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.

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.

As 2021 draws to a close, Rob and Jess talk about a key topic at the moment - conversion rates from proposals.  Whilst the words ‘strike rate’ might conjure up sporting connotations, the team at MGMP are leading you through the pitfalls and positivity of analysing your conversion rates.  A worthy pre 2022 task!  Jess and Rob talk about the full process, where problems can arise, and how sales managers & directors can utilise an assessment in a positive way.

 

On today’s episode:

• A huge thank you to all of the MGMP listeners for their consistent listening, feedback and business in 2021 [00.55]
• Why conversion rates are a key sales success metric [05.24]
• Why in 2022 you will have to work harder and smarter for every sale [10.23]
• Don’t stigmatise identifying issues, instead use a 3rd party to help you deal with it and flourish [15.17]
• How the Covid-19 pandemic has changed the sales environment forever [20.12]
• LinkedIn just doesn’t work for qualified sales leads right now, and how this is impacting the conversion of sale percentage [25.10]
• How are your team qualifying their conversations? [30.11]
• At the bare minimum, assess the structure of your sales teams business development calls [34.20]
• Most sales people undersell or don’t sell the right thing because they didn’t diagnose it correctly [39.06]
• Contact Rob to chat more about how Selling To Corporate © can help your sales team flourish in 2022!!  Link below [43.44]

 

 

Key Resources Mentioned in this Episode:

 

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

 

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

 

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.

Following on from their incredibly popular episode on Negotiation, Jess & Rob delve deeper into the problem of pricing - or more precisely, why you should not drop your prices and offer wild discounts to try to win business.   Navigating this challenging topic, one sales executives don’t like talking about  - Jess & Rob look into the mentality, the why’s and why not’s of pricing, discounting, negotiation and client relationship.

 

On today’s episode:

• Is it really December already!? [00.24]
• Black Friday and the perfect segue into pricing & discounting [02.03]
• Why Apple understand discounting by not offering them! [04.32]
• The economic challenges are not going away.  Omicron is here. [10.00]
• Why the UK Energy Sector is the perfect example of why a race to the bottom of pricing does not work [15.06]
• The danger of discounting [17.00]
• Panic and fear, and giving the client all of the control [19.34]
• We aren’t teaching salespeople how to qualify budget, pricing, interest right at the start and this causes issues later [21.24]
• USPs. What are they. How to leverage them. [23.11]
• Giving sales people the ability and confidence to say no [28.28]
• How Selling To Corporate ® has a 72% retention rate of clients [31.15]
• Without a budget, I won’t even write a proposal [35.55]
• Forecasting is out of control without a quality pricing process [39.47]

Key Resources Mentioned in this Episode:

Sales Negotiation Workshop - Email: 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

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

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 back to the Marginal Gains, Maximum Profit podcast where today we’re talking about how 2022 has proven it more vital than ever before to train your staff through onboarding. Right now recruiting new staff, particularly in sales, is a global challenge and when you find the right person it is vital to ensure you begin the process of both retaining them - and ensuring they make revenue - from Day 1.

With onboarding we don’t mean a fancy pen and a LinkedIn post, we’re talking about fundamental training that will not only sharpen their skills, bring them into your company tone and voice, but actually help your entire sales team.

Key talking points from today:

• One of the biggest challenges right now is not the economy, nor spending power, but the fundamental lack of access to quality staff
• We’re heading into a potential recession, why should I be worried about hiring?
• UK employment passes 75%, with 1.3million vacancies means there are more jobs than people
• The power has shifted from employer to employee and companies need to react
• There is too much focus on the recruitment process, in both time and investment, and nowhere near enough allocated to someone joining the workforce
• 30% of new starters leave within 6 months of joining a company.  Can you afford that to happen for you?
• 93% of workers interviewed by LinkedIn said they would stay at a company if they were invested in - it is a huge number of potentially retained staff

 

Key Resources Mentioned in this Episode:

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

Listen to the MGMP episode on sales call diagnostics.

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.

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.

As 2021 draws to a close, join Jess & Rob as they navigate the key topic of negotiation - a skill that has even more value in this incredibly competitive marketplace.  Deep-dive into the importance of a sale & negotiation being a mutually beneficial situation, how key your business USPs are and why boundaries need to be part of your sales playbook.   Along the way, hear about Black Friday (and why sales don’t work in B2B) and even a recount of a victory at Cluedo…

 

On today’s episode:

• Black Friday and why it doesn’t work for B2Bs [03.33]
• We’re thinking about deals, and that means we’re talking about negotiation and a good deal for everyone [6.38]
• A walkthrough of the common issues facing sales teams at the moment in the market [7.51]
• Winning is winning.  Or is it? [09.49] 
• Normalising negotiation and its importance [11.00]
• Is it confidence of the sales person, or education of the client that lacks the most? [13.29]
• Your clients are much more picky - they are the ones getting the ‘footfall’ not you [15.28]
• How are your team negotiating with clients? [16.39]
• The difference between profit & revenue in negotiating a good deal[20.00]
• Client case study on increasing revenue from a renewal [23.16]
• The cost of renewing at a lower rate overall -refocus your sales teams view [25.19]
• Let’s talk about the cost of added value [28.49]
• The Selling To Corporate ® ‘Negotiation Skills Workshop’ is now live for purchase with a few spots left in January! [30.00]

Key Resources Mentioned in this Episode:

 

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

 

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

 

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, we dive into an issue that is very close to Jess’ heart - not saying “How Are You” on client calls.  You might be thinking - heck that is rude! But actually it isn’t.  Over the course of this brief but impactful episode, you will learn about why it is a dangerous closed question and how it can entirely derail all of your effort to secure the call with that client in the first place.  Keep your clients on track with solid agendas, leading to happy stakeholders and happy sales executives! 

