This document summarizes five sales management secrets for driving revenue growth: 1) Focusing reps' time on selling activities, 2) Building a strong sales culture through executive involvement, gamification, and recognition, 3) Providing coaching and training tailored to individual reps, 4) Tracking the right metrics like marketing costs, pipeline conversion, and customer lifetime value, and 5) Adopting sales technologies strategically to address specific needs. The presentation provides specific tactics and best practices for implementing each secret.
Seven sales habits for highly effective sales people Gert Scholts
Stephen Covey's habits re-focused as sales habits. A sales person needs to develop sales habits to be successful. Planning, Prospecting, Appointment making, Fact finding, Presenting, Closing and Objection handling are all key habits. This deck homes in on developing these habits
The second 4 parts of a proper marketing plan are; marketing programs, financial plans, measurement and controls, executive summary. Having a proper marketing plan give your manufacturing company an edge over competitors.
You may already have a marketing plan and budget for 2012, but now comes the hard part: putting it into action, managing what changes and goes wrong, and keeping your eye on the objectives, outcomes and results you want.
This Webinar will offer several, proven best practices for managing, measuring, improving and refocusing your marketing plan and strategy all year long. You will learn:
• A proven, weekly rhythm of reviews to ensure all of your resources are still focused and productive
• Several strategies for managing and triaging the inevitable challenges and roadblocks
• Specific warning signs to watch for and avoid before they impact your work and results
Technical: Ability to use knowledge, methods, techniques for performance of specific tasks acquired form experience, education and training
Human Skill: Ability and judgement in working with and through people, including an understanding of motivation and an application of effective leadership
Conceptual skill: Ability to get the big picture and how one’s role fits into overall scheme of things. This knowledge permits acting to overall objectives of organization rather than only the basis of the goals and needs of one’s own immediate group.
Seven sales habits for highly effective sales people Gert Scholts
Stephen Covey's habits re-focused as sales habits. A sales person needs to develop sales habits to be successful. Planning, Prospecting, Appointment making, Fact finding, Presenting, Closing and Objection handling are all key habits. This deck homes in on developing these habits
The second 4 parts of a proper marketing plan are; marketing programs, financial plans, measurement and controls, executive summary. Having a proper marketing plan give your manufacturing company an edge over competitors.
You may already have a marketing plan and budget for 2012, but now comes the hard part: putting it into action, managing what changes and goes wrong, and keeping your eye on the objectives, outcomes and results you want.
This Webinar will offer several, proven best practices for managing, measuring, improving and refocusing your marketing plan and strategy all year long. You will learn:
• A proven, weekly rhythm of reviews to ensure all of your resources are still focused and productive
• Several strategies for managing and triaging the inevitable challenges and roadblocks
• Specific warning signs to watch for and avoid before they impact your work and results
Technical: Ability to use knowledge, methods, techniques for performance of specific tasks acquired form experience, education and training
Human Skill: Ability and judgement in working with and through people, including an understanding of motivation and an application of effective leadership
Conceptual skill: Ability to get the big picture and how one’s role fits into overall scheme of things. This knowledge permits acting to overall objectives of organization rather than only the basis of the goals and needs of one’s own immediate group.
Marketing your business is everything. Marketing is actively promoting a brand’s product or service. It’s a way of reaching and engaging people. Marketing keeps your company top-of-mind among the decision-makers you are trying to do business with.
Scientific Secrets of SuperHero Sales Managers- #inbound18Carole Mahoney
If managers are spending the same amount of time coaching, motivating, and keeping their teams accountable, why are some more successful than others? What does over 360 million data points say about the impact managers have on their salespeople? How much time should they be spending? Is there such a thing as too much time?
Sales enablement technology is sometimes so focused on solving problems for the content creators and managers that it loses sight of its goal: improving sales performance. Find out what good enablement looks like from the sellers’ point of view, and what it’s like on the receiving end of sales enablement programs. Learn what it takes to ensure your sales enablement actually helps your salespeople close more instead of falling flat.
Infographic: What's Ailing Your Small Business Advicoach
Could you be dead wrong on why your business is failing? AdviCoach identifies the causes and treatments of slow business growth in our newest infographic.
5 simple steps to deliver your digital marketing strategy.
