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  • Library Archive | The Sales Club
    and techniques that will bring lean forward impact to your sales team s Tools Techniques End Death By Powerpoint Workshop with Tom Pisello Read the highlights from the End Death by Powerpoint Rising Stars event with ROI Guy Tom Pisello In this summary Tom shares innovative tools and techniques that will bring lean forward impact to your sales team s Other Why a Challenger Sale Sales Team Needs Content Marketing 57 of the purchase decision is made before a customer ever reaches out to your organization CEB This stat shouldn t come as a surprise to modern marketing and sales organizations The way Development The athlete at work masterclass Read the highlights from the Rising Stars event with Chris Shambrook K2 Performance Systems In this summary Chris applies the winning techniques of athletes to corporate challenges exploring those needed to fulfil your own potential and coach Tools Techniques 37 Billion Is Lost Every Year On These 9 Meeting Mistakes There are about 11 million meetings taking place in America every day and a third of them are unproductive It comes at a cost an estimated 37 billion is lost every year to unproductive meetings This shows that while we have lots of meetings Best Practice Sales Is Set To Sit At The Top Table Selling is on the threshold of finally being taken seriously as a legitimate profession writes Nick de Cent After Hours Effective Lead Generation Struggling with effective lead generation Hitting a lot of brick walls A suggestion from one of our members Damian Jeal is to have an interactive workshop with other members of The Sales Club to discuss and share ideas on generating sales After Hours How To Avoid Common Mistakes When Selling Take a look and make sure you avoid repeating the most common mistakes that will erode your sales success This is an extract from The Secrets of Success in Selling by Nicola Cook published by Pearson Tools Techniques Impactful Structure Three Easy Ways to Order Your Content Structure is important If your communication has a clear one it might work If it hasn t it definitely won t Andy s tips this week explore t hree ways to create an easy to follow structure for your After Hours Easter at Kew Gardens Need some inspiration for the Easter weekend Kew has teamed up with The Roald Dahl Museum and Story Centre and the new Charlie and the Chocolate Factory musical in a bid to make 2014 the most chocolaty Easter ever After Hours As Work Gets More Complex 6 Rules To Simplify Why do people feel so miserable and disengaged at work Because today s businesses are increasingly and dizzyingly complex and traditional pillars of management are obsolete says Yves Morieux So he says it falls to individual Best Practice A Day at British Airways Rising Stars Launch Event Read the highlights from the Rising Stars launch event at British Airways In this summary BA s Head of UK Ireland Sales and Marketing

    Original URL path: http://www.thesalesclub.co.uk/library/archive?page=2 (2016-02-17)
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  • Library Archive | The Sales Club
    technology firm Mimecast teamed up with our expert member Chris Shambrook from K2 to create a framework to allow sustainable and enjoyable High Performance to flourish at Mimecast What follows is a Tools Techniques Social Is On The Move And It s A One Way Street The speed at which smartphones and tablets are taking over the UK is being matched by the seemingly unstoppable march of social media as Rebecca Burn Callander discovers Tools Techniques Cost Effective Tweets and Posts Make Millions Savvy business use of social media can result in a healthy return on investment writes Charles Orton Jones Tools Techniques The Social Beast There To Be Tamed Harnessing social media to grow business is a 21 st century innovation which hitched a ride on the internet as Dan Matthews reports Best Practice So You Think You Understand Sales Neil Rackham visiting professor at the Cranfield School of Management and Portsmouth Business School questions some truths about selling Tools Techniques Glasses That Can Read Emotions In A Sales Pitch In a fast moving technological world science fiction is fast becoming science fact as Stephen Armstrong discovers Tools Techniques People Still Buy From People Not From Computers The economic crash elevated technology to top priority for sales teams seeking success as Stephen Armstrong reports Tools Techniques Social Media and the Salesforce Problem or Panacea New research from The Chartered Institute of Marketing and the Sales Leadership Alliance explores the impact and value of social technologies on the salesforce writes Thomas Brown Best Practice Doing Well But Could Do Better In the global sales performance league how well are Britain s salespeople positioned to compete Nick de Cent reports Best Practice Building an Effective Salesforce is Key to Business Success In a special Raconteur survey Dr Iain A Davies of the University of Bath uncovers the practices of UK companies in the vastly under researched areas of sourcing selecting and retaining sales Tools Techniques Is it Talent Skill or Something Else Recruit and manage salespeople well provide the right tools and training and soon rivals will be whispering jealously about your culture of success writes Dan Matthews Tools Techniques Males and Sarketing Mergers May Sometimes Make Sense Sales and marketing are not always comfortable bedfellows but there is a growing clamour for the two disciplines to be thought of as one as Dan Matthews reports Tools Techniques Why you Need a Better Elevator Pitch For decades every good sales person has had an elevator pitch so called as it entailed selling themselves and their product service in the time it took to ride an elevator from the ground to the top floor Tools Techniques The Surprising Truth about Motivation If you can schedule 10 minutes to watch this fascinating video from management guru Dan Pink about motivating high performance you won t regret it Tools Techniques Five Reasons to Meet in Person Whatever your industry we re all in the people business and we ll only be successful if we