 

On today’s episode:

• This is an absolutely key - if controversial - topic about the importance of keeping your calls on track [02.39]
• Not in the usual territory as a British sales executive - let’s get more direct [03.19]
• How are you does not make rapport [05.00]
• The dangers of 20 mins of your 30 mins call becoming about their life, covid, dog, home life… [06.38]
• It shows unpreparedness [08.18]
• Set that agenda. Be professional. Set expectations. [10.00]
• Building real rapport and discussing real topics [10.46]
• It is a closed question - and here is why [16.00]
• Are your sales executives building rapport and demonstrating credibility? [19.09]
• Doing the basics well makes you memorable [20.42]
• Don’t be fluffy [21.54]
• Clear communication is difficult, and sales people have a bad reputation - but the stereotype is justified [23.48]
• Want your sales executives to do the basics better?  Contact Rob! [24.04]

Key Resources Mentioned in this Episode:

 

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

 

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

 

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, Jess & Rob dive into one of the best (and possibly most forgotten!) forms of Lead Generation - Cold Email Marketing!  Yes, the once pariah of communication is now being recognised as the preferred method your clients would want to be approached by.  So ditch LinkedIn, open Outlook and give this podcast a listen to understand the who/what/when/why in 2021 about cold email marketing.

 

On today’s episode:

• The results of Rob’s poll on what forms of initial & follow up communication key decision makers want now [04.39]
• Why Jess LOVES cold email marketing and how it gets you in front of your clients [05.48]
• A lead is someone who is GENUINELY interested in you and your service.  Qualification, people [10.00]
• Email gives you scope to tell a better sales story [12.58]
• How LinkedIn notifications are going unread by you AND your clients [15.00]
• How cold email marketing secures your database [16.28]
• How cold email marketing has a higher barrier to entry so you are already more likely to get a response [22.18]
• The LinkedIn messaging market is saturated [24.26]
• Rob’s real life example of how cold email marketing is turning into calls and proposals [25.44]
• Not marketing but sales [27.00]
• If you want to understand how to make cold email marketing work for your team, reach out [31.25]

 

 

So if you want to understand how your team can capitalise on cold email marketing to generate revenue - send Rob and email and book a call today: rob@Sellingtocorporates.com

 

Key Resources Mentioned in this Episode:

 

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

 

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

 

Book and exploratory chat with Rob -  rob@Sellingtocorporates.com

 

How to leave a review -  http://bit.ly/howtoreviewmypodcast

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, Jess & Rob get serious and direct about a key challenge facing a lot of organisations - especially sports  - at the moment.  Concentration on fulfilment and not focusing on proactive business development.

 

Navigating the key challenges of this topic, encouraging Sales Directors to take a lead on making a real commercial strategy and thrown in for good measure - Rob’s own experiences of being in a fulfilment led football sales team.  

 

On today’s episode:

• Starting your entire strategy from scratch again is important - base it on 2020 [03.04]
• Why it is important to take proactive now before Christmas [03.54]
• Don’t take your sales team hunger away to make those deals and be proactive [08.43]
• The cost of putting everyone in your sales team onto reactive selling means you will have no leads, no proactive, no cold new business being brought in [13.43]
• Why data driven analysis is absolutely key to making realistic commercial strategy [18.38]
• The challenges of recruitment during the great resignation [22.51]
• Use 2020 as your base for strategy for 2021, 2022 to be realistic about what you will achieve.  Ignore 2019 and before - that world has gone [27.00]
• The market truly is shifting into a new age [31.22]

 

 

So if you need help with assessing the data, understanding how to set the right metrics or developing that commercial plan based on 2020 - send Rob and email and book a call today: rob@Sellingtocorporates.com

 

Key Resources Mentioned in this Episode:

 

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

 

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

 

Book and exploratory chat with Rob -  rob@Sellingtocorporates.com

 

How to leave a review -  http://bit.ly/howtoreviewmypodcast

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 marks Part 2 of Jess & Rob taking a look at the minefield of LinkedIn and alternatives to generating sales leads.  In the current wild-west, LinkedIn has been handing out more bans than ever before - and with so much staff movement this will only be increasing.

 

Through Selling To Corporate, the MGMP team offer some fantastic alternatives to using the brilliant tool of LinkedIn to still generate high quality leads that leads to calls and ultimately revenue.   Part 2 looks specifically at the three key alternatives including Executive Roundtables and Whitepapers.

 

On today’s episode,

 

Key points from today’s episode:

• Alternative lead generation tools to LinkedIn [0.46]
• Recognising the quality - and not - in marketing led incoming enquiries [05.00]
• Teach to ensure your sales team both know what to do and are engaged in the process [06.34]
• Innovative but quality and proven techniques [07.22]
• Executive Roundtables as a lead generation tool [10.06]
• Why they generate immediate leads and how to leverage that [16.15]
• A roundtable is NOT a virtual webinar/networking [19.31]
• Undersell, overdeliver [23.00]
• Importance of Whitepapers [27.16]
• How it creates a qualified lead to follow up [32.33]
• What is the easiest lead to convert? [34.17]
• You can’t just sit on LinkedIn and hope for the best [40.58]
• Skills Assessments help you understand, invest and hire in the right ways [42.50]

So if you are ready to understand how to engage in alternative lead generation tools - send Rob and email and book a call today: rob@Sellingtocorporates.com

 

Key Resources Mentioned in this Episode:

 

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

 

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

 

Book and exploratory chat with Rob -  rob@Sellingtocorporates.com

 

How to leave a review -  http://bit.ly/howtoreviewmypodcast

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 marks Part 1 of Jess & Rob taking a look at the minefield of LinkedIn and alternatives to generating sales leads.  In the current wild-west, LinkedIn has been handing out more bans than ever before - and with so much staff movement this will only be increasing.

