Marginal Gains Maximum Profit – Détails, épisodes et analyse

On today’s episode of MGMP, Jess flies solo and talks about a really key topic at the moment around sales management resentment of junior staff.  But importantly, she is on hand with all the tips and tricks of how to overcome this!

 

There are challenges at the moment with regards to development of staff internally, and it is causing problems culturally at all levels of an organisation. Equally, in the world of Covid-19 and post-furlough re-integration into a company, people are looking for more than just a bottom line salary.

 

Key talking points from today:

• How Covid changed the landscape and desire for staff of training and development, especially from external voices
• Hybrid working is fine as long as the sales team have experience
• However if you are hiring more junior candidates, they most likely do not have the knowledge nor discipline to work effectively in this manner
• It is probably more challenging for these staff to bill and make commission, therefore motivation wanes, and potential resignations rise
• This then causes issues with trying to stay with the business, as they lean on senior management with more queries, requests for support and reassurance which negatively impacts on their ability to do their own job
• Top billers do not necessarily make the best trainers
• Targets are increasing, especially with the economic situation, therefore training and development are more important than ever

Key Resources Mentioned in this Episode:

To book a 30 minute free consultation click here to, book into Rob’s diary.

Check out the Future of Sales In Sport - Whitepaper.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales?  You need to be asking the right questions and getting the best information to support future work.  Download our Top 5 BDQs here and start getting quality information from your prospects.

How to leave a review:  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Today we’re delighted to be joined by the CEO of PDC and one of Matchroom groups most important people, Matthew Porter.  Matthew oversaw the commercialisation of PDC, the world darts organisation, in addition to being the youngest football league CEO of all time, and now manages the day to day operations of and expansion of Matchroom Sports across boxing, darts, snooker and much more.

 

We talked about a range of topics from getting the right staff, training & retaining, how to commercialise and drive sales revenue for both businesses and consumers, and why it is important to deliver value to a client.

 

Key talking points from today:

• Why it was important to drive a profit - or at least close to it - at Leyton Orient, commercially running a football club not driving it into the ground for an owner to continually bail out
• Importance of TV revenue for his business for both sponsors and scaling
• Employing people on personality first, they can be trained second. Why cultural fit and commitment to the role are vital
• Running a business with no glass ceiling for anyone
• Driving mentality changes from people who historically would not want to interact with the Matchroom/PDC product
• Understanding the value of having some experience your event, team, business first hand
• Providing value - not just price
• Challenges of globalization of sport for a commercial revenue generation perspective with ticketing and hospitality
• Building and scaling a sustainable business future is key

 

Key Resources Mentioned in this Episode:

To book a 30 minute free consultation click here to, book into Rob’s diary.

Check out the Future of Sales In Sport - Whitepaper.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales?  You need to be asking the right questions and getting the best information to support future work.  Download our Top 5 BDQs here and start getting quality information from your prospects.

How to leave a review:  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Guest profile Connect with Matthew - https://matchroom.com/about/directors/matthew-porter/  Connect with PDC - https://www.pdc.tv/  Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

On MGMP today we are talking about incentives for sales teams and how that relates to their KPIs and targets.  Joined by special guest, Mike Stanfield of the New Orleans Saints and Pelicans, and talking candidly about cash incentives, staff motivation to make sales and his recent experience dropping $12,000 in cash right into the middle of his sales team and their reaction to a challenge to win this cash.

 

Mike also talks about the key issues surrounding the “great resignation” and how he works tirelessly to provide cultural opportunities, challenges and realistic expectations to encourage, motivate and retain their sales team.  Why investing in people is so important, and where the first team's culture of success translates into office success.

 

Candidly, Mike offers an insight into the quality of ownership and where sales is valued so highly as generating the revenue that allows the General Managers to invest in on-field performance.

 

Jess and Rob have talked extensively about KPIs, targets and rewards for corporate sales teams across 2020 and 2021.  However in 2022, is it fair to say that sales people are still money hungry? Or is there more to the sales staff mindset now after the pandemic and a more hybrid working environment?

