Increasing Sales and Improving Sales Performance
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Rescooped by Carol Griffiths from CustDev: Customer Development, Startups, Metrics, Business Models
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Sales manual: How Startups Can Achieve Sustained Revenue Growth

Sales manual: How Startups Can Achieve Sustained Revenue Growth | Increasing Sales and Improving Sales Performance | Scoop.it

Via ukituki
Carol Griffiths's insight:

Well worth a read...a valuable addition to any sales tool kit

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ukituki's curator insight, July 28, 2013 4:52 PM

A methodology which combines targeted marketing and value-based selling to allow startups to achieve sustained revenue growth. 

Ten steps in the typical sales cycle are described in the methodology in the book.  For those doing this for the first time, the worksheets provide a handy guide to to which questions need to be answered in order to determine exactly how likely a particular deal is to close (how far along in the ten steps it is). 

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Three Painful Lessons Learned From Working With A Bad Sales Prospect

Three Painful Lessons Learned From Working With A Bad Sales Prospect | Increasing Sales and Improving Sales Performance | Scoop.it
There are few things in business more frustrating than a bad sales experience. Here are three lessons I took away from a deal gone bad.
Carol Griffiths's insight:
Great advice - not all business is good business. Bad business is usually bad on many levels. The truth is...when the prospect shows you who they really are, you should believe them.
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B2B Sales Skills Training Course | Improve Your Sales Results | £97pp

B2B Sales Skills Training Course | Business Development | South Yorkshire | Increase Sales Conversion Rates & Profit | Shorten Sales Cycles
Carol Griffiths's insight:
Sales is an evolving skill, because buyer needs are evolving. If you're relying on your buyers to educate your sales team as to how they want you to sell to them, your team will always be lagging behind. 

Playing catch up.

Hardly a winning stance.

So, you could do that, or you could take a look at The Sales Improvement Workshop...

Run as an in house b2b sales training course and as an open sales training course.

And all for just £97 pp plus VAT
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How to Increase Sales Results

How to Increase Sales Results | Increasing Sales and Improving Sales Performance | Scoop.it
Carol Griffiths's insight:
Embedding Sales Process, Sales Techniques, Business Development Pathways is a tough and sometimes crippling exercise.

Combine that with delivering target smashing sales results, profit margins, a solid sales pipeline and a maintain a highly competitive position in the market and you can start to see why lots of companies fail.

                          So, how does TurboCharged Sales Help?

Firstly - TurboCharged Sales is a Continuous Sales Improvement Sales Training Program.

It's designed for the ambitious B2B sales professional, the Sales Leader, Sales Trainer, Sales Performance Coach, Owner Manager.

Secondly, it's delivered to you daily - so whether you're self study or your guiding your sales team, advising your board, delivering training, gaining new sales insights for your sales meeting...you're getting valuable sales boosting, results and revenue generating information fed to you in chunks.

This means you have more than enough time for that all important ingredient that's too often missing - ACTION.

Just hit the link here and grab your copy.

AS A LIMITED OFFER - buy now and claim your FREE 1 hr SALES COACHING SESSION.

Just make your purchase and send me an email to carol@mortonkyle.com and we'll schedule your skype/telephone sales coaching session.


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Your £1,263,045 Question

Your £1,263,045 Question | Increasing Sales and Improving Sales Performance | Scoop.it
According to the UK recruitment specialist Reed.co.uk the average salary for a sales person working in 2015 was £36,087. £36,087 takes account of the Sales Director salary and the inbound sales professional at the other end of the scale....so it covers all levels, as it should, since today's inbound sales executive is tomorrow's Sales Director (occasionally it…
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How to Build Value in Your Sales Pitch

How to Build Value in Your Sales Pitch | Increasing Sales and Improving Sales Performance | Scoop.it
How to Build Value in Your Sales Pitch - Such value that Buyers hurry to buy, the competitors cease to exist and your prices match your value. Details here.
Carol Griffiths's insight:

If you can't create key differentiation between what you offer and what your competitors offer, then the buyer will make their decision based on price.

 

Guess what...cheapest wins!

 

Do you really want to be in that race to the bottom?

 

Get Thinking. Get Creative. Get Selling.

