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  • Selling with Posts, Tweets and Pins | The Sales Club
    rest of this year That demonstrates the power of social media Her method She says We do Facebook advertising which helps us to gain page likes but it is through posting interesting stories which invite our Facebook fans to tell us about themselves which get the best response The images that we use on Facebook are crucial and whichever image we put up on Facebook has to tell a story we find this really dictates the level of interaction we get For example people love pictures of water and mountains but aren t as responsive to a festival or a localised event Ms Fielding does all the commenting herself because as the owner and boss she wants to have a personal connection to users and it works This anecdote shows just how powerful social media channels can be for selling Yes it s easy to laugh at Twitter when Harry Styles of One Direction gets half a million retweets for uttering drivel like Love everybody but channels such as Pinterest LinkedIn Instagram Vine and Google all have big commercial potential Snapchat is the social media phenomenon which baffles businesses The messages self destruct in seconds leaving no trace So how can it be used to sell A recent Co operative Electrical campaign gives a valuable pointer The goal was to target students Vouchers for 30 off a laptop were pinged out as picture messages on Snapchat James Kirkham co founder of the agency behind the campaign Holler says If the brand has a product they want to create an event around then a tease and reveal promotion through Snapchat is a viable marketing opportunity This might be a snap of the forthcoming new product range a fleeting glimpse of the limited edition canned drink before it goes on sale a moment of an exclusively designed dress before anyone else Power of Images Pinterest is probably the most overlooked social media site for business Interaction is lower than on Facebook users simply pin or add a single line of comment under a picture Not much room for creativity No matter says Phillip Smith the UK manager of Trusted Shops which helps 17 000 retailers sell online Pinterest is definitely the unsung hero in product selling he says While customers don t have direct access to buy the demographic is right for customers who have time to kill and money to burn If you showcase your best products and spend time designing boards for different product types customers with specific interests will be engaged driving high quality traffic to your site The cost of putting images on Pinterest is negligible In August Pinterest launched a business analytics platform offering audience insights advice for increasing impressions clicks and repins and traffic and engagement metrics Making the most of data will be at the heart of all successful business campaigns In addition to monitoring activity via Facebook s in house charting set Google Analytics and other standard traffic monitoring tools you may need to

    Original URL path: http://www.thesalesclub.co.uk/library/selling-posts-tweets-and-pins?destination=node/593 (2016-02-17)
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  • Sales Performance: The Sales Force in the Age of the Customer | The Sales Club
    and peer to peer executive programs They guide leaders in business technology marketing and strategy and the technology industry through independent fact based insight ensuring their business success today and tomorrow EXECUTIVE SUMMARY It s never been better but it s never been worse to be the head of sales Since the global economic downturn in 2008 the overall B2B buying environment has dramatically rapidly and permanently changed What s emerging is a new caste system of buyer seller relationships strategic vendors are enjoying elevated access and highly profitable relationships while the rest of the suppliers will be thrown to procurement where they will be treated as a commodity Most sales leaders today are under pressure to transform their sales forces either from the marketplace the executive committee or both but few can effectively answer the question transform from what to what Addressing this problem of accelerating profitable growth requires sales leadership to do two things 1 Take a step back and understand all the organizational drag and behavior weight that s preventing your growth strategy to take off 2 Developing a realistic plan that allows you to fix that plane while its flying to avoid any negative disruption to ongoing operations Just because you know it doesn t mean the rest of your organisation does A lot of the people in our organisations are trying to help but are actually making it harder We are spending an increasingly larger portion of our time on things that do not matter as much Sales are often fighting marketing technology finance HR etc The selling system is not adapting quickly enough to accommodate our changing business strategy Last year Forrester asked their CEO George Colony and other CEO s a few questions about their sales performance When asked are you satisfied that your salesforce is getting your company to its strategic objectives Only 1 out of 40 answered Yes What s most interesting is why they are not happy They didn t feel the sales force was responding or adapting quickly enough to the changing business strategy Customers don t want products they want solutions to problems This image shows the traditional model on the left that is now becoming outdated with the model on the right which focuses on individual customers rather than markets becoming much more prominent in sales success today 1 Whose problem is it 2 Whose fault is it if it s not resolved 3 Who writes the cheque Are we doing the right things Yes And are we doing the right things right The answer is often no But this only happens 12 of the time What differentiates a vendor or supplier from their competition The most common responses were The ability to match capabilities to specific problems Being prepared on my business my role and what is valuable to me The gap between vendors and buyers is big Salespeople talk too much about their own company but they must think outside of their own product in

