MTD Sales Training

JANUARY 14, 2016

“But I sell a great product Sean, why won’t they buy?” It’s a question I get asked a lot! Many salespeople think that just having a great product is good enough – that it will sell itself but in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Planview

JANUARY 14, 2016

Banking is an old business. But in the past year, the rapid adoption of financial services innovation technology has catapulted banking, insurance, and financial leaders into the now. In fact, researchers are saying that 2016 is set to be a year of massive disruption for this sector, as leaders search for new ways to approach business, serve customers, and defend their positions in the market.

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Financial Services Innovation Digitalization Banking 63

Engage Selling

JANUARY 14, 2016

In the past, we’ve discussed difficult and unprofitable clients that you should fire immediately. Now, to save you even more time, money and energy (and frustrations!), I’d like to share with you certain prospect types that you should disqualify. There’s a certain level of excitement that comes with connecting with a new prospect that is (seemingly) interested in […].

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Client Relationships Management Sales 50

Sales Gravy

JANUARY 24, 2016

In any business, a Win/Win actually means that a salesperson helped the customer select exactly what’s right for them, for example the right color, the right equipment, the right look, the right feel, and of course, at the right price – everything th

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Sales Management

MTD Sales Training

JANUARY 11, 2016

Most companies agree that loyal customers are the lifeblood of their business. Clients who return continuously to restock or re-purchase make it easy for companies to provide service and back-up. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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MTD Sales Training

JANUARY 3, 2016

I hope you had a fantastic Christmas and welcome to 2016! If you’re like me, I have been champing at the bit to get back! Working in sales can take its toll over the year so I always use the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Sales 77

MTD Sales Training

JANUARY 20, 2016

Most good sales managers recognise the need to develop their sales teams and these managers often see the rewards that come from training their staff to build skills and attitudes. Oftentimes, though, the changes and improvements are short-lived and the return to the ambient levels of performance shows that the investment hasn’t been as worthwhile as originally thought.

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Engage Selling

JANUARY 7, 2016

It bothers me. No, it drives me crazy. What, you ask? Picture this, a sales organization delivers great service and great results. In fact, their client base is absolutely thrilled with the entire process of working with this particular organization. Yet, the organization does nothing to leverage this success. Their prospects don’t know about it, perhaps individuals […].

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Engage Selling

JANUARY 28, 2016

It’s one thing to provide a great product or service, but unfortunately, that’s where the experience stops for many people. Sales is all about truly understanding your clients’ needs and issues. Their experience with you should not end immediately after their signature is on paper. The way I see it, all customers want the same […].

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Engage Selling

JANUARY 26, 2016

You only have a few seconds to make a positive first impression on someone. Let’s face it – within moments of meeting another person we have often already determined whether or not we want to work with them. Here are, what I believe to be, extremely simple steps to creating trust upon meeting someone new: […].

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Meetings Client Relationships Management Sales 49

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

Engage Selling

JANUARY 22, 2016

It’s common for people think “garbage in garbage out.” However, in sales the opposite is true; garbage in garbage stays! In other words, if you keep making tragic mistakes in managing your team and your territories you will produce a garbage year. So, while it’s common at the start of the year to create your […].

Management 49

Management Sales 49

Engage Selling

JANUARY 5, 2016

Wow. We are officially in 2016. You’re hearing me talk a lot about activities and tips for starting 2016 on the right foot. This is a deliberate attempt to help you focus on getting ahead and making the upcoming year your most successful to date. If you’re reading this blog and taking the time to increase your […].

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Management Sales 49

Engage Selling

JANUARY 19, 2016

Supermodel Linda Evangelista famously said that she would “not roll out of bed in the morning for less than ten thousand dollars.” It was a smart business move on her part. Ten thousand dollars was her minimum profit per shoot. Your Sales Radar must also have a minimum profit, a minimum profit per client. This […].

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Profitability Sales Management 48

Engage Selling

JANUARY 12, 2016

Are you considering raising your prices in 2016? Many salespeople look at raising prices with a grain of salt, a double-edged sword if you will. <– Click To Tweet On one hand, raising prices means more earnings and greater profits. On the other hand, it could upset or scare away your current client base. Price […].

