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
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
Aligning Strategy and Sales is the best sales book of the year--and one that senior executives should read 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
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
While the sales process may be vastly different for B2B, buyers are still people. I knew the acknowledgement email I received was auto-generated, but it did include the name and email of the VP of Sales, so I sent him a quick reply, “ I have not heard from a rep yet. 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
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
If you could invest just a few hours to dramatically improve the results of your sales efforts, would you? This is the person who’s head starts nodding in approval when your sales team tells their story, because it aligns so elegantly with their own issues, concerns and objectives. MORE
SALE: New Momentum Program for Early-Stage Consultants is a post from: Consulting Success. MORE
High Performing Sales Team. How would you describe the performance of your sales team? What Does It Take to be a High Performing Sales Team? Of course, you first need a competitive solution to sell and a team with the baseline sales skills to connect with your target buyers. 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
While the sales process may be vastly different for B2B, buyers are still people. If you’ve ever filled out a form to snag an interesting white paper, then received a sales call, event invite or other series of follow-up messages, you’ve been on the prospect side of a marketing automation (MA) solution. It raises the question, “If speaking to someone in sales is this difficult, imagine what happens when I need to contact support.” MORE
I find the prejudice against working in sales incredibly ironic. It’s sales too. There are only two unanswered questions that remain: 1) Whether you like the idea or not, will you accept and embrace the idea that you are in everyday sales situations more than you realize? 2) Will you decide to improve your sales skills, or not? To be notified of the release, and for future articles on improving your sales skills, just complete the form below. MORE
This is Sales 101, people buy with emotion and back it up with logic. The post Science & Sales appeared first on Martinka Consulting. Earth Day featured multiple marches across the country, protesting the anticipated cuts in federal dollars to science. An interview with one scientist hit the proverbial nail on the head. He said marches, protests, and similar won’t do anything, i.e. it’s preaching to the choir. 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
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
Leading a sales team takes a different skill set than just working on one. Sales Digital Article 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
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
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
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
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
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
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
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
High Performing Sales Organizations vs Standard Sales Team Performance. According to a recent CSO research report, only 46% of sales reps are meeting quota, and sales teams are losing ground on 94% of the key sales activities most associated with high sales performance. MORE
Sales Digital ArticleReward the right behavior and promote the right people, for starters. 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 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?
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.
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.
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.
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.
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
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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.
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.
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.
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
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.
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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
LSA Global
JULY 15, 2019
High Performing Sales Organizations vs Standard Sales Team Performance. According to a recent CSO research report, only 46% of sales reps are meeting quota, and sales teams are losing ground on 94% of the key sales activities most associated with high sales performance.
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.
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
Joellyn Sargent
JUNE 16, 2016
While the sales process may be vastly different for B2B, buyers are still people. I knew the acknowledgement email I received was auto-generated, but it did include the name and email of the VP of Sales, so I sent him a quick reply, “ I have not heard from a rep yet.
McKinsey
MARCH 1, 2019
Building sales capabilities has to evolve to deliver growth and keep up with evolving needs. Marketing & Sales Insights
Joellyn Sargent
MAY 13, 2012
If you could invest just a few hours to dramatically improve the results of your sales efforts, would you? This is the person who’s head starts nodding in approval when your sales team tells their story, because it aligns so elegantly with their own issues, concerns and objectives.
Harvard Business
JULY 9, 2019
Sales Analytics Digital ArticleThe wrong goals demoralize the salesforce and hurt profits.
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.
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.
Consulting Success
MARCH 11, 2019
SALE: New Momentum Program for Early-Stage Consultants is a post from: Consulting Success.
Joellyn Sargent
JUNE 16, 2016
While the sales process may be vastly different for B2B, buyers are still people. If you’ve ever filled out a form to snag an interesting white paper, then received a sales call, event invite or other series of follow-up messages, you’ve been on the prospect side of a marketing automation (MA) solution. It raises the question, “If speaking to someone in sales is this difficult, imagine what happens when I need to contact support.”
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
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.
Harvard Business
MARCH 14, 2019
Leading a sales team takes a different skill set than just working on one. Sales Digital Article
Strategy+Business
OCTOBER 15, 2014
Aligning Strategy and Sales is the best sales book of the year--and one that senior executives should read
McKinsey
OCTOBER 10, 2018
Marketing & Sales InsightsHighly tailored training and measuring its success feature prominently among the methods top performers use.
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.
Harvard Business
JUNE 20, 2019
Sales Digital ArticleReward the right behavior and promote the right people, for starters.
LSA Global
APRIL 19, 2019
High Performing Sales Team. How would you describe the performance of your sales team? What Does It Take to be a High Performing Sales Team? Of course, you first need a competitive solution to sell and a team with the baseline sales skills to connect with your target buyers.
Harvard Business
JUNE 14, 2019
Sales Managing people Digital ArticleFrom pay incentives to performance targets.
CaseInterview.com
MAY 2, 2018
I find the prejudice against working in sales incredibly ironic. It’s sales too. There are only two unanswered questions that remain: 1) Whether you like the idea or not, will you accept and embrace the idea that you are in everyday sales situations more than you realize? 2) Will you decide to improve your sales skills, or not? To be notified of the release, and for future articles on improving your sales skills, just complete the form below.
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.
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.
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]
Martinka Consulting
MAY 31, 2017
This is Sales 101, people buy with emotion and back it up with logic. The post Science & Sales appeared first on Martinka Consulting. Earth Day featured multiple marches across the country, protesting the anticipated cuts in federal dollars to science. An interview with one scientist hit the proverbial nail on the head. He said marches, protests, and similar won’t do anything, i.e. it’s preaching to the choir.
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