 

Through Selling To Corporate, the MGMP team offer some fantastic alternatives to using the brilliant tool of LinkedIn to still generate high quality leads that leads to calls and ultimately revenue.   Part 1 looks specifically at the problems currently facing sales teams on the platform.

 

On today’s episode,

 

Key points from today’s episode:

• Today we’re talking about LinkedIn and its incessant use incorrectly [02.44]
• Rob got banned- for an hour! [03.43]
• How we have worked with LinkedIn experts to provide you with the best information [05.00]
• Automation and potential for full sales team bans [10.00]
• The demise of print marketing and the rise of cost in digital marketing- how this is directly impacting your sales team and their Lead Generation toolkit [11.45]
• Hitting peak & restrictions [15.00]
• What have influencers got to do with it?  Molly Mae, The Beckhams & Co [16.08]
• Sales teams going rogue and the importance of brand representation [17.43]
• Is a poorly trained sales person costing you if and when they leave?  Futureproof through consistency [18.19]
• You don’t need premium LinkedIn, we have members making sales over £40k with standard [20.00]

So if you are ready to understand how to both use LinkedIn better, and engage in alternatives to generate more Leads - send Rob and email and book a call today: rob@Sellingtocorporates.com

 

And don’t forget to catch Part 2 later on in September!

 

Key Resources Mentioned in this Episode:

 

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

 

Book and exploratory chat with Rob -  rob@Sellingtocorporates.com

 

How to leave a review -  http://bit.ly/howtoreviewmypodcast

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, Rob links up with A.J. Poole, the Director of Partnership Sales and Activation at the Pittsburgh Steelers.  The Steelers are one of the modern era's most successful teams in the NFL, with 6 Superbowl wins, 8 AFC Conference Championships and a team that has hosted icons including Joe Greene, Hines Ward, Troy Polomalu and Santonio Holmes.

Sponsorship and Endorsements in American sports are key revenue generators, but when managing a team and fan base like the Steelers how do they make it work?  What changes are being recognised in the market?  And how do you keep a high performing team working to targets & exceeding them on a continual basis.  Find out all this, and more, in today’s episode.

 

Key points from today’s episode:

• An overview of the pathway to Director level in an NFL team - even if the original plan was slightly different [03.02]
• Where is the sponsorship market going, and where do sales opportunities lie [07.02]
• How do you map and engage with a brand new sector of sale [10.52]
• The balance of the big money sale and a sustainable partnership and renewal opportunity [16.57]
• Stewarding a fanbase - i.e. the customer and keeping them happy whilst generating revenue [17.28]
• The importance of ROI when selling in an industry like this [19.22]
• Effective selling is RETENTION [23.33]
• Managing the healthy competition in the office as well as on the field  [25.38]
• Sales Training and why it is important [28.30]
• Role plays - like Selling To Corporate deliver - are so important [32.52]
• We’re always learning as sales people otherwise we plateau [37.06]
• Our shared colour scheme is pure coincidence! [42.28]

So if you are ready to invest in your sales team to make better sales, increase retention and work cohesively drop Rob and email and book a call today: rob@Sellingtocorporates.com.

 

Key Resources Mentioned in this Episode:

 

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

 

Book and exploratory chat with Rob -  rob@Sellingtocorporates.com

 

How to leave a review -  http://bit.ly/howtoreviewmypodcast

 

Guest Information:

A.J. Poole LinkedIn - https://www.linkedin.com/in/a-j-poole-6171b76/ 

 

Pittsburgh Steelers - https://www.steelers.com/ 

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, Jess & Rob look at a really important key topic - Finding The Right Stakeholders.   All too often sales processes are slowed down by the wrong connections, good conversations but with the wrong people, and ultimately looking down the wrong wells for revenue.  

 

Key points from today’s episode:

• Furlough scheme winds down, sales teams cost more and need to cover that cost [1.24]
• Looking at the financials behind an underperforming sales team [3.28]
• What we need is the right leads in the first place [5.00]
• Rob’s hitting 68% conversion rate of LinkedIn connections - the appetite is there when targeting the right people [6.25]
• Frustrations of ‘Leaving Money On The Table’ [7.52]
• Stakeholder mapping is absolutely key [9.00]
• The right discussion, with the right people is just so much easier [14.25]
• Consistency of communication [19.09]
• Sales people inherently have poor written communication skills [20.40]
• Looking at the quality of conversion rates, conversations and stats [24.08]
• Do more work in less time -the dream [26.15]
• To reward you need metrics [27.44]
• Recognising under and over performance [30.36]
• Metrics allow you to efficiently train your team [31.40]
• Don’t just sit on incoming enquiries - you need to be doing cold BD now [35.11]

So if you are ready to help support your team to increase revenue by working smarter - not harder - hit the link to email Rob and book a call today: rob@Sellingtocorporates.com.

 

Key Resources Mentioned in this Episode:

 

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

 

Book and exploratory chat with Rob!  rob@Sellingtocorporates.com

 

How to leave a review -  http://bit.ly/howtoreviewmypodcast

 

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 Robert is flying solo and welcoming our very first special guest to MGMP.  It is a great honour and pleasure to welcome Rebecca Sides to the podcast.  Aftersales Director for Mercedes Benz Inchcape and widely recognised sales, business & automotive influencer .

 

Robert explores some of Rebecca’s career history, looking into the most important sales traits, what she looks for when recruiting and how the right training & leadership leads to record breaking revenue.