    Original URL path: http://www.thesalesclub.co.uk/library/sales-performance-sales-force-age-customer?destination=node/591 (2016-02-17)
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  • Olympic Legend Steve Smith speaks to the Rising Stars | The Sales Club
    we apply ourselves at any given notice for a desired outcome You must break everything down to the core elements and focuses for targets and goals to start to look achievable Imagine winning a huge bid and work backwards to identify the core elements you need to secure and perfect in order to build up to win that bid Dick Fosbury revolutionised the High Jump event in 1965 with his Fosbury Flop which is the technique we all recognise in the sport today Prior most jumpers would use scissor or straddle jumps to clear the bar Fosbury is a prime example of why you should not just follow conventional ways and should change how you do things and challenge the norm Insanity doing the same thing over and over again and expecting different results Albert Einstein Steve Smith is 6 1 which is much shorter than many competitors he faced such as Artur Partyk who stood at 6 10 yet Steve succeeded to challenge the norm and become a great Before his Bronze medal triumph at the Atlanta Olympics in 1996 Steve learnt valuable lessons during the games in Barcelona in 1992 where he went from leading the competition to falling to 12th place But he says of this taking a gamble does not always pay off but it may be the best thing to do Very few people have clear goals just directions or paths that they want to take For Olympic athletes it is about putting the 4 year plan in place for the next Olympics but you never know what is around the corner Steve discovered this when he ruptured his Achilles tendon in 1999 aged just 26 which forced him to retire from the sport Steve reflected on Charles Van Commenee former Head Coach of British Athletics who spoke at our June 10 th event and his 5 step model 1 What is the benchmark Research great performers What differentiates them 2 How to bridge the gap Need for detailed actions 3 Set goals Clear and measurable Process goals are most relevant 4 Agree conditions What must happen What are the conditions consequences 5 Review What has has not been achieved The words that arose when our members were asked words to describe a good day Confident Focused Enthusiastic Inspiring Quick Determined Happy Synergy Innovative And on a bad day Deflated Pessimistic Slow Vacant Reactive Anxious Withdrawn Resigned Stress Bored In a CV people portray themselves as how they are when feeling and acting 10 10 When our members were asked where they would rank themselves on an average day the majority felt between 60 80 Managers and leaders should work to ensure both themselves and their employees are working in an environment and atmosphere where they can be more like the person they present themselves to be in their CV a 10 10 Control the controllables We know what great looks like but too often we slip back into our comfort zone Too many people

    Original URL path: http://www.thesalesclub.co.uk/library/olympic-legend-steve-smith-speaks-rising-stars?destination=node/587 (2016-02-17)
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  • High Flying Sales Culture: A Day at QinetiQ | The Sales Club
    s IP and knowhow in some way from your domestic microwave or TV to flying in an aircraft QinetiQ has undergone drastic cultural changes in recent years to transform into a sales led customer focused organisation Mark Stead stressed a strong sales culture and customer orientation is needed for success The company was originated as a Government Agency in 1918 and privatised in 2001 to then be floated on the stock exchange in 2006 R D advice and testing evaluation make up the majority of QinetiQ s value proposition The prior dependency with government departments was dissolved when QinetiQ floated on the stock exchange and these agreements were no longer guaranteed However this provided QinetiQ with the opportunity to refocus as a culture of the customer comes first which is typically easier to instill in private firms Sales is a life skill Selling even as a customer is a life skill though it is not always deemed desirable to some due to the stigma around the salesman The above image was placed around QinetiQ offices to illustrate that it is not just those working in sales that are involved in the process of selling but in fact everyone is doing it and on a day to day basis Many practical steps were put in place following the drastic fall in share price to 93 pence over half what they are today The SML sales leadership team came together on a weekly basis and consisted of 7 members who focused on ensuring these changes and development of a sales culture was being driven through successfully Sales conferences also became quarterly which on reflection was perhaps too often but it ensured this new culture was being rolled out effectively and genuinely More controversially league tables of individual sales performance began to be published internally which ensured only those passionate about sales remained It enabled both management and employees to realise the strongest sales team possible Ensuring you have your business leaders on board with the vision is key The need for a consistent message cannot be stressed enough starting from executives and running through to those on the front line A culture change can only stick when employees live the message and vision Good enough is not good enough Laziness and acceptance is what can make all the difference It is so important to remove yourself from the mentality of this is how it has always been done For every lost bid 4 or 5 items from the second list above can be identified Needing to find a balance is imperative and taking an unbiased stance when accessing why the bid was lost The QinetiQ story is a great one of recovery and the need to take everything back to basics and build on fundamental actions to develop a new sales and customer focused culture Interactive Session key points The clash between revenue management and sales is prominent in many organisations But a key way to soothe this tension is by inviting