    Original URL path: http://www.thesalesclub.co.uk/library/archive?page=3 (2016-02-17)
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  • Library Archive | The Sales Club
    albeit short Tools Techniques 24 Point Plan for Successful Proposals Proposals are a fundamental part of selling for many businesses As a Sales Director you might not be responsible for writing or reviewing as many of these as you used to but you are almost certainly responsible for setting the direction Tools Techniques Movies not Meetings As sales professionals we all spend half our lives in meetings many of which rapidly become shapeless lifeless and dull from the customer perspective This workshop focused on illustrating practical hints and tips for Sales Directors and their Tools Techniques High Performance Sales Teams We had an extremely enjoyable dynamic debating session on two big sales questions relevant to Sales Directors today The Round table Whirlwind free flowing format where attendees were split across tables Tools Techniques People Management Our People Experts led this dynamic and insightful afternoon at the stunning De Vere Canary Wharf venue at Westferry Circus Members partook in discussions on three different tables each centred around a different aspect of People Tools Techniques Rats Burgers Wit And Honesty The power of social media can tear down even the grandest multinational s business but there are damage limitation strategies which can rebuild corporate reputation as Gabriella Griffith reports Tools Techniques Winning Bids with Keith McMain Keith has worked in sales for over 30 years for organisations such as Fisons CSC Capgemini HP Keane and iTnet generating over 1 5bn of new business and successfully winning more Tools Techniques The Challenger Sale with Matt Dixon The Sales Club welcomed Matt Dixon Executive Director Sales Service Practice at CEB all the way from the USA Matt then gave an exceptional presentation of the Tools Techniques Social Selling from Brussels Workshop The Sales Club boarded the 8 58am Eurostar train to Brussels with members discussing their experiences of dealing with professional procurement and sharing best practice strategies to overcome common challenges After lunch Tools Techniques Rethinking Sales Management with Beth Rogers Beth Rogers of Portsmouth Business School author of the bestselling strategic sales guide Rethinking Sales Management led this highly valuable Sales Excellence workshop which was attended by members from the technology Tools Techniques Value Selling with Tom Pisello Our CEO Gordon McAlpine kicked off the evening by welcoming Tom Pisello to our July Supper Club after Tom had jetted in from Orlando Florida This topic is highly relevant as for many of our members their Tools Techniques Social Selling Top 10 Tips Following our brilliant Social Selling event on 15th October at One Alfred Place we want to ensure our members get the most out of the inspirational content that Will Brookes shared The Top 10 Tips show quick wins and practical tips on using Tools Techniques Effective Networking for Sales Success with Christopher Barrat Chris White Chairman of The Sales Club kicked the night off by welcoming our members and their VIP guests to Brigade for an evening with Christopher Barrat Before the presentation began Chris introduced Gordon Best Practice Best Practice

    Original URL path: http://www.thesalesclub.co.uk/library/archive?page=4 (2016-02-17)
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  • Library Archive | The Sales Club
    Risk And Reputation Preparing For Reality New research from The Chartered Institute of Marketing reveals the reputational risks facing brands in a customer empowered social era Thomas Brown associate director research and insights at CIM Tools Techniques So You Think You Just Sell Products Blurring the definitions between products and services can give sales organisations the edge says Lynette Ryals Professor of Strategic Sales and Account Management and Pro Vice Chancellor at Cranfield University Tools Techniques How Sales Directors lead their people Explore the most effective sales leadership styles with Corporate Philosopher Roger Steare Tools Techniques The Sales Director Toolkit Discover the unique five levers Sales Directors should be operating to transform performance Tools Techniques High Performance Sales Methodology What do your top performing sales people do that your average performers fail to even consider After Hours The Malbec Wine Phenomenon A dinner party Having family over Or just a shameless indulgence Finding the perfect wine is always hard Being a personal favourite at The Sales Club The Old Butcher s Wine Cellar provide an array of delicious wines as well as expert After Hours Don t Pack Away The Skis Just Yet Think the ski season is drawing to a close Not just yet says Stephen Wood if you want a last minute bit of winter sun with the family there are fabulous resorts with lots to offer both on and off the slopes for you and the kids After Hours 18 minutes with Peter Bregman Peter Bregman is the CEO of Bregman Partners Inc a global management consulting firm which advises CEO s and their leadership teams He speaks writes and consults about how to lead and how After Hours Your Photos and Videos On The Big Screen At a party Christmas or just want to reminisce View