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How to Increase Price, Win Business and Boost Profits - 3 Case Studies

How to Increase Price, Win Business and Boost Profits - 3 Case Studies | Increasing Sales and Improving Sales Performance | Scoop.it
Pricing is a language. It delivers a series of subtle and not so subtle indicators about your business, your product, your service and maybe even you. Most certainly it tells your prospect a lot about how much YOU value your product or service. I know you'll have been in the situation where you've been looking for…
Carol Griffiths's insight:

Confuse the buyer - no sale! Or at best reduced margin sales.

 

But have absolute clarity around what your offer is and the value the buyer derives from the purchase then price becomes less of an issue and margins can be protected.

 

Sales and Business Development teams, and often boards, fail to understand how they can MAXIMISE PRICES, MAXIMISE PROFITS and MAXIMISE SALES CLOSE RATES

 

Here's three case studies to prove you can have your cake and eat it.

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5 Proven Strategies to Earn a Prospect’s Trust

5 Proven Strategies to Earn a Prospect’s Trust | Increasing Sales and Improving Sales Performance | Scoop.it
Earning a prospect or customer’s trust and respect is something that top sales people consistently manage to achieve. But earning that trust can be difficult. Here are 5 ways you can earn a prospect’s trust and start increasing your sales.
Carol Griffiths's insight:

You can earn their trust...earning their loyalty is another matter

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LeadGenSocial's curator insight, March 5, 2015 4:07 AM

In a Digital Age where competition is everywhere and accessible to all you need to stand out and the best way of doing it is by gaining the trust of your customers and prospects.

Being honest to your clients, even if that means recognizing that you're not the right person for the service they are looking for, will keep them coming back to you. 

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6 Strategies for Managing a Fast Growing Company

6 Strategies for Managing a Fast Growing Company | Increasing Sales and Improving Sales Performance | Scoop.it
Growth is the goal of every startup but when it comes, it brings its own challenges.

Via The Fish Firm II
Carol Griffiths's insight:

Grab a Great Mentor!!

 

Stay on Track. Stay Accountable. Focus on the Real Goal. Be Creative and Innovate. Open Communication. Have an End Point.

 

http://mortonkylesalesimprovement.com/the-sales-game-changer-system/

 

 

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jerome larose's curator insight, March 13, 2015 11:54 AM

Growth Hacking Tips 1

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The 10 Biggest Mistakes in Sales

The 10 Biggest Mistakes in Sales | Increasing Sales and Improving Sales Performance | Scoop.it
In today's world, you need to think differently. If you're doing any of these things, it's time to stop.

Via Pantelis Chiotellis
Carol Griffiths's insight:

Some nice points as a reminder about what to do and what new to do...especially relevant regarding not using a free trial to close if you've not gained back end commitment and an associated timeline for a firm decision...big mistake that too many sales people make...www.mortonkyle.com

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Beyond Sales: The New KPI's Of Marketing ROI - Pipeliner CRM Blog

Beyond Sales: The New KPI's Of Marketing ROI - Pipeliner CRM Blog | Increasing Sales and Improving Sales Performance | Scoop.it
This slide deck by Daniel Newman, Millennial CEO, explores the most worthwhile key performance indicators for Marketing to prove their ROI.
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The Four Things Every Employee Can Do To Increase Sales And Profits

The Four Things Every Employee Can Do To Increase Sales And Profits | Increasing Sales and Improving Sales Performance | Scoop.it
The employee that contacts the customer face-to-face, so to speak, is the person who represents the business in the customers mind. If that representation is not a great experience for the customer, the business suffers.There are 4 things every employee can do to increase sales and profits for the business. Make it easy for your customers to make a buying decision from you.

Via The Fish Firm II
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Stop Business Speak And Simplify Insights To Achieve Customer Centricity

Stop Business Speak And Simplify Insights To Achieve Customer Centricity | Increasing Sales and Improving Sales Performance | Scoop.it
Many executives today are struggling in two areas. One is in formulating strategies designed to help their organization stand out in a crowded field.
Carol Griffiths's insight:

Too true...many firm's strategies are way to complicated...trying to achieve everything instead of just looking at achieving the MOST important outcome...trips many up.

 

The key focus in building strategy is to look at thinks in black and white. Clear lines. Be outstanding at what you are outstanding at. Create a market that's hungry for what you offer. Build insight into the relationship. Press go!

 

A complicated strategy makes people feel good. Great if it also achieves super results...but the strategy can often depress the results for the simplest of reasons....