1. Set the Platform. 2. Understand your Environment. 3. Establish Marketing Objectives. 4. Create Initiatives. 5. Implement, Evaluate and Adapt.
Developing a marketing plan can be a
difficult process if you don’t have any
type of guidance. But efficient and effective planning
is critical to the future of any company or organization.
Alignment is the name of the game when it comes to product development and delivery. As Marketers, we play a key role in getting to the group hug and gaining alignment across key delivery channels to deliver on our brand promise. Here's how I shared my learnings and ideas with the Boston Startup Institute. Good stuff.
Are your sales calls as productive as you'd like them to be? Ever wonder why you make so many calls with nothing to show for it? Here are the top 10 mistakes reps make that will kill your sales calls
Big Thinking for Small Businesses
You don't have to run a Fortune 500 company to harness the power of strategic planning. You just need to know how it's done.
In this presentation, Clate Mask, CEO and co-founder of Infusionsoft, will explain five strategic moves to help your business thrive and win. Starting with the purpose of your business, you'll find out how to turn strategy into planning, action and results. Best of all, everyone in the company can be aligned with your vision, working as a team toward long-term success.
The two most important things of any marketing effort are customer experience (relevance, research, relationships) and building your marketing plan, beginning with the foundation.
This presentation was given at Integrated Marketing Summit in September 2015.
Key Takeaways from The Sales Development Playbook, part 1 and part 2WhereDat
Key takeaways, section-by-section from the Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
In The Sales Development Playbook, author Trish Bertuzzi shares 3 decades experience on building pipeline and speeding up growth.
In this takeaway:
Part 1 - Strategy
Part 2 - Specilaization
• Introductory meetings and generating qualified opportunities, which one?
• Pursuing qualified opportunities using the PACT method
• When is to build an in-house sales development team?
• Deciding between inbound and outbound marketing
• Gaining clarity of your ICP (ideal customer profile)
• When to separate inbound SDRs and outbound SDRs into separate roles
• Why you should consider a research role
The Mezzanine Group's founder, Lisa Shepherd, shares insight into her book, The Radical Sales Shift. This is the last in a five part series. Part five explores lessons 13-20 in her book.
The Mezzanine Group's founder, Lisa Shepherd, shares insight into her book, The Radical Sales Shift. This is the fourth in a five part series. Part four explores lessons 6-12 from her book.
Marketing your business is everything. Marketing is actively promoting a brand’s product or service. It’s a way of reaching and engaging people. Marketing keeps your company top-of-mind among the decision-makers you are trying to do business with.
Scientific Secrets of SuperHero Sales Managers- #inbound18Carole Mahoney
If managers are spending the same amount of time coaching, motivating, and keeping their teams accountable, why are some more successful than others? What does over 360 million data points say about the impact managers have on their salespeople? How much time should they be spending? Is there such a thing as too much time?
Sales enablement technology is sometimes so focused on solving problems for the content creators and managers that it loses sight of its goal: improving sales performance. Find out what good enablement looks like from the sellers’ point of view, and what it’s like on the receiving end of sales enablement programs. Learn what it takes to ensure your sales enablement actually helps your salespeople close more instead of falling flat.
Infographic: What's Ailing Your Small Business Advicoach
Could you be dead wrong on why your business is failing? AdviCoach identifies the causes and treatments of slow business growth in our newest infographic.
5 simple steps to deliver your digital marketing strategy.
1. Set the Platform. 2. Understand your Environment. 3. Establish Marketing Objectives. 4. Create Initiatives. 5. Implement, Evaluate and Adapt.
Developing a marketing plan can be a
difficult process if you don’t have any
type of guidance. But efficient and effective planning
is critical to the future of any company or organization.
Alignment is the name of the game when it comes to product development and delivery. As Marketers, we play a key role in getting to the group hug and gaining alignment across key delivery channels to deliver on our brand promise. Here's how I shared my learnings and ideas with the Boston Startup Institute. Good stuff.
Are your sales calls as productive as you'd like them to be? Ever wonder why you make so many calls with nothing to show for it? Here are the top 10 mistakes reps make that will kill your sales calls
Big Thinking for Small Businesses
You don't have to run a Fortune 500 company to harness the power of strategic planning. You just need to know how it's done.