    Original URL path: http://www.thesalesclub.co.uk/library/archive?page=5 (2016-02-17)
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  • Library Archive | The Sales Club
    you have all the answers and you quickly take your eye off the ball Don t forget your Leadership What Successful Leaders Do in Challenging Times Given the same set of circumstances some people create team success and others fail Great leaders know how to turn tough times into big wins Here s how they do it Leadership The Art Of Leadership Is Not Without Struggle The art of leadership is not without struggle those that lead from a strong foundation are unshakable they have endurance in the most grueling training that life has to offer Leadership How Bosses Can Encourage Transparency In The Workplace Professional development conversations are an important part of any company culture but how do you create an environment where everyone is eager to engage in these high value conversations There are a few things to keep in mind as Tools Techniques 14 Secrets of Really Persuasive People Persuasive people have an uncanny ability to get you leaning toward their way of thinking Their secret weapon is likeability They get you to like more than their ideas they get you to like them Here are the 14 tricks of the trade that Tools Techniques What Can Seasoned Entrepreneurs Teach Millennial Entrepreneurs Jerry Jao connected with Matt Hulett CEO of ClickBank and asked his advice on how to motivate a team how to deal with hiring mistakes where does he get advice from and more Leadership How To Manage Difficult Sales People Here s the deal Just because your top sales representative is killing it and bringing in bank she isn t untouchable She has to be a good employee with a great attitude and be aligned with the organization There is a cost if she isn t on the Tools Techniques Finding the elusive decision maker Then what Finding the real decision maker may be one of the largest barriers to a sale in existence It s second to one other barrier Once I find the decision maker what do I say Jeffrey Gitomer explores Development 6 Questions That Will Help Your Sales Team Produce More Revenue Rachel Clapp Miller outline six key questions that will help you provide effective feedback after a sales call Best Practice This Sales Secret Can Help You Conquer Aggressive Negotiators Grant Cardone breaks down how to communicate and understand negotiators effectively in order to boost sales success Tools Techniques How Do You Get In The Mind Of The Prospect You might know the theory that people are either left or right brain oriented This idea separates people into categories depending on how they think This is definitely a generalisation as it s not that you use only your left brain or Best Practice Breaking Down the Buying Committee How to Communicate with CFOs Explore the questions that CFO s need answered during the purchasing cycle and learn to model your sales lead generation tactics to fit their needs Tools Techniques How to Tell Time Wasters Apart From Hot Prospects Sales

    Original URL path: http://www.thesalesclub.co.uk/library/archive?destination=node/482 (2016-02-17)
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  • When and Why to Part Ways with a Customer | The Sales Club
    then moved on It wasn t an easy decision but one that we all ultimately agreed was necessary So ask yourself Which customers do you want to serve and which customer behaviors do you want to eliminate Here are five guidelines to consider as you reframe your own customer relationships Clearly define your ideal and non ideal customers When considering cultural fit and value not every customer with a budget is an ideal customer Unforgiving customers may be too costly to serve Obnoxious profanity laden customers will damage employee morale Individual customers with frequent calls to customer service are not ideal either Develop a chart that displays both sets of traits side by side Identify the costs associated with serving these customers and the impact on your profitability and the next steps will be obvious to all Design an appropriate response for outliers Make sure that the customer firing process is clear cut and impactful but ensure there is still a touch of generosity You do not want to adopt the negativity that the customer is bringing to your business Firing customers is not a competition you win It is unfortunate and can be hurtful to the person you are speaking to When you deliver the news put it in the context of finding a better match elsewhere Take the time to explain to the customer why certain demands or behaviors may have been a customer win but do not represent a mutual win Hotels often deal with this issue and can be a source of learning for those companies looking to come up with firing best practices Train employees on how to deal with abusive customers Make sure that your staff knows how to handle problematic customers Your employees may be operating under the the customer is king cliché and may be trying endlessly to please every whim Align their understanding to your new customer criteria and provide them with the tools and authority to act on it Companies often do not conduct special training to handle entitled and abusive customers therefore leaving employees to improvise Introduce this training to your staff and allow them to practice behind the scenes before taking it public Empower employees to make on the spot decisions Employees are your company s frontline eyes and ears They witness which customers are worth keeping and which are not When a Southwest airlines employee charged an obese passenger for two seats customer advocates from around the world cried foul Southwest went to court and refused to settle They eventually won the case The logic behind it was quite simple What would you say to the passenger sitting next to the obese passenger He or she would ultimately be paying the price This action was initiated by an employee who made a judgment call in the moment The airline supported him all the way to court Make sure your employees feel the same support Provide them with the assurance and financial means they need to make these