 

Key points from today’s episode:

• Rebecca’s career highlights [01.31]
• Why having a company that recognises ‘real life’ and offers flexibility to their sales staff makes a great place to work [03.26]
• Why you are not born a salesperson but learn the ropes - even from a young age with negotiation! [07.05]
• It is important to talk - but not be aggressive or forceful in sales - there is a distinct difference [08.45]
• The important traits Rebecca looks for in new sales people when hiring [15.00]
• Why seeing the passion and success in the people we train at Selling To Corporate is absolutely key [17.01]
• What are Rebecca’s key aspects of sales training [18.26]
• Objection handling and listening are absolutely essential for any sales person [23.10]
• Retention and leadership - how do you keep the best sales people? [24.35]
• Your focus to what makes you happy will help make you a better salesperson [33.30]
• What Mercedes would Rebecca have?! [35.26]

 

So if you are ready to take your career and your sales team to the next level, contact Rob on: rob@Sellingtocorporates.com.

 

Key Resources Mentioned in this Episode:

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

Book and exploratory chat with Rob!  rob@Sellingtocorporates.com

How to leave a review -  http://bit.ly/howtoreviewmypodcast

 

How To Connect With Our Guest:

Rebecca’s LinkedIn: https://www.linkedin.com/in/rebecca-louise-sides-98904018/

Rebecca’s Email:  rebecca.sides@ir.inchcape.co.uk 

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, Jess & Rob talk about a very hot topic in the marketplace currently - LinkedIn Messaging spam.  LinkedIn spam messaging from salespeople is not a new phenomenon, however the covid pandemic and switch in lead generation has led to some woeful business development attempts.

 

Jess & Rob talk about some of their own experiences - good and bad - along with their own tips and tricks to get your salespeople sending better quality messages that will lead to calls and sales.

 

Furthermore, listen in if you want to find out the TRUTH about using LinkedIn Sales Navigator correctly and profitably.

 

Key points from today’s episode include:

• Why spam LinkedIn sales messages is today’s key topic [01:39]
• It isn’t a numbers game when you are just sending out awful content [02.57]
• People do share bad messages & it can negatively impact your company [05.00]
• Unarmed sales staff are mailing out passive aggressive content and it has to stop [07.27]
• Bad sales inputs lead to bad sales outputs! [10.10]
• You cannot execute a true sales follow up process [14.37]
• ROI from LinkedIn and using it correctly [17.44]
• People cannot close sales in 99% of examples [20.40]
• Companies do not train sales staff in how to use LinkedIn effectively, changing a profile picture is not the same as leading a sales process [22.10]
• A fantastic example of Jess using proper LinkedIn sales training to close a multi million pound deal with a C Suite level executive [23.48]
• Remember in a work from home or hybrid sales environment of 2021 and beyond as a Sales Director you cannot watch everything that is happening so a process is vital [30.35]
• LinkedIn Sales Navigator is a great tool however spending the same money on training in the first place is more valuable - here is why [35.52]

 

 

So if you are ready to have your sales team use LinkedIn in a way to make real revenue and high quality connections across 2021and beyond hit the link to email Rob and book a call today: rob@Sellingtocorporates.com.

 

Key Resources Mentioned in this Episode:

 

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

 

Book and exploratory chat with Rob!  rob@Sellingtocorporates.com

 

How to leave a review -  http://bit.ly/howtoreviewmypodcast

Today I am delighted to welcome a business connection of mine, Bradley Hatchett from NetworkMyClub onto the podcast.  As sales people, we have a usually very poor opinion of networking.  Windowless, stuffy hotel conference rooms with a poor breakfast and an armful of useless business cards - that is what I think of anyway.  However, with Bradley he is seeking to change the perspective of networking not just for attendees but for venues and hosts.

 

On this episode, we talk about the pitfalls of bad networking, the value of relationship building, lead generation through networking events and where training sales people to network properly is a fantastic way to generate quality leads, referrals and ultimately sales.

 

Key talking points from today:

• Why sports venues are perfect places to drive networking from
• Making conversation starters not just with a business card
• The Networking Sandwich - Research - Event - Follow Up
• The value in referrals
• Why it is important to keep close to people you meet; don’t expect a quick sale- unless they are a unicorn!
• Why when networking you are representing not just yourself, but your whole organisation.
• How the pandemic helped demonstrate the value of network
• The top tips to do it well! 

Key Resources Mentioned in this Episode:

To discuss our networking best practice, 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 Bradley - https://uk.linkedin.com/in/bradleyhatchett

Connect with NetworkMyClub - https://www.networkmyclub.co.uk/ 

  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, Jess and Rob delve into a very hot topic of the moment - Skills Assessments.  A Skills Assessment is a brilliant way to understand the current state of your sales department, particularly during a time post furlough period for many people.  By undertaking remote assessments of the team, you can understand the opportunities to progress and develop your staff to hit the highest revenue targets possible.

 

Key points from today’s episode include:

• Why re-engagement in 2021 needs to be better, and how a skills assessment can help - [4.03]
• Why a skills assessment allows you to understand what and who you need to recruit [08.34]
• You need to be assessing your people in July & August so they are prepared for the September - November rush of sales [13.26]
• How working from home, remote business and furlough have helped your sales people to develop different skills - and how to leverage those by understanding them [18.02]
• Using the data to understand your existing team, and also understand the future moves around the virtual chess board [22.39]
• Don’t be the last one to the party - bring in the sales trainers now once you know what you need - not at the end of the year when you have missed the 2021 opportunities [26.31]
• You have a sales forecast and a sales strategy.  Why no sales recruitment and training strategy too?  Use data to make that a reality. [31.08]
• If you want to learn more, contact Rob! [35.22]

 

So if you are ready to draw down the data, strengths, weaknesses and a whole host more about your sales team, to develop them for 2021 and beyond hit the link to email Rob and book a call today: rob@Sellingtocorporates.com.