In this presentation, Clate Mask, CEO and co-founder of Infusionsoft, will explain five strategic moves to help your business thrive and win. Starting with the purpose of your business, you'll find out how to turn strategy into planning, action and results. Best of all, everyone in the company can be aligned with your vision, working as a team toward long-term success.
The two most important things of any marketing effort are customer experience (relevance, research, relationships) and building your marketing plan, beginning with the foundation.
This presentation was given at Integrated Marketing Summit in September 2015.
Key Takeaways from The Sales Development Playbook, part 1 and part 2WhereDat
Key takeaways, section-by-section from the Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
In The Sales Development Playbook, author Trish Bertuzzi shares 3 decades experience on building pipeline and speeding up growth.
In this takeaway:
Part 1 - Strategy
Part 2 - Specilaization
• Introductory meetings and generating qualified opportunities, which one?
• Pursuing qualified opportunities using the PACT method
• When is to build an in-house sales development team?
• Deciding between inbound and outbound marketing
• Gaining clarity of your ICP (ideal customer profile)
• When to separate inbound SDRs and outbound SDRs into separate roles
• Why you should consider a research role
The Mezzanine Group's founder, Lisa Shepherd, shares insight into her book, The Radical Sales Shift. This is the last in a five part series. Part five explores lessons 13-20 in her book.
The Mezzanine Group's founder, Lisa Shepherd, shares insight into her book, The Radical Sales Shift. This is the fourth in a five part series. Part four explores lessons 6-12 from her book.
6 Common Mistakes That Could Tank Your Customized Sales TrainingCriteria for Success
To paraphrase from Anna Karenina:“Happy sales teams are all alike; every unhappy sales team is unhappy in its own way.”
When working to fix an unhappy sales team, it can seem like the challenges you’re facing are completely unique to your company, situation, and industry. Many sales managers and CEOs set out to find customized sales training solutions that suit their particular type of “unhappy.” Customized sales training is seen as the perfect solution – it will be tailored to my unique circumstances and thus will get the best results.
However, not every type of customization is created equal. It is indeed possible to customize too far and get away from the best practices common to all those “happy sales teams.”
Here are six common pitfalls when designing or signing on for a customized sales training solution.
How Sales Coaching Helps Maximize RevenueMindTickle
In this webinar, Nancy Maluso - Research Director at Sirius Decisions, Stephen Hallowell - VP Sales Enablement at MuleSoft and Mohit Garg - CRO and Co Founder at MindTickle discuss why Sales Coaching is imperative to a company's success and how it impacts revenue.
The 6 Keys to the Successful Modern Sales OrganizationCraig Rosenberg
The successful modern sales organization is more efficient, predictable and scalable than ever before. And more importantly, they drive results, consistent results. Forward-thinking sales organizations have built revenue machines that combine the traditional strategies with training and coaching with technology, processes, and metrics. Join Matt Heinz, Michael Brondello, and Craig Rosenberg as they present innovative but proven best practices that drive today's quota-busting sales organizations.
This webinar includes:
- Best practices from the best sales organizations in the world
- How understanding your buyer's process can transform sales effectiveness
-Technology recommendations that improve productivity and faster sales processes
Dan Tyre talking about Sales Enablement at our virtual Solent HUG (HubSpot User Group) recently. It was great to see so many enthusiastic and engaged attendees at the webinar.
The feedback so far has been fantastic.
We look forward to inviting you to the next one in due course and we plan to run them at least quarterly.
Please visit our chapter and keep an eye on upcoming events:
https://bit.ly/39DyZN6
#SolentHUG
Best wishes
Sam (Solent HUG team).
Sales Enablement Mistakes You Should Avoid (But Probably Haven't)Veelo
You’ve embraced sales enablement and have people, processes and even technology in place. But are you sure it’s working, and are you doing it right? This webinar shows you how to avoid common sales enablement mistakes and ways to get the most out of your sales enablement program.
It’s that time of year again!
No, we’re not talking about presents under the tree or hot apple cider or snowball fights.
We’re talking marketing budget, new resource planning, strategic marketing plans and more!
We realize both end-of-year business planning as well as holiday preparations can both be stressful. We can’t really help you with your shopping, but we can offer a series of best practice guides and advice on how to plan for and hit the ground running on some focused, strategic sales and marketing initiatives to start the New Year right.
Enjoy!