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27 Proven Best Minimum Budget Marketing Strategies

27 Proven Best Minimum Budget Marketing Strategies | Increasing Sales and Improving Sales Performance | Scoop.it

Via Daniel Watson
Carol Griffiths's insight:

nice reminder...

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marioboros's comment, February 11, 2015 9:54 AM
http://www.buluxshero.com/2015/02/cut-crab-resto-kepiting-jakarta.html
John Norman's curator insight, February 11, 2015 11:58 PM

A useful list but how useful is it? What have other individuals or small companies been using that would more effective? 

mokshastocks's curator insight, February 12, 2015 12:37 AM

http://www.mokshastocks.com

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Building Trust With Your B2B Customers Through Advisory

Building Trust With Your B2B Customers Through Advisory | Increasing Sales and Improving Sales Performance | Scoop.it
B2B customers have more anxiety about their purchases than ever before and often aren’t confident they are buying the right product at the right price to help their company. There’s a way to move past this anxiety and distrust, and it comes from being an advisor to your customers.
Carol Griffiths's insight:
'' 59% of buyers would rather do research online to avoid interacting with a human sales rep who pushes their own agenda and doesn’t listen''

What does this say about the state of the sales industry? 

With the onset of AI and Google being able to conduct real live conversations using current technology...are we really looking at an industry that is not only currently destroying its own reputation, but is making the adoption of current technology almost too easy a choice for any business to make...

We've already see the impact in the high street and the growth of online shopping, are we now witnessing the phasing out of the sales industry as we know it?
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How to Increase Sales Results

How to Increase Sales Results | Increasing Sales and Improving Sales Performance | Scoop.it
Carol Griffiths's insight:
Sales is a complex function, but it really shouldn't be. After all, it's the best kind of activity...someone takes an action, or combination of actions and orders pour in...or not.

One of the great things about working with sales teams is that it's about optimising performance and part of that is controlling some of the factors that can see sales fall off a cliff or soar skywards.

This is why TurboCharged Sales is key; it gives clarity to the vast number of variable factors by providing a modular sales and business development system that can be embedded into any ambitions business.

What Does This Really Mean?

 - It means that you can have metrics at every stage in the sales process, so you get to see where your sales process is working and where it's failing, so you can do something different if you need to

 - It means that on boarding is easier because everyone is following the same sales process...reducing the risk associated with growing the sames team

 - It means that the sales leader/coach knows exactly where each individual is with regard to their sales development...sales training, sales coaching, sales meetings and sales briefings are all focused, relevant and valuable

 - It gives the business an opportunity to test out different approaches based on a common framework that works...reducing risk and maximising return

BUT, most importantly it allows the business to expand in a controlled and low risk way...giving solid, stable sales pipelines with high levels of certainty.

Now that's a sales and business development system that is valuable.

Get your TurboCharged Sales package here - just £95, instead of £495...and if you hurry you can even grab a 1 hr sales coaching call when you buy your copy.

It is on at this price now until the end of October before the price rises to £495.

Book your sales coaching session now.


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7 Ways To Generate Leads Via Social Media Platforms

7 Ways To Generate Leads Via Social Media Platforms | Increasing Sales and Improving Sales Performance | Scoop.it
We look at 7 ways you can use social media to market your business and generate real leads.

Via Daniel Watson
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Daniel Watson's curator insight, July 21, 2016 4:00 AM

 

Marketing business offerings and finding quality leads that can be converted into revenue, are key functions in any business, and social media platforms have presented an efficient and very cost effective way for a business owner to discharge these functions. Time pressures and competing priorities are often reasons why business owners have not embraced social media as they should, and it does take time to learn and effectively utilise social media as a branding and lead generation tool. Articles, such as this one, are very helpful to anyone in this situation, who wants to make a start before the digital world passes them by.

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How to Increase Sales Results

How to Increase Sales Results | Increasing Sales and Improving Sales Performance | Scoop.it

25 REASONS WHY YOU'LL THANK ME LATER! Only for Subscribers: Take just 15 minutes everyday and -   1. Create 60 mins+ extra selling time every day, that's 20+ hrs per month 2.

Carol Griffiths's insight:

Special offer price until this weekend...

