Tailor your sales pipeline for superior prospect hunting

It costs seven times the blood, sweat, tears and dollars to win a brand new client than it does to maintain an existing client. Heard that one before? A million times, I bet. This old adage has become so oft trotted out that most of us no longer even know where or who started it. Or if there is any empirical supporting evidence. And even if there was, so what? We all also know that sales effort is all about RoI and so the relevant ratio is revenue (or profit) for cost invested – not just READ MORE

How to create real value for your buyers

We invest a lot of effort into building great sales teams. We pay our sellers generous amounts of money, invest in solid training programs, and ensure that our team is effective at what they do. So, despite our best efforts, why do we get the impression that our sellers just aren’t adding value in their interactions with prospects? Before we start blaming our salespeople, there’s one thing we need to consider. Sellers are trained to talk about a product, and sell it. But clients are now better informed than they’ve ever been. With the prevalence of research READ MORE

Are you suffering from “Top of Funnel Myopia”?

Bob Apollo recently launched a poll on LinkedIn asking: “Which one of the following initiatives has the greatest potential to boost your organisation's sales performance ?” a) Finding more qualified opportunities b) Shortening our average sales cycle c) Increasing average sales win rates d) Qualifying bad deals out earlier e) Improving sales & marketing co-operation Finding more qualified opportunities as well as improving sales & marketing co-operation are “top of funnel” initiatives. Three quarters of the respondents to Bob's poll consider that this is the key to boosting sales performance. For those respondents, Bob has since written READ MORE

Enhance Proposal-to-Close Ratio for Successful Deals

What’s so special about the  4th of July? As well as being my wedding anniversary (tip to the males like me who have problem remembering dates, pick a wedding date you can remember) it’s also the American Independence Day. Regardless of your origin, I’m sure you will recognise the date and its significance - but like many things in history there’s a twist few of us know about.  And that’s the subject of this week’s blog - reducing your propose-to-close sales leakage.  Interested in the connection?  Read on... While nobody doubts that John Hancock signed the Declaration READ MORE

Why lead generation is time-wasting for B2B Marketers

Those of us who provide marketing services and solutions for B2B Marketers get to speak with many, many marketers and organisations during the course of a year. Its one of the best parts of my job. I have had four prospect meetings this week. It was a week of extremes. On one end of the spectrum I met with a gargantuan international Telco and at the opposite extreme a classic smart, entrepreneurial small software business. What I found interesting was despite almost every facet of their businesses being so different, they had the same issue. Content. The READ MORE

Equipping your sales team for success

Eddie Smith, Founder of Sales Schematics Australia, writes... We’re often asked by clients: “How can we replicate the results that are being achieved by our top sales performers?” In other words, they want to know what they have to do to get their whole team performing at the same level... This question almost always comes from sales managers, and whilst it’s a valid question, it also fails to recognise an important truth – most salespeople fail in their roles because of poor sales management. Whilst most sales managers ask what his or her top performers are doing that READ MORE

2011 Miller Heiman Sales Summit

The annual Miller Heiman Sales Performance Summit will be held on the 23rd of June, in Walsh Bay, Sydney. The annual Miller Heiman Sales Performance Summit is for sales leaders who are committed to improving their organisation's ability to consistently find, win, and keep profitable business. The event is an opportunity to hear best practices, case studies, and key insights to help you fully leverage the role of Miller Heiman sales methodologies in the ongoing improvement and success of your sales organisation. Miller Heiman is an organisation admired around the world as the leader in the area READ MORE

DemandCon: get qualified sales-lead on Sales Funnel

Hugh Macfarlane, Founder & CEO of align.me, writes... Donna J Kent, SVP of Global Sales, Marketing and Services at Televerde, sees the top of the sales funnel as a key performance indicator. As a practitioner, Donna has some key insights into new-customer experience. So what techniques should you use to optimise your marketing-contact database and digital marketing approach? What kind of dialogue and telecommunications practices actually work? Donna’s presentation ‘Top of the Funnel’ is valuable because deals aren’t won or lost once the proposal is on the table, but way earlier – at the top of the READ MORE

Selling to Crazy-Busy People – DemandCon

Hugh Macfarlane, Founder & CEO of align.me, writes... Jill Konrath is the bestselling and award-winning author of SNAP Selling and a successful business strategist for companies like IBM, GE, Microsoft and more. With more than 75,000 people reading her newsletter and blog, Jill’s insights are clearly noteworthy for any business person. And her topic is all the more relevant because buyers are less willing to take risks than ever, more exposed to noisy tactics from desperate vendors than ever, and less willing to engage with sales until they are good and ready. Jill’s presentation will provide a useful READ MORE

How to get your business performing like a winning Formula One team

align.me Director, Brett Bonser, writes... Motor-enthusiasts know that March in Melbourne means cars. Really expensive, really loud, really fast cars. From my desk, I will be able to hear the sound of engines and virtually smell the petrol and rubber burning. In motorsport, the top drivers know that, “the farther you look, the faster you go.”[1] Even before the season begins, a common set of objectives are defined.  Driver and support crew will have agreed how fast they want the car to go – race by race, corner by corner, straight by straight. So why is it useful READ MORE

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