    Original URL path: http://www.thesalesclub.co.uk/library/high-flying-sales-culture-day-qinetiq?destination=node/586 (2016-02-17)
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  • Listen Up! How to Improve the Listening Skills That Increase Sales | The Sales Club
    attempting to get a point across After all without an understanding of the prospect s needs and motivations how can we even be sure we re getting the correct point across Or there s even a relevant point to get across Nearly all sales people call themselves good listeners And if we re simply talking about the ability to hear words and comprehend them then yes this is a true statement But if we re talking about the ability to listen with an open mind to keep the conversation relevant based on what is being said and the ability to make the person on the other end feel truly understood most sales reps could use some improvement Here are a few sales strategy tips to help improve your listening skills Clear your mind You cannot truly listen to anyone and do anything else at the same time M Scott Peck Without even realizing it you enter most conversations with your own assumptions that pre shape your mindset Before starting important conversations with prospects try checking in with your internal thoughts and feelings first Do you have certain expectations for how this conversation will go Are previous successes or failures with this person or this type of business influencing the way you feel The best way to ensure you are putting your assumptions aside and are approaching the conversation with an open mind is to address them before the conversation even starts Pay close attention to non verbal cues The most important thing in communication is hearing what isn t said Peter Drucker Leave no room for doubt as to whether you are tuned into the conversation Lean forward nod raise your eyebrows become engrossed in the conversation with both your voice and your body Your prospects can t tell when you re listening with your ears They can however tell by your body language just how intently you are paying attention Eliminate anything that might distract you from the conversation so you can focus on staying engaged Similarly make it a point to pay close attention to your prospect s non verbal cues because they can indicate whether the prospect is engaged with your questions and responses This can allow you to ask the right questions and make conversational corrections in real time Practice active listening skills If you make listening and observation your occupation you will gain much more than you can by talk Robert Baden Powell Active listening is where you make a conscious effort to understand the complete message being sent not just the words the other person is saying If it s sometimes difficult for you to concentrate or it s hard to understand what others are saying online management and leadership training provider Mind Tools recommends repeating others words mentally as they say them Doing so will reinforce their message and help you stay focused Acknowledge when you don t understand something Wisdom is the reward you get for a lifetime of listening when you

    Original URL path: http://www.thesalesclub.co.uk/library/listen-how-improve-listening-skills-increase-sales?destination=node/576 (2016-02-17)
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  • 4 Tips to Giving Presentations like a TED Talk Pro | The Sales Club
    is to eliminate any mishaps ums or unnecessary content with each recording Masterful presenting begins once you can present material in a way that doesn t sound rehearsed Note the total time it takes you to finish your first run through The aim is to cut ⅕ of your total presentation time 2 Understand Engage Some of the best presenters are those that not only engage an audience but also show a clear understanding of who their audience is Research your audience before presenting What type of people are coming to see you Where are they from Is this audience a fan of the same sports team At the beginning of a presentation utilize the information to instantly make you relatable and likeable Upload your slides to SlideShare registration and sharing is free Do not handout slides to your audience Handouts take attention away from you which reduces your value Instead upload your slides to SlideShare then provide the link or info post presentation This technique reinforces your personal brand by giving your audience an additional way to see you Audience members who are truly interested will visit the link When applicable engage your audience with questions If you re presenting with an iPad try using an app like SlideIdea SlideIdea is a free presentation app that allows you to present slides and get realtime audience feedback The audience uses their own mobile device to participate in polls ask questions or even follow slides Additionally if you want to stick out from the crowd try using SlideIdea s Transformations Unlike transitions Transformations turn your presentation slides into manipulable real world elements such as the turning pages of a book the unraveling of a scroll or even the look and feel of a deck of cards This most certainly will eliminate the slide by slide bore 3 Keep slides simple Regardless of your design skills your slides are meant to enhance your presentation not be the presentation Keeps the focus on you Here are some tips that make your slides enhance you This tip we took from Guy Kawasaki Font size should be no smaller than half the age of the oldest audience member This rule may not be applicable to all situations but the point is to focus on fewer words and a bigger size font Start at size 30 For complicated matters write summarizing key points but explain the rest by speech Your audience members came to see you not your deck Do not use animations or transitions unless they serve a distinct purpose For example use a pop in animation if you plan on surprising your audience in the context of your speech Otherwise don t use the pop up animation Only use special effects with a contextual purpose 4 Keep it short The most popular media platforms produce increasingly small content For instance we consume news from microblogs Twitter Tumblr video from microfilms YouTube Vine and even the average number of slides in a SlideShare presentation has