 

Key Resources Mentioned in this Episode:

 

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

 

Book and exploratory chat with Rob!  rob@Sellingtocorporates.com

 

How to leave a review -  http://bit.ly/howtoreviewmypodcast

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, Jess and Rob take a look at how to make the most of your sales team during the Summer.  There is often a viewpoint that summer is just a holiday season for your salespeople. However, if you want to make September - and Q3/Q4 count - it is an absolutely pivotal time to invest in your admin and process pushing.  Jess and Rob also recount tales of September training sessions, and why it is more important to undertake training during the summer months!

 

Key Points In This Episode Include:

 

• Why is summer such an underutilised part of the year?
• Get your team on the front foot for Q3 and Q4
• Making high quality decisions about what type of work your team are doing - maximise efficiency of sales consultants when their attention spans are lower!
• Sporadic team holidays, task decisions and lack of attention
• There is real strategy to learning and development during summer months
• Why our Interns had better training than our Graduates
• How to make your top billers NOT resent offering L&D support to your newbies
• Offering high quality training - remote training options - to ensure your team make the most of the investment
• How to make your team NOT resent sales trainers and instead thrive
• Sales Trainers like Car Mechanics - plug in the diagnostics and let us tell you what is wrong
• Skills assessments for your team, new staff & returners from Furlough
• How quality training and leadership leads to better forecasting
• Summer is a good time to force processes through - and get honest answers and feedback
• Salespeople are people pleasers

So if you are ready to help your team make the most of the summer months, generating real revenue for the remainder of 2021 and beyond -  hit the link to email Rob and book a call today: rob@Sellingtocorporates.com.

 

Key Resources Mentioned in this Episode:

 

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

 

Book and exploratory chat with Rob!  rob@Sellingtocorporates.com

 

How to leave a review -  http://bit.ly/howtoreviewmypodcast

 

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.

Episode 7 talks about one of Jess’ favourite topics - Sales Personalities!  Take a deep dive into the different mindsets of the average salespeople in your team.  Learn how to direct, manage and recruit the right people, utilise the different personality types to your advantage and ultimately have a winning team!

 

Key points within this episode include:

 

• Welcome to the podcast, we’re talking about personality types!
• Assumptions of sales people

 

• Wanda The Worrier!

 

• Graduates and training, keep asking questions but the right ones!
• Key alarm bells about the worrier personality
• Introducing the business to your new staff to improve relationships, inclusivity and synergy!
• Price sensitivity and negotiations
• Worry about closing the sale rather than it being a good sale
• Have you put this person into the right role?  Look at their skills before throwing them into a job

 

• Olga The Overthinker!

 

• They’re a solid sales person, but not a top biller
• Actually a big asset for Learning, Development and Training
• Procrastination is a key feature of their personality
• Very solid managers and often overlooked
• Amazing billers do not just make good managers, look beyond that to their personality and round skills
• Overthinkers can often fail induction periods, they spend too long thinking about the time and thinking of being fired rather than just doing the doing!
• Often end up in a cycle of paranoia

 

• Direct Dan!

 

• This is the classic salesperson
• Strong seller and will do anything to close the deal
• Often overlook slower processes to close the easier ones
• Incredible forecasters
• Lack empathy
• Get bored easily and can be poached
• Tunnel vision!
• Get all of the key information.  Just not the fluff.
• They need refinement not re-education

 

• Keen Bean Kieran!

 

• Bouncy grad who talks to everyone but doesn’t actually do much
• Will be confident 
• Just lack any refinement
• Will often ask the wrong questions or not ask the necessary questions at all
• Poor forecasters
• Don’t fear rejection
• LinkedIn heavy user

 

• Contact Rob to discuss how to make the most of your team!

 

So if you are ready to revolutionise your lead generation process, and make huge gains in revenue across 2021 hit the link to email Rob and book a call today: rob@Sellingtocorporates.com.

 

Key Resources Mentioned in this Episode:

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

Book and exploratory chat with Rob!  rob@Sellingtocorporates.com

How to leave a review -  http://bit.ly/howtoreviewmypodcast

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.

In this episode, Jess and Rob look at one of the hottest topics within the sales arena right now.  Is Cold Calling Dead?  The question about cold calling, phones vs. emails, and what new tactics exist to generate leads comes up time and again but in 2021 it is more prevalent than ever.

So tune in, hear two experienced sales professionals chatting about the past, present and future of Business Development.  From picking up a telephone, to using LinkedIn Sales Navigator and everything in between over the next 45 minutes!

 

Key points within this episode include:

• Challenging perceptions of Business Development and Cold Calling - [1.02]
• LinkedIn Spam Messages [05.14]
• Pressure calls in 2021 [07.15]
• Dips in activity of cold calling [8.14]
• Fear factor is a real issue [10.00]
• Always a reason people won’t like cold calling, just do it! [12.27]
• No indicators from the written word about real buying intentions. [16.13]
• There IS a structure [18.40]
• What does a popular dating site tell us about cold calling!? [20.00]
• Stop living on scrips and develop your sales people [21.15]
• Stack the odds in your favour [24.00]
• Finding the right lead generation method [26.18]
• Would you hire a taxi driver without a licence? No. So why hire sales people without training them. [29.06]
• Management that leads [31.00]

If you’d like to create a genuine, revenue generating Business Development process in 2021, hit the link to email Rob and book a call today: https://corporate.selltocorporates.com/contact-us/ or by emailing rob@Sellingtocorporates.com.

