Minds&More Marketing Sales Transformation
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Minds&More Marketing Sales Transformation
Tips, blogs, articles related to sales, marketing, change
Curated by Pascale Hall
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Relearning the art of asking questions

Relearning the art of asking questions | Minds&More Marketing Sales Transformation | Scoop.it
This Harvard Business Review article: relearning-the-art-of-asking-questions caught my attention this morning.“In today’s “always on” world, there’s a rush to answer. Ubiquitous access to data and volatile business demands are accelerating this sense of urgency. But we must slow down and understand each other better in order to avoid poor decisions.”In a world where the issues become more sophisticated, customers are in need of tailored solutions and measure on value based on results not necessarily on lowest price.Customers expect sales people to help them
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Commoditization in chemicals: Time for a marketing and sales response | McKinsey & Company

Rethinking the commercial operating model can help protect margins. the right commercial operating model can yield a 2 to 8 percent EBITDA

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B2B marketing tactics

B2B marketing tactics | Minds&More Marketing Sales Transformation | Scoop.it
What are the best B2B marketing tactics? The essence of this is not particularly surprising, but what we don't want to prioritize might surprise you.
Pascale Hall's insight:

What are the best B2B marketing tactics? A good summary from multiple articles

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How to Calm Your Nerves Before a Big Presentation

Your audience doesn’t have to know you’re shaking on the inside.
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Two-Thirds of Managers Are Uncomfortable Communicating with Employees

Two-Thirds of Managers Are Uncomfortable Communicating with Employees | Minds&More Marketing Sales Transformation | Scoop.it
And they fear giving feedback.
Pascale Hall's insight:

I am really surprised by the numbers, shows the importance of providing managers with trainings to improve giving feedback!

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The Skills That Should Be in Every Sales Manager Job Description [ + Template Listing]

The Skills That Should Be in Every Sales Manager Job Description [ + Template Listing] | Minds&More Marketing Sales Transformation | Scoop.it
Hiring a sales manager? Check out this list and template job description to determine what to look for.
Pascale Hall's insight:

Good list, personally I would add specific sales management skills and understanding of sales processes.

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22 Top Tips to Effectively Raise Your Profile on LinkedIn

22 Top Tips to Effectively Raise Your Profile on LinkedIn | Minds&More Marketing Sales Transformation | Scoop.it
Everything you need to know to make yourself look amazing, wow future connections, and grow your influence on LinkedIn.
Pascale Hall's insight:

A good summary of the points to check for a quality linked-in profile

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BATNA: Examples of 10 Hard Bargaining Negotiating Skills and Negotiation Strategies - PON - Program on Negotiation at Harvard Law School

BATNA: Examples of 10 Hard Bargaining Negotiating Skills and Negotiation Strategies - PON - Program on Negotiation at Harvard Law School | Minds&More Marketing Sales Transformation | Scoop.it
Pascale Hall's insight:

The most common used tactics used in distributive negotiations and how to react to them.

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23 diagrams reveal how to negotiate around the world - Business Insider

23 diagrams reveal how to negotiate around the world - Business Insider | Minds&More Marketing Sales Transformation | Scoop.it
Key insights for international business.
Pascale Hall's insight:

So often get questions about the cultural differences in negotiations, the diagrams can help you prepare on what to expect!

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Four Forces Are Upending Everything You Thought You Knew

Four Forces Are Upending Everything You Thought You Knew | Minds&More Marketing Sales Transformation | Scoop.it
 Bold predictions based on intuition are rarely a good idea. Margaret Thatcher, as Education Secretary in 1973, famously asserted that the United Kingdom would not have a woman prime minister in her lifetime. IBM’s president, Thomas J. Watson, declared in 1943 that there was “a world market for perhaps five computers.” And, when movies with sound made their debut in 1927, Warner Brothers’ Harry Warner asked, “Who the hell wants to hear actors talk?”Today it's even more dangerous to make pronouncements about the future using intuition shaped by the past
Pascale Hall's insight:

Good article on key trends

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What Makes Great Salespeople

What Makes Great Salespeople | Minds&More Marketing Sales Transformation | Scoop.it
Three things they do better than the rest.
Pascale Hall's insight:

 sales success requires selling time, collaboration and doing the right actvities

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Breathing Is the Key to Persuasive Public Speaking

Breathing Is the Key to Persuasive Public Speaking | Minds&More Marketing Sales Transformation | Scoop.it
An overlooked way to sound more authoritative.
Pascale Hall's insight:

Good best practices to improve your public speaking, enjoyed watching the Margaret Thatcher  "before and after"  voice practice video. Something i'll use when facilitating presentation skills.