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Engage Selling

JANUARY 29, 2016

How can you meet the challenge of cutting the time it takes to onboard a new client? You might be surprised by the answer. Pick up your copy of Nonstop Sales Boom! Sales organizations all over the world are using this comprehensive guide to maximize their sales results.

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Engage Selling

JANUARY 8, 2016

When it comes to cold calling, the hunters have become the hunted! Learn what I mean in this week’s video sales tip! Get your copy of Nonstop Sales Boom for more in-depth sales strategies to take your organization’s sales to new heights.

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Sales Organization Management 48

MTD Sales Training

JANUARY 29, 2016

One of my sales trainers had an interesting discussion with a sales team recently, where the team were seeking advice on how they could make their sales records less over-whelming. No-one had ever given them recommendations on how to make notes. The question has rarely come up, but it’s worth asking. Should you make notes on everything that has been covered in the meeting?

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MTD Sales Training

JANUARY 27, 2016

Do you get tired of phoning clients and, instead of getting through, get their voicemail? Yes, it can be frustrating, can’t it? And when you have dozens of them in your weekly call cycle, it can be demoralising and make you wonder if it’s all worth it. So what should you do when you get through to voicemail? To leave a message or not; that is the question.

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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Meetings

Engage Selling

JANUARY 22, 2016

Don’t put all your focus on fixing poor performers. You top selling salespeople need attention too! Have you picked up your copy of Nonstop Sales Boom? Get top sales strategies to get your team selling to maximum potential.

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Sales Client Relationships Management 48

Engage Selling

JANUARY 21, 2016

How discoverable are you to new clients and prospects? In this day and age, you need multiple avenues to expand your outreach. It’s no longer good enough to simply pick up the phone or send emails. You require a fusion of different approaches that are executed consistently to create growth in your business. <– Click […].

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MTD Sales Training

JANUARY 18, 2016

I’m often asked by salespeople and sales managers about how they can develop their skills on a regular and consistent basis, and the obvious answer is to learn from experts and people who have been there and done that’. But it’s easier said than done. A quick search on Amazon shows over 300,000 books just on the subject of sales. When you widen your search to include CDs, DVDs, videos and the like, the number climbs to over 1.6 million.

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Engage Selling

JANUARY 15, 2016

Want to close deals faster? Apply the insights I share in this week’s video sales tip! And for more in-depth sales strategies to create sales success, get your copy of Nonstop Sales Boom!

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Sales Client Relationships Management 48

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Sales

Planview

JANUARY 18, 2016

Welcome to Spigit’s weekly roundup of innovation links, where we feature a carefully curated selection of our favorite content on innovation, crowdsourcing, and more from around the web. Here are 10 new discoveries from this past week. 1. How David Bowie’s Continual Innovation and Rebranding is an Inspiration for the Business World. Who it’s from: Wales Online.

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Planview

JANUARY 7, 2016

Happy New Year, readers! Welcome to the first 2016 weekly roundup of innovation links, where we feature a carefully curated selection of our favorite content on innovation, crowdsourcing, and more from around the web. Here are this week’s top 10 new discoveries. 1. A New Blueprint for Collaborative Innovation. Who it’s from: Doug Collins. The skinny: Chief innovation officers, leaders of innovation programs, and people who seek transformative change for their organizations should definit

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Planview

JANUARY 25, 2016

Welcome to Spigit’s weekly roundup of innovation links, where we feature a carefully curated selection of our favorite content on innovation, crowdsourcing, and more from around the web. Here are 10 new discoveries from this past week. 1.Waze is Driving Into City Hall. Who it’s from: Fast Company. The skinny: In just a few years, Waze has gone from small startup to one of the world’s most popular navigation apps.

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Planview

JANUARY 19, 2016

Spigit’s Chief Technology Officer, James Gardner, is no stranger to innovation. He’s been there and done that in a number of ways and with a variety of tools. But if his start in financial services taught him anything, it’s that crowdsourcing innovation — at major healthcare institutions, financial services providers, and even automobile manufacturers — is the most effective way to discover new ideas and make them a reality.

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Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

Supply Chain

Sales Gravy

JANUARY 18, 2016

With social platforms so comfortable for millenials, leaders are assuming that their new hires are equipped to go forth and “social sell.

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Sales Gravy

JANUARY 10, 2016

The relationship you want with your clients sounds like, “I gotta guy,” or the female version thereof.

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