    Original URL path: http://www.thesalesclub.co.uk/library/when-and-why-part-ways-customer?destination=node/631 (2016-02-17)
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  • The 10 Chapters Your Sales Playbook Must Have | The Sales Club
    This will help each rep understand how their job will look on a day to day basis and prepare to fulfill high expectations 3 Understanding Your Buyer Personas and Buyer Journey Sales reps have to get inside the buyer s head to sell and the first step is understanding your company s ideal buyer personas Every sales organization has a different focus so if your company targets CEO s at small companies in the tech industry this is information your reps need to know You must outline the typical buyer s journey including the steps buyers take to research and then buy the product 4 Time Management Structuring Your Day Time management is a vital skill for sales reps and a comprehensive sales playbook includes advice on making the most of the day based on what works at your company This chapter should include scheduled times for specific activities as well as practical tips for getting the most out of sales calls staying organized throughout the day and prioritizing high quality leads possibly based on a lead score The last point is important because reps cannot waste too much time on leads that are going nowhere or else they ll never see success 5 Our Products and Pricing Sales reps have to know the product offerings SKU s and price points for each product backwards and forwards They also have to understand the key value proposition for each product to better sell according to each customer s needs and business pain Direct new reps to memorize this section of the playbook maybe even giving a quiz to see how well they re learning 6 Sales Process and Planning New sales reps need clarity and guidance on your sales process and the workflow in which they qualify opportunities and sell You must spell that out step by step with a Sales Process Map and flow charts to back it up and detailed explanation of each stage This chapter should also cover the following areas among others Sales Process with a Flow Chart Call Methodology Elevator pitch Value Proposition Statement and Messaging How To Conduct a Discovery Call Pre Call Checklist and Call Planning Qualification Questions Suggested Conversation Flow Call and Email Scripts Sound Bytes Objection Handling 7 Using the CRM Every sales rep has to be trained on the way your company uses CRM whether they ve used it before or not Many sales teams have different expectations for CRM usage and you have to be clear about the process you expect your team to follow Here are some examples Explain your Lead Statuses Sales Statuses Opportunity Stages etc This should include a step by step explanation of how to track leads input data in the right fields when to change lead status when to convert leads to accounts why your team uses specific opp stages and more Fields Required for Forecasting Explain how the constant data input from the CRM goes into creating accurate sales forecasts each month and how

    Original URL path: http://www.thesalesclub.co.uk/library/10-chapters-your-sales-playbook-must-have?destination=node/625 (2016-02-17)
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  • Sales Prospecting: How to Handle 'Get Back to Me Later' | The Sales Club
    when she would have perceived the call with the same optimism as Jack but years of sales prospecting experience have taught her otherwise So the question becomes how can I create a buying vision now The single biggest reason sales reps don t make quota is an inability to communicate value messages according to results from the Sirius Decisions PMM Survey The messaging aspect of sales is critical yet only 14 of messaging sales people promote creates commercial impact The key to creating a buying vision is to sell the problem not the product When you sell the product you re not competing with your biggest competitor in most cases the status quo But when you sell the problem you break free from the sales bake off a process where sellers try to convince the potential buyer why their offerings are better And when you re the first sales rep to sell the why change instead of why us you are the one who creates the buying vision making it highly likely that you will come away with the sale If you agree to get in touch later you re leaving an opening for a competitor to swoop in and create the buying vision Getting back to Donna she might have handled the request to get in touch later better if she had a plan to create the buying vision including An understanding of the status quo for companies that don t currently have what she s offering A pre determined set of executive level outcomes that are at risk if the status quo is maintained A list of specific threats problems and missed opportunities that put each outcome at risk and need to be solved An understanding of how to align the strengths of her solution with the new

    Original URL path: http://www.thesalesclub.co.uk/library/sales-prospecting-how-handle-get-back-me-later?destination=node/602 (2016-02-17)
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