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"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
2. The speakers
Kevin Baldacci Matt Heinz Craig Rosenberg
Social Strategist President Funnelholic
InsideView Heinz Marketing @funnelholic
@KevinBaldacci7 @heinzmarketing
3.
4. Five sales management secrets to drive growth
1. Focus
2. Culture
3. Coaching and training
4. Metrics and Reporting
5. Technology
#SellingPower
6. “The enemy of every sales
person is time”
-Some awesome person
“Sales reps spend 65% of their
T time not selling”
-Gerhard Gschwandtner, Sales 2.0 conference
#SellingPower
7. Four ways you know your team lacks focus
1. Miles of “victory laps”
2. Always clicking never calling
3. You don’t know whether they do or not
(that means they do btw)
4. You haven’t helped them
#SellingPower
8. Four inefficiencies that can be painlessly fixed
1. Research – “7 hours per week is the average time a salesperson
spends looking for relevant information to prepare sales calls. “
2. Understanding the perfect customer (2 parts)
– Improves lead generation (time spent on the wrong target)
– Improves lead qualification (too much time on the wrong deals)
3. “Know when to Fold-Em” – know when to give up on a
prospect or customers slide on the next page
4. Paperwork and other logistical issues
#SellingPower
9. Optimize follow-up processes
After 6-8 contacts, the laws of diminishing returns
set in. On the other hand, make sure you make 6
– 8 attempts
#SellingPower
10. 2 and 3. Culture, coaching, and training
#SellingPower
11. 6 ideas for building a great sales culture
1. Get executives involved
– Exec sponsorship promotions
– Call observations & follow-up reports
2. Gamification
3. Celebrate the big and little things
4. Get their families involved
– Awards dinners
5. Mentors
6. Open communication
#SellingPower
12. Coaching is culture
“89% of sales reps want MORE sales coaching from
their managers”
Chuck Penfield, Oracle
#SellingPower
13. 15 Matt Heinz sales coaching tips
1. Focus on the numbers
2. Focus on what they can control
3. Compare current and previous habits and performance measures
4. Peer shadowing
5. Deal walkthroughs
6. Evaluate effort, attitude, and drive
7. Use positive reinforcement and constructive feedback
8. Make a comp plan that requires consistent performance
9. Be aware of personal issues
10. Create friendly but spirited competition between reps
11. Create a longer version of s contest contingent on hitting quota
12. Go back to basics
13. Watch the video tape (be like Pujols)
14. Be willing to use a performance plan
15. Make sure YOU didn’t add to much process
#SellingPower
14. Four keys to training inspired by Dave Stein
1. Self-directed training scales
2. One-size does NOT fit all – personalize
training based on roles, location, type of
sale
3. Tools and Technology training – just
buying it for them, won’t help them use
it
4. Have a year-round training plan not just
on product but on sales skills
https://twitter.com/davestei
#SellingPower
16. The Metrics and reporting slippery slope
Just because you can track it:
• doesn’t mean you should
• doesn’t mean it’s important
• doesn’t mean it should be on your exec dashboard
Choose the right metrics to drive your business to higher
sales, greater pipeline yield and profitability
#SellingPower
17. Five metrics you should not track
1. Dials
2. Demos or appointments scheduled
3. Talk time
4. Salesforce.com logins
5. Logged activities
#SellingPower
18. Ten metrics every revenue organization must track
1. Marketing Cost per Sales
2. Customer Lifetime Value
3. Nurture Database Success
4. Addressable Market Size
5. Sales Cycle Length
6. Lead- Opportunity – Sales Conversion
Rates
7. Deal Size
8. Qualified Leads
9. Referrals
10. Customers
#SellingPower
20. Sales Technology is HOT
“There are estimated over 2000 sales tools on the market”
Nancy Nardin, Sales 2.0
#SellingPower
21. 5 best practices for sales tool adoption
1. Pain-killers not vitamins
2. Implement 1-2/quarter
3. Start with small group first
4. Sit down with reps and walk them through process
5. Roll out globally with success story
#SellingPower
22. Thank You! Follow Us Today!
Twitter @insideview
Facebook facebook.com/sales.intelligence
Website insideview.com
Matt Heinz @heinzmarketing
Craig Rosenberg @funnelholic
Kevin Baldacci @kevinbaldacci7