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Why Emotionally Intelligent People Are More Successful

Why Emotionally Intelligent People Are More Successful | Minds&More Marketing Sales Transformation | Scoop.it
Research shows that people with strong emotional intelligence are more likely to succeed than those with high IQs or relevant experience.
Pascale Hall's insight:

Beyond Reason of Shapiro is a great book to learn to create positive emotions!

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It’s 10 AM. Do You Know What Your Sales Reps Are Doing?

It’s 10 AM. Do You Know What Your Sales Reps Are Doing? | Minds&More Marketing Sales Transformation | Scoop.it

be sure to watch the video, unfortunately I confirm that few sales people are conscious of what the definition is of a good meeting!

Pascale Hall's insight:

be sure to watch the video, unfortunately I confirm that few sales people are conscious of what the definition is of a good sales meeting!

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The Right Way to Start a Meeting

The Right Way to Start a Meeting | Minds&More Marketing Sales Transformation | Scoop.it

Opening a meeting with setting the scene is key to establishing credibility and engaging the people attending the meeting. The article describes the key ingredients needed! VBR for the MHG alumni.

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Do you really understand how your business customers buy? | McKinsey & Company

Do you really understand how your business customers buy? | McKinsey & Company | Minds&More Marketing Sales Transformation | Scoop.it
B2B purchasing decisions increasingly trace complex journeys, challenging the long-standing practices of many sales organizations.
Pascale Hall's insight:

Business-to-business selling has become less linear as customers research, evaluate, select, and share experiences about products.

Redesigning your sales process can lead to:

20 percent increase in customer leads, 10 percent growth in first-time customers, and a speedup of as much as 20 percent in the time that elapses between qualifying a lead and closing a deal.

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How to Start A Conversation With Even The Busiest Leaders

How to Start A Conversation With Even The Busiest Leaders | Minds&More Marketing Sales Transformation | Scoop.it
Learn how to leverage cold email to start a conversation with anyone
Pascale Hall's insight:

What's in it for them to answer you and start a conversation?

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What Salespeople Need to Know About the New B2B Landscape

What Salespeople Need to Know About the New B2B Landscape | Minds&More Marketing Sales Transformation | Scoop.it
Forget the funnel.
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Sales vs. Pricing and Large Account Management | The Wiglaf Journal

Sales vs. Pricing and Large Account Management | The Wiglaf Journal | Minds&More Marketing Sales Transformation | Scoop.it
Prices are too high for our customers. Sales is giving away our product. We have heard these claims. Many times. These arguing points between the professionals
Pascale Hall's insight:

How should price segmentation be related to account relationship?

Article sharing how from a pricing perspective, the Buy-Sell Hierarchy explicitly draws a correlation between price sensitivity and relationship status.  As accounts move up the buy-sell hierarchy, their price sensitivity decreases...

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3 Antidotes for 3 Common Sales Coaching Failures

3 Antidotes for 3 Common Sales Coaching Failures | Minds&More Marketing Sales Transformation | Scoop.it
Sales managers may run into several roadblocks on the road to successful sales coaching.
Pascale Hall's insight:

Unfortunately very recognisable habits of sales manager s

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5 Emerging Trends MedTech Sales Reps Should Watch Carefully

5 Emerging Trends MedTech Sales Reps Should Watch Carefully | Minds&More Marketing Sales Transformation | Scoop.it
Under healthcare reform hospitals are reinventing themselves from a fee-for-service payment model to one that pays for performance and that strives to prevent in-patient care through education, prevention and uses of alternate sources of treatment.
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What the Iran Nuclear Deal Can Teach You About Negotiation

What the Iran Nuclear Deal Can Teach You About Negotiation | Minds&More Marketing Sales Transformation | Scoop.it
So you don't negotiate nuclear agreements. You can still learn plenty from watching the deal-making in Vienna. Negotiation expert Scott Wayne tells you how.
Pascale Hall's insight:

some good reminders of details we need to think of such as rhythm, location and negotiations are not about winning!

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Where is Google taking us?

Where is Google taking us? | Minds&More Marketing Sales Transformation | Scoop.it
Tim Adams was invited to hang out at Google’s California HQ, where some of the world’s brightest minds are working on innovations, such as driverless cars, that will transform our lives. But is society ready to go along for the ride?
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The four global forces breaking all the trends | McKinsey & Company

The four global forces breaking all the trends | McKinsey & Company | Minds&More Marketing Sales Transformation | Scoop.it
The world economy’s operating system is being rewritten. In this exclusive excerpt from the new book No Ordinary Disruption, its authors explain the trends reshaping the world and why leaders must adjust to a new reality. A McKinsey Global Institute article.
Pascale Hall's insight:

KAMs a good overview for your SWOT, PESTEL analysis for your account plans

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Making the Consensus Sale

Making the Consensus Sale | Minds&More Marketing Sales Transformation | Scoop.it
You have to align all the decision makers.
Pascale Hall's insight:

Only 50% of buyers are willing to advocate internally!

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