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A Crash Course in Storytelling for B2B Marketers

A Crash Course in Storytelling for B2B Marketers | Increasing Sales and Improving Sales Performance | Scoop.it

What does all marketing boil down to? Throw out the advertising, the creative, the offer, the sales team, and the website.

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Innovation Tips From Richard Branson, John Mackey, Bobbi Brown And Others

Innovation Tips From Richard Branson, John Mackey, Bobbi Brown And Others | Increasing Sales and Improving Sales Performance | Scoop.it
The fundamental choice is whether to compete on price or on differentiation. Competing on price is a race to the bottom with no winners.
Carol Griffiths's insight:

This is fab... who knew the wrap around dress happened by accident #thankgoodness

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When did it become my Bosses job to motivate me???

When did it become my Bosses job to motivate me??? | Increasing Sales and Improving Sales Performance | Scoop.it
I read all the time here, that one of the most important jobs a good sales manager has is to motivate his/her people. Why is that? If I'm getting a commission/bonus shouldn't I be professional enough to motivate my own damn self?
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Rescooped by Carol Griffiths from Leads and Appointments | B2B Sales Leads , B2B Appointments, Business Sales Leads
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Ways to Create B2B Appointment Setting Call Scripts that Work

Ways to Create B2B Appointment Setting Call Scripts that Work | Increasing Sales and Improving Sales Performance | Scoop.it

Can never have too much advcFrom the outset, call scripts serve as guides for telemarketers.


Via Anika Davis
Carol Griffiths's insight:

Can never have too much advice, insight, training in the area of cold calling...still way too many firms murdering their attempts to create a relationship with prospects - valuable prospects - by poor and ill thought out cold calling campaigns 

www.mortonkyle.com

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2015 Trends Report: Sales Process, Sales Strategy, Social Media Trends, Sales Techniques, And Forecasting

2015 Trends Report: Sales Process, Sales Strategy, Social Media Trends, Sales Techniques, And Forecasting | Increasing Sales and Improving Sales Performance | Scoop.it
CSO Insights have been the leading sales research firm for 20 years – it’s all they do. And they want to warn you of these upcoming sales trends.
Carol Griffiths's insight:

Interesting figures....but what do they mean? Does it mean things are getting better or have businesses simply started to be more realistic in their targeting and forecasting...be  interesting to read the full report when it comes out....

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How Psychology Can Optimize Your B2B Pricing Strategy - Kapost Content Marketing Blog

How Psychology Can Optimize Your B2B Pricing Strategy - Kapost Content Marketing Blog | Increasing Sales and Improving Sales Performance | Scoop.it
There’s more to a perfect pricing strategy than economics alone. Alongside input costs, demand, and industry competition, there’s another factor determinin

Via Jeff Domansky
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Jeff Domansky's curator insight, February 17, 2015 11:00 AM

Four key psychological factors that can impact your B2B pricing.

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Optimize Lead Management: Write Down Your Step by Step Process

Optimize Lead Management: Write Down Your Step by Step Process | Increasing Sales and Improving Sales Performance | Scoop.it
Proper lead management is key, and sales CRM systems designed for the unique challenges of the inside sales industry are imperative for sales effectiveness.
Carol Griffiths's insight:

Simple!

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VanillaSoft's curator insight, February 16, 2015 7:30 PM

Check out Genie Parker's latest post on the VanillaSoft blog. In her recent post, she defines how you can optimize your lead managent process:

  • Define qualified leads
  • Develop a lead management process
  • Prioritize leads
  • Use queue-based lead automation
  • Nurture leads
  • Maximize lead management effectiveness
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30 Action Items to Get Serious About Influencer Marketing

30 Action Items to Get Serious About Influencer Marketing | Increasing Sales and Improving Sales Performance | Scoop.it
Want sway? Who doesn’t? We all want to be influential. So our conversations often become about influencer marketing—you know, the fine art of getting big kahunas in your camp.

Via Kamal Bennani, Ron Sela
Carol Griffiths's insight:

Selling will be come an out of date term, influencing still has too many negative connotations, partnering maybe better....but the mindset can must change before the label does

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Ron Sela's curator insight, February 19, 2015 1:15 AM

30 Action Items to Get Serious About Influencer Marketing

Assignment Help's curator insight, February 19, 2015 4:29 AM

www.assignmenthelpsite.com

Tdutec Innovación Educativa's curator insight, February 22, 2015 11:18 AM

añada su visión ...