 

Key Resources Mentioned in this Episode:

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

Our brand new website - https://corporate.selltocorporates.com/ 

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

How to leave a review -  http://bit.ly/howtoreviewmypodcast

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 Jess and Rob look at a very important topic - Accountability. We’re talking about both creating accountability for your salespeople in your team, and being accountable yourself as the manager, director or company owner.  

 

Accountability is a key topic of discussion in any business but in recent months with the pandemic, increased home working and a lack of direct office time, it is a point of conversation that more and more people are talking to us about.

 

Key points within this episode include:

 

• Kicking off the podcast with accountability [2.04]
• No grey area between an outstanding salesperson and a plodder [3.58]
• Creating motivation - even in a lockdown scenario [6.26]
• Things we miss about working in a sales office [10.24]
• Don’t forget the importance of KPIs and metrics to the job [14.39]
• How do we make people accountable [19.58]
• Investment in staff is more important than ever [22.47]
• Don’t forget as the boss you are still accountable too [24.58]
• **** flows downwards [26.24]
• Celebrating wins together [29.11]

If you’d like to create genuine accountability, and make huge gains in revenue across 2021 hit the link to email Rob and book a call today: https://corporate.selltocorporates.com/contact-us/ or by emailing rob@Sellingtocorporates.com.

 

Key Resources Mentioned in this Episode:

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

Our brand new website - https://corporate.selltocorporates.com/ 

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

 

How to leave a review -  http://bit.ly/howtoreviewmypodcast

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.

After a very successful episode on hiring, in the fourth installment of MGMP; Jess and Robert look at on-boarding.  Once you have your perfect sales person, how do you integrate them into your business and get them firing on all cylinders right away?   How can you keep them motivated?

This episode is laden with top tips, tricks and advice.  So if you are a Sales Director, Manager or involved in the hiring process you need to listen to this episode laden with onboarding, training and integration advice for your salespeople.  A real do’s and definitely do not’s!

 

Key points within this episode include:

• If you get this wrong, it could be horrific - [1.19]
• What is ROI from onboarding? - [2.40]
• Monitoring is key to the onboarding process for you and them - [3.51]
• When you are so bought into your company, you cry when you leave! - [6.09]
• System learning is fundamental to a smooth landing - [7.16]
• Interview is them impressing you.  Onboarding is your business impressing them. [8.44]
• Jess & Rob recount their own onboarding processes - [10.51]
• Candidate buyback - [13.10]
• Where the process stops and falls down in 99% of cases - [15.18]
• Realistic and clear outcomes are key to onboarding - [17.19]
• The purpose of a probation period - [18.10]
• Hiring the right people, setting the right expectations - [20.07]
• Dropping the ball on the one part of the sales process we can control - training and development [22.41]
• You are not too good to be trained, you need to keep learning [27.28]
• Peers are key when it comes to onboarding and the personal development of everyone [34.30]
• Do your sales people get excited about learning and training?  They should! [36.20]
• Don’t burden yourself with more cost, and move yourselves further away from your goals [38.05]

So if you are ready to revolutionise your onboarding process , and make huge gains in revenue across 2021 hit the link to email Rob and book a call today: https://corporate.selltocorporates.com/contact-us/ or by emailing rob@Sellingtocorporates.com.

 

Key Resources Mentioned in this Episode:

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

Our brand new website - https://corporate.selltocorporates.com/ 

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

How to leave a review -  http://bit.ly/howtoreviewmypodcast

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.

In Episode 3 of the MGMP Podcast, Jess & Robert take a look at one of their favourite topics - recruitment and hiring.  Hiring good sales people is hard, so let us help make it easier!

If you are a Sales Manager or Director, this episode will outline the best ways to find the right sales people for your teams, when to recruit, how to interview and create a great team who will hit and exceed your targets.

Jess and Robert will impart their own experiences as former professional recruiters, and having recruited their own teams!

 

Key points within this episode include:

• Hiring has a lot of layers [1.28]
• How unique is the sales person [2.30]
• Advantages of a sales person in an interview - calm, cool and collected - but truthful?! [5.27]
• The glut of candidates hitting the market - pro or con? [6.28]
• Don’t compromise or force two jobs into one [7.56]
• Rob - I find hiring really difficult [11.05]
• Expectation management is crucial [13.05]
• New website & whitepaper! [16.29]
• Less sales people, higher targets - how to bridge the gap [18.37]
• It IS a NEW MARKET [19.44]
• Clear goals, targets and understanding training [20.46]
• Recruitment consultants can add value.  If you find the right one. [22.35]
• Know when to scale [26.00]
• Identifying your gaps and knowing if you should actually hire [26.51]
• Jess - employee motivation and understanding the key points! [29.33]
• How probation period can work and should work to benefit both parties [31.24]
• The Key Indicators of when to hire [35.20]

 

So if you are ready to revolutionise your your hiring , and make huge gains in revenue across 2021 hit the link to email Rob and book a call today: https://corporate.selltocorporates.com/contact-us/ or by emailing rob@Sellingtocorporates.com.

 

Key Resources Mentioned in this Episode:

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 my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

How to leave a review -  http://bit.ly/howtoreviewmypodcast

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.

This second episode of the podcast focuses on one of the most contentious topics of sales professionals careers - KPIs and Metrics.   Jess & Rob dive into the behemoth topic, assessing the reasoning behind KPIs and how as a team member they can make your life easier.

If you are a Sales Manager or Director, this episode will outline how using efficient metrics can be the most important motivator to any sales professional and ultimately help your team deliver consistent revenue from new and existing customers.  It’ll also help you with forecasting and board meetings!

