1, 2019
Building sales capabilities has to evolve to deliver growth and keep up with evolving needs. Marketing & Sales Insights
Tom Spencer
APRIL 6, 2019
Writing a consulting proposal that closes a sale can be challenging, and as a result it may be difficult to figure out why your proposals are getting rejected. Have a Sales Conversation First. Despite their expertise, many consultants struggle to close deals.
Consulting Success
JULY 9, 2018
Jeb Blount, CEO of Sales Gravy, Grow Revenue In Subscription-Based Consulting With Jeb Blount, CEO Sales Gravy: Podcast #44 is a post from: Consulting Success. Consulting Success Podcast Grow Revenue In Subscription-Based Consulting Grow Revenue In Subscription-Based Consulting With Jeb Blount CEO Sales Gravy Jeb Blount CEO Michael Zipursky Subscription-Based ConsultingSending hourly invoices to your client can get awkward really fast.
LSA Global
SEPTEMBER 26, 2019
Are Sales and Marketing at Odds? Your ability and commitment to align sales and marketing matters. Misaligned goals, roles, scope, or success metrics between sales and marketing can greatly inhibit revenue growth, profitability, customer satisfaction, and employee engagement.
LSA Global
JANUARY 28, 2019
Top 4 Sales Leadership Mistakes to Avoid – Complex Sales Can Be Complicated. Are your sales reps fully prepped to win? Top 4 Sales Leadership Mistakes to Avoid. We work hard to address the specific needs of our sales clients. Sales leaders set the example.
Kai Davis
JULY 31, 2019
Should you use your CRM to track your sales leads? Should you use it to track non-sales leads? One significant advantage of using a sales CRM (like Pipedrive: [link] , [link] ? If you’re just starting to use a Sales CRM, then one of the first steps is to migrate your data in.
McKinsey
OCTOBER 10, 2018
Marketing & Sales InsightsHighly tailored training and measuring its success feature prominently among the methods top performers use.
Harvard Business
AUGUST 28, 2019
Make sure marketing and sales agree on what counts as a lead. Sales Marketing Digital Article
LSA Global
JANUARY 10, 2018
Do You Know What Stops Sales Managers from Coaching? If you are responsible for the performance of your sales team, you must first identify what stops sales managers from coaching so you can systematically remove the big obstacles to their acting as effective coaches.
Strategy+Business
OCTOBER 15, 2014
Aligning Strategy and Sales is the best sales book of the year--and one that senior executives should read
Harvard Business
JULY 9, 2019
Sales Analytics Digital ArticleThe wrong goals demoralize the salesforce and hurt profits.
Harvard Business
NOVEMBER 20, 2018
I’ve been using the sales funnel for 28 years, my whole career. When I started my career, the most profitable application of force was in sales. Back in the 1990s, sales reps had a lot of information, while customers had relatively little. Sales Customers Digital Article
LSA Global
JUNE 11, 2018
Missed Sales Opportunities. Heaven knows, with the increase in competition and expectations it’s hard enough to hit sales quotas on a regular basis. But it’s near impossible if you are guilty of some of the most common missed sales opportunities even the most seasoned solution sellers make. The Top 4 Missed Sales Opportunities. We are often called in to help clients improve the revenue, margin, win-rate, portfolio mix or retention of their sales force.
LSA Global
AUGUST 20, 2019
All companies seek to experience high sales growth. A recent McKinsey study of more than 1,000 companies identified five meaningful things that distinguish fast-growing sales organizations from their lagging peers. Four Ways to Unlock High Sales Growth for Your Company.
The Clever Consultant
JUNE 24, 2013
Create and managing a sales funnel. We spoke to our friend Brian Sullivan, Vice President of Global Accounts at Sandler Training , who offered us this advice: View Your Sales Funnel as a Live Tool. Your sales funnel is a living entity that needs regular attention. To make it easy, make sure you have a simple vehicle in place that enables you to collect details about prospects and where exactly they are in your sales funnel.
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