    Original URL path: http://www.thesalesclub.co.uk/library/4-tips-giving-presentations-ted-talk-pro?destination=node/571 (2016-02-17)
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  • 7 Networking Tips for Introverts, Extroverts, and the Socially Awkward | The Sales Club
    Poised for Success Mastering the Four Qualities That Distinguish Outstanding Professionals Here s what she says you need to do to make the most of networking opportunities and garner valuable connections Manage your expectations If you re attending some kind of networking event you don t have to put pressure on yourself to meet a lot of people You can go to an event and be there for 20 to 30 minutes and make a great connection just by talking to one or two people she says One quality conversation is more beneficial than 20 superficial ones Plan some ice breakers ahead of time Shy people in particular have a hard time starting conversations with strangers but doing a bit of homework before an event can help anyone come up with good questions to ask Find out who will be at an event and research the people you want to meet by looking them up on Google or LinkedIn Come up with a few questions as ice breakers Whitmore advises My typical go to questions always revolve around food and travel because everybody loves to eat and most everybody loves to travel Set a time limit Instead of committing to stay for the duration of an event tell yourself you ll only hang out for an hour or some other chunk of time you re comfortable with The point is to take the pressure off yourself and just show up When you show up you re setting yourself up for success because you never know who you re going to meet who you re going to run into and how it could help you build your professional or personal life she says Ask for an introduction This tip is a good one for anyone regardless of your personality Find someone who knows everyone and ask that person maybe the individual hosting the event to connect you with whomever it is you want to meet When you ask someone to introduce you it holds a lot more weight versus going up to someone and introducing yourself because the person you re being introduced to sees you in a different light if somebody of importance or someone in authority is bringing you up to them Whitmore notes I use that when I m dealing with VIP s like if there s a speaker in the room I might go to the director of PR and say Would you mind introducing me to the speaker tonight and they re happy to do it Practice empathetic listening Put yourself in another person s shoes and listen with the goal of learning something When you ask the person a question listen with the intent to understand and also to establish a connection with that person because people tend to remember people they have a connection with Share personal stories Your personal stories are what make you interesting and memorable If you said to me Oh I love that pin you re wearing I could say

    Original URL path: http://www.thesalesclub.co.uk/library/7-networking-tips-introverts-extroverts-and-socially-awkward?destination=node/569 (2016-02-17)
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  • Sales Is Set To Sit At The Top Table | The Sales Club
    has dwindled one of the few ways forward for a board of directors is to grow a company organically and that almost invariably means devising an effective sales strategy Professor Neil Rackham well known for pioneering research into high value sales sees the current period both as a renaissance for the sales profession and a period of unprecedented change According to the Harvard Business Review professional selling today is more about assessing multiple customer needs and motivations analysing and forecasting market trends using sophisticated automation tools and developing value driven solutions in partnership with clients Sales is no longer about schmoozing the customer and sticking your foot in the door or even providing basic information about your company and products because buyers are already one step ahead thanks to the internet As the body of knowledge about sales performance grows it provides new opportunities for a whole spectrum of commercial professional and academic organisations Sales courses are proliferating in the United States and there are also signs of academic green shoots in the UK In addition to the longer standing Institute of Sales and Marketing Management ISMM the industry has also recently seen the emergence of a new professional body for sales leaders the Sales Leadership Alliance SLA We re also seeing a blurring of traditional boundaries most obviously between sales and marketing where there has been a lot of debate around breaking down the barriers between the two revenue generating functions To a certain extent this is also happening between salespeople and buyers Perhaps most surprising of all is the notion that salespeople can these days teach buyers a thing or two At the very top strategic level of selling that s what happens on a routine basis the high achieving salespeople regularly identify and communicate issues that board

    Original URL path: http://www.thesalesclub.co.uk/library/sales-set-sit-top-table?destination=node/365 (2016-02-17)
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