Along the way Jess & Rob will also recount tales of their own experiences as both fresh graduate sales executives, right up to managing their own sales teams along with imparting advice across the next 40 minutes.

 

Key points within this episode include:

• Does liking KPI’s make me a nerd? [1.11]

• Your whole life has been based on Metrics, even if you didn’t realise it [1.55]

• Jess anecdote on metrics and KPIs in her first job, and how they made a direct impact on her selling at 16 years of age [2.09]

• Sales people are arrogant and don’t want to be told what to do! [4.10]

• Arbitrary metrics do not make a difference [5.12]

• In life there are some things you just have to do, and reaching your KPIs is one of them - targets help you make real cut through [7.10]

• How will you be measured on home or hybrid work places? [9.07]

• Motivating sales people is HARD! [12.15]

• You have to help your sales team understand how the metrics fit into the playbook of the sales cycle [14.06]

• How KPIs can help avoid the downward spiral of a lost sale [14.45]

• As a Sales Manager, what aspects of your Sales Executives work should you be tracking? [16.20]

• Jess on Good Morning Britain talking productivity and working hours [17.41]

• Rob gets on his soapbox to complain about the relevance of telephone time checking in the wider scope of metrics [19.06]

• Lazy people are sales people.  But it isn’t a bad thing because we find efficiencies [20.30]

• Let's close some deals [21.14]

• Using metrics as your money printing tool not as a stick to be hit with [23.47]

• Correct metrics can increase your sales staff feeling of motivation, feeling of value and ultimately their revenue returns [26.50]

• Can Rob be an athlete? [28.20]

• Process is KEY.  Without it the whole of the Metrics & KPI discussion is irrelevant [29.40]

• How having accurate metrics can help you to forecast better as a Sales Manager [31.27]

Key Resources Mentioned in this Episode:

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/top-5-business-development-questions

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

Our new website is now live! Check it out and let us know what you think, http://selltocorporates.com   

How to leave a review -  http://bit.ly/howtoreviewmypodcast

Welcome to the very first episode of 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.

This episode focuses on one of the biggest issues we’re hearing in the market at the moment which is a lack of real, quality Leads.  How can we generate more?  Why are we not making the most of the leads we have?

Throughout this episode, Jess and Rob talk about the Lead Generation process, how Technology is both helping and hindering leads - if you don’t have a clear market map - and how you can get new staff up to speed.

In this key phase as the furlough scheme draws down to a close and business gets back to 100%, how can you and your sales team take this opportunity to grow and increase revenue.

 

In this episode we’re sharing:

• What we’re looking at today, Lead Generation - 2.05
• Why do we bother to generate leads? - 3.36
• Jess V Rob, how their approaches differ - 5.00
• How Technology has been a big reason for change in Lead Generation - 8.30
• Why bother proactively trying to generate leads?  - 9.42
• The Process - 10.58
• How important is it for new staff to be integrated into your Lead Generation process - 14.15
• How a big brand behind you can help - and hinder - 18.27
• Sales Execs ‘The Fear’ on calling - 20.07
• Stop relying on Inbound - 21.30
• Lead Generation = Integral, Consistency = Integral, Process = Integral - 24.50
• You need to map your markets - 26.00
• How technology makes International Opportunities much easier - 28.29
• There is MONEY in the market right now - 31.11
• What should companies be doing now? - 32.53 
• Companies struggling to identify their own issues in the Lead Generation process - 36.55 
• Check out our whitepaper from the recent Future of Sales in Sport Roundtable - 37.50
• Take getting back up to speed seriously before the pandemic ends - 38.20

Key Resources Mentioned in this Episode:

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/top-5-business-development-questions

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

How to leave a review -  http://bit.ly/howtoreviewmypodcast

You might be opening this thinking well, of course a sales training provider would say now is the best time to train staff!  However, there are genuine facts that show the summer is absolutely the right time to invest in training your team.

 

Are you seeing the summer ‘slump’ where sales staff are demotivated, not engaged and vacant? Is there time that could be dedicated to projects that have no time during busier phases of the year? What quick win training could generate revenue?  How are your plans for Q3 and Q4 lead conversion? 

 

If you’re unsure of the answers to any of these questions as a Sales Director or Manager, click the listen now button to find out where opportunities will lie.  Your revenue figures on December 31 will thank you!

 

On today’s episode:

• The summer sales slump and how it affects your teams motivation and performance
• Where sports teams shine - during a busy phase
• How this is a good time to dedicate to training, which may be overlooked during the rest of the year
• Where opportunities lie to generate quality leads that will convert from September through December
• How training will help retain your team in 2022
• Utilise sales competitions after a training to make the work more fun, and instantly applicable
• Why you need to differentiate to generate revenue in a challenging, potentially recession, market through H2 2022.

 

Key Resources Mentioned in this Episode:

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

To receive a copy of the case study, Click here

Listen to the MGMP episode on sales call diagnostics.

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.

Summer time, and the living is easy? Or should it be more Summer Time and Sales are easy? We think the latter, and on today’s episode of Marginal Gains, Maximum Profit, Rob is on hand to discuss the all important tips and tricks for Sales Directors to gain the most out of their team during this season.

 

Learn why not all decision makers are on vacation, how companies do have budgets and will make decisions on spending money, and importantly how to balance your team being out of office with making sure the right sales work gets done.

 

For all our listeners in the sports environment, we know how busy the summer is for you but there are valuable lessons in this episode to help continue to guide and motivate through this time.