 

Selling to Corporate ® can work with you and your team to look at where opportunities lie to improve the targeting of your team, leading to increased revenue, happier staff, and better morale. If you’re looking to make this happen quickly in Q2,  Click here to book a call with Rob now! 

 

 

On today’s episode:

• The history of 23 years in sales at the highest level [1.00]
• Dropping $12,000 in cash into the office as an incentive, where did this idea come from? [03.33]
• Trying to create fun and exciting sales environments that motivate post-pandemic [06.07]
• Look in the mirror - it is your biggest competition [07.12]
• Why failing is a key to success [09.17]
• The fear of feedback, the fear of failure, the fear of decisions in sales [10.22]
• Sales staff retention through incentives [13.00]
• Everyone is on a level playing field - from the superstars to the interns - the importance of building that culture to make money [15.31]
• If we don’t make revenue we can’t invest in the team. [16.00]
• The future of generating leads and sales [17.45]
• How important it is to have flexible metrics to offer opportunities to all different types of sales person in the organization [20.02]

 

About Marginal Gains, Maximum Profit: The Podcast

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy! 

Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

Key Resources Mentioned in this Episode:

To discuss our sales closing process workshop, book into Rob’s diary.

Check out the Future of Sales In Sport - Whitepaper.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales?  You need to be asking the right questions and getting the best information to support future work.  Download our Top 5 BDQs here and start getting quality information from your prospects.

How to leave a review:  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Guest Information:

As Senior Vice President of Sales of the New Orleans Saints and New Orleans Pelicans, Michael Stanfield is a key member of the front office for both clubs. The long-time sports administrative executive is responsible for overseeing the entire consumer and corporate sales efforts for both the New Orleans Saints and New Orleans Pelicans, the two revenue-generating facets of both organizations. For more about Mike, click here.

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

On MGMP today we look in depth at why having a sales closing process is absolutely vital to securing significant revenue in 2022.  Perhaps you are bored of your sales team constantly sending proposals for them to come to nothing?  Or maybe you have sales processes that are lasting 3, 6 or even 9 months.  That can all change as Jess and Rob talk through the challenges, and transformations you could see from implementing this process. In a recent online poll via LinkedIn, Rob discovered that around 30% of sales professionals who responded were seeing proposals take more than three months to convert from pipeline. These numbers are unacceptably long, and today we’ll explain why.

It is important to remember that conversions don’t always mean a sale.  Sometimes a conversion can simply be a no that wipes it off the long list, deals that might never have deserved to be in your forecast, and allowing your sales team the freedom and opportunity to generate more leads, more proposals and more revenue.

Even better, if you’re looking for a quick, easy and cost effective solution -  Selling to Corporate ® have created a workshop based on current client delivery on this very topic!  Click here to book a call with Rob now! 

On today’s episode:

• Why we’re currently running workshops on the sales closing process and how our industry knowledge has driven change for our clients [03.25]
• How a proposal process needs to be validated before even considering a closing process [07.24]
• Champagne on a beer budget - it doesn’t work [09.00]
• The reason sales people are scared to close? They don’t have enough pipeline! [11.57]
• Why good sales people can’t train, and how fundamentals are being lost [16.42]
• The focus shouldn’t be on poor proposals you need to consider the whole process [20.22]
• The deal size is irrelevant to the close pattern [25.08]
• Contact Rob to discuss how the closing workshop can work for your business! [26.56]

 

About Marginal Gains, Maximum Profit: The Podcast

 

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy! 

 

Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

Key Resources Mentioned in this Episode:

 

To discuss our sales closing process workshop, book into Rob’s diary here - https://corporate.selltocorporates.com/contact-us/ 

 

MGMP episode on sales call diagnostics: https://corporate.selltocorporates.com/why-diagnostics-are-vital-to-successful-b2b-sales-calls/ 

 

Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/

 

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales?  You need to be asking the right questions and getting the best information to support future work.  Download our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions

 

How to leave a review:  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!   

Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

 

Today Rob brings up one of the most talked about topics he has seen on recent sales consultations.  Qualified leads!  As Jess and rob both know, irrelevant metrics can be the main cause of the vast quantities of leads generated by sales staff that remain unactioned.  The problems however go far deeper than this - into the skills of the sales executives, their understanding of a follow up process, and whether Sales Directors understand the B2B lead to call to proposal conversion rates.

 

On today’s episode:

• There are huge amounts of wasted time by sales execs aimlessly adding names to a database to appease irrelevant metrics [01.24]
• Limited time in your day - why waste it just on quantity of leads generated? [05.23]
• An increase in volume is often akin to a decrease in quality [09.24]
• Do your sales executives understand who they are trying to target? [14.20]
• You have to get your sales team to buy into making changes and improving their skills before you can see real gains [19.17]
• Don’t beat your team with a stick.  Give them incentives.  What speaks to a sales exec more than prospective increase in commission! [20.15]

 

 

Key Resources Mentioned in this Episode:

 

To book your free 2022 market insights call with Rob, rob@Sellingtocorporates.com

 

Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/

 

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales?  You need to be asking the right questions and getting the best information to support future work.  Download our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions

 

How to leave a review -  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

 

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!    Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

 

On this episode, Rob is joined by guest James Cluskey, a former ATP tennis professional turned businessman.  James offers insights on the importance of utilising key contacts and referrals, leveraging connections, using the news to open doors and the transferable skills from the tennis court to the boardroom.

 

A whistlestop tour also includes some insights from James’ close friend, Sir Richard Branson.

 

On today’s episode:

• A real feeling of optimism in the B2B corporate sales space as we start 2022 [0.29]
• How high performance on the sports field can translate into success in the sales office [04.07]
• Resilience is a key learn [05.12]
• Good days and bad days - the vision to continue to be successful through learning and personal development [08.40]
• The importance of investing in your people when it comes to their happiness, performance and retention [14.20]
• The value in reading the news and utilising it to generate leads and have better conversations with referrals [17.45]
• Insights of Sir Richard Branson and how just asking the question got James to Necker Island [21.03]
• Why connections are valuable, even if you can’t necessarily work with them right now [26.04]
• How real life connections is similar to where LinkedIn once was - but is not now [29.04]

 

Key Resources Mentioned in this Episode:

 

To book your free 2022 market insights call with Rob, rob@Sellingtocorporates.com

 

Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/

 

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales?  You need to be asking the right questions and getting the best information to support future work.  Download our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions

 

How to leave a review -  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

 

Guest Information

Connecting with James -  https://www.linkedin.com/in/james-cluskey-5bb8376a/ 

 

James Cluskey is a former ATP tennis professional, who reached a peak ranking of 145 in the world in doubles.  He won 16 titles across the ATP Challenger & ITF Futures Tour and represented Ireland at the Davis Cup.  Following retirement, he has engaged in a variety of business activities including becoming a published author, public speaker, and more recently founder of GiveLearn an online, high performance development platform.  In addition to this, he also teaches Sir Richard Branson how to play tennis and is a regular at Necker Island.

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

  Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!   

Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

 

Jess and Rob look at why diagnosis of problems makes a successful B2B sales call.  If you are a corporate sales executive looking at why your leads and calls are not converting into proposals and sales, or a sales director with a poor converting team - this podcast is vital at explaining how and why this is happening.

 

On today’s episode:

• I’ve always sold this way, I know exactly what my client wants before the call even happens - wrong! [02.00]
• Working from home has led people to become lazy at asking those probing sales questions to corporate stakeholders [04.58]
• Nerves are increasing on sales calls because execs are not booking as many [08.12]
• There’s no osmosis between sales executives in a work from home or hybrid environment [09.59]
• You don’t need to be a product expert to sell.  Let’s change that myth [14.49]
• Metrics are unfashionable but how can you assess or improve your sales team with no data? [19.35]

 

Key Resources Mentioned in this Episode:

 

To book your free 2022 market insights call with Rob, rob@Sellingtocorporates.com

 

Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/

 

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales?  You need to be asking the right questions and getting the best information to support future work.  Download our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions

 

How to leave a review -  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!    Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

 

On today’s episode of MGMP, Jess and Rob look into a very key topic to make revenue - market mapping.  How often do you as a sales professional take a step back and assess who you are trying to sell to?  Maybe you have FOMO about focusing on a specific industry?   Don’t panic! Listen to today’s episode to understand how a focus market can help you and your wider sales team in 2022.

 

 

On today’s episode:

• Why skepticism of a very niche focus is normal [04.02]
• Sales Directors and business owners need to make their sales teams more privy to why a focus is important, and how switching up can cost [08.11]
• How you can become your clients key contact - even 10 years later - just by focusing and being consultative [09.12]
• Quality referrals follow - and you can leverage them much more effectively than if you were operating too broad [14.01]
• The guilt of taking time to plan [18.48]
• How the focus means you’ll make more revenue and hit those targets [23.24]
• With remote and hybrid working how the ‘first 90 days make a sale’ time has passed [28.11]

 

Key Resources Mentioned in this Episode:

 

To book your free 2022 market insights call with Rob, rob@Sellingtocorporates.com

 

Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/

 

Rob’s recent article on Market Focus, specific to the Cyber Security sector - https://bit.ly/Top3MarketSectorsForRansomwareCompanySales22 

 

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales?  You need to be asking the right questions and getting the best information to support future work.  Download our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions

 

How to leave a review -  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!   

Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

For the first episode of 2022, it is not full of hope and cheer.  Jess and Rob talk about the monumental challenges facing sales teams in 2022, having to recover not only 2 years worth of pandemic revenue but also to be able to pay for the huge hiring costs companies are facing.  With new hires needed, and the average UK salary increasing between 15%-50% there is only one team set to face the bill - sales.

 

It is vital that sales teams receive investment in 2022.  In order to cover this shortfall.  Cost savings, and tech investments will not yield the returns required.  Simply put - as a Sales Director reading or listening to this episode, you need to think about making team investments now to at the bare minimum achieve the financial targets your company will set.

 

 

On today’s episode:

• The true cost of new hires in 2022 [02.30]
• How much more revenue your sales team will likely need to achieve [04.56]
• Senior leadership won’t commit to spending on sales training but somehow expect higher results [09.17]
• Cost savings won’t cover the shortfall of revenue needed [13.52]
• Identifying where your sales team currently are [17.03]
• Book a free call with Rob to chat about diagnosing opportunities [21.28]

Key Resources Mentioned in this Episode:

 

To book your free 2022 market insights call with Rob, rob@Sellingtocorporates.com

 

Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/

 

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales?  You need to be asking the right questions and getting the best information to support future work.  Download our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions

 

How to leave a review -  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!   

Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.

To celebrate the final day of 2021, Jess & Rob are looking at their thoughts on what key market trends we will see in sales for 2022.  Using all of their knowledge and experience of over a decade in sales, alongside their extensive work in 2021 - Jess & Rob offer some great tips, tricks and pointers for all sales leaders to get their team ready for 2022.

 

 

On today’s episode:

• There are some exciting trends for 2022, let’s kick off with one - Cold Calling is making a comeback! [02.55]
• LinkedIn fatigue is real - and cold calling (along with cold emailing) is the antidote [06.25]
• The Great Resignation of 2021 - and how it will affect you, your sales team and your revenue for 2022 [07.57]
• Optimistic forecasting because of a new diary [11.30]
• Sales people suck at Lead Generation [14.35]
• Negotiation and Pricing is going to be vital in 2022 in this competitive marketplace [19.16]
• 2022 will be very client driven [19.53]
• Larger businesses are lethargic with business development, team training and hiring - big chance for the smaller business to take advantage [22.16]
• Even if you are in a good place ,look at the reality of 2022 you cannot just keep blaming Covid for performance [25.41]
• You need to adapt, past years performances are gone.  We’re in a new world now. [27.00]

Key Resources Mentioned in this Episode:

 

To book your free 2022 market insights call with Rob, rob@Sellingtocorporates.com

 

Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/

 

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales?  You need to be asking the right questions and getting the best information to support future work.  Download our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions

 

How to leave a review -  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.