 

On today’s episode:

• Why the excuses for not making sales during the summer are mostly invalid
• How sports teams can utilise the summer to sales success
• The benefit of progressing outstanding deals and getting them off the table
• Where opportunities lie for generating quality leads that will convert in Q3 and Q4
• Why this is the perfect time to invest in sales training for your team
• How to utilise long standing, high performers to support new hires and graduates
• It is a competitive marketplace - time to get ahead of the competition

Key Resources Mentioned in this Episode:

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

To receive a copy of the case study, Click here

Listen to the MGMP episode on sales call diagnostics.

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 look at how a sales closing process has maximised revenue for one of our clients.  On the MGMP podcast we talk of the challenges our clients face, and how we can help you overcome these key sales industry challenges.  However, in this episode we talk through a case study of how we worked with a digital marketing business in the sports space to build a closing process that has already converted into revenue.

 

Around 3 months ago, we delivered the Selling To Corporate “Closing Process Workshop” for this client, and within just weeks they had already converted sales processes that had been in their pipeline for up to 6 months.  This is the wonderful testimonial our client gave us:

 

“Selling to Corporate provided an insightful and interactive workshop to Samba

Digital's sales team, taking into account the international presence and the

challenges it brings working on partnerships with numerous cultures in multiple

territories. Actionable steps were provided and discussed to refresh and shake up the

sales lifecycle process. Jess and Rob provide a fantastic external voice that we have

committed to once again for a future workshop“ - Business Development Director

 

We believe that this workshop can make a key difference to your sales team's culture, forecasting and of course most importantly revenue.  That’s why we’re delighted to continue offering the Closing Process Workshop for a handful more sessions. Click here to book a free consultation call with Rob now about when we can deliver this to your team! 

 

On today’s episode:

• Why the sales closing process has been a key topic of conversation and workshop training delivery in 2022
• How an extended sales lifecycle in some cases, up to 6 months, for clients has caused issues and the workshop overcomes those challenges
• Don’t leave revenue on the table
• This organisation we helped were doing well, and making revenue (including growing turnover consistently) but they knew they needed help to grow even further
• How remote working caused issues but our workshop can overcome them
• Teaching pillars rather than a script to improve sales conversations regardless of territory and culture
• Creating inclusive sales processes
• Developing a timescale that is realistic for both client and your company
• Sharing in successes, and of course in the rejections too so everyone learns
• Understanding ROI for clients and how you develop that into a closing process
• Uniform approach - and how this helps when sales people leave or take holiday

Key Resources Mentioned in this Episode:

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

To receive a copy of the case study, Click here

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.

In a perfect segue from our last episode of the Marginal Gains, Maximum Profit podcast where we talked about challenges facing sales teams in securing external leads.  Today we’re talking about why it is so important to track your lead conversion rate to improve sales.

 

Often, especially when sales teams have been so focused on dealing with incoming enquiries, tracking of leads and opportunities has been lost and forgotten. Expensive CRM systems lay dormant, as a smaller sales team just “gets the job done”.  Whilst that may have worked for the past 9-12 months with a buoyant, post pandemic spend market, as we hurtle through 2022 and rising cost of living and interest rates it is much more challenging now to rebuild a system that will allow your team to develop leads.

 

Without tracking you won’t be able to understand what methods are working from a platform perspective, from a messaging perspective nor if your team are identifying the correct stakeholders.

 

Join Jess and Rob as they talk about the challenges, pitfalls but most importantly how and why you need to do something about this as a sales director or commercial director heading into the 2nd half of 2022.

 

Selling to Corporate ® can work with you to diagnose the issues specifically within your team, help advise on a rectification pattern, quality workshops and much more.  Click here to book a free consultation call with Rob now! 

 

On today’s episode:

• Sales is like Monopoly, but the best part if you can control it
• Sales teams feel out of control and overwhelmed
• It is surprising that so many sales teams in companies are not tracking their lead conversions
• There is a need to be proactive but sales leaders are unable to offer support and diagnostics because they have tracked so little
• Problems such as a lack of sales calls booked, lack of proposals - it all boils down to the issue that metrics and conversions are not being tracked effectively
• Lead identification is a major issue
• Sales teams are undertrained to understand the whole sales process from lead generation, through follow up and ultimately calls and meetings
• Lead generation does not mean a sale.  It means getting the call that makes the sale.
• You need data to understand which aspects of the sales process need support
• People forget to follow up, forget to reach out, forget calls and subsequently end up with lost revenue to competitors

 

Key Resources Mentioned in this Episode:

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

Listen to the MGMP episode on sales call diagnostics.

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.

On our sales podcast today, Jess and Rob are talking about how a reliance on inbound sales enquiries has severely damaged lead generation across sales teams.  Following the Covid-19 pandemic, consumers were ready to spend and enjoy experiences again, which saw a big uplift in incoming enquiries across the sports, leisure and entertainment sectors.  However, this was a short sighted - let’s deal with taking orders - approach, which now as we hurtle through 2022 and toward a potential recession, has left sales pipelines dry.

 

Not only that, the significant changes in staffing and the great resignation, along with a lack of training and development, means that most sales teams do not have the correct skill set to be able to generate new leads effectively.

 

If your sales team are not trained now, the remainder of 2022 and 2023 are going to be incredibly tough.

 

Listen in as Jess and Rob chat about the challenges in the marketplace and offer ideas and suggestions for how to resolve this in your team.  Furthermore, Selling to Corporate ® can work with you to diagnose the issues specifically within your team, help advise on a rectification pattern, quality workshops and much more.  Click here to book a free consultation call with Rob now! 

 

On today’s episode:

• Where Selling To Corporate ® are identifying the challenges and opportunities currently
• How certain industries like sports and entertainment saw huge uplifts in incoming enquiries that have now fallen away
• Individuals & companies are attending less events than before, spending more, but leaving gaps that need to be filled
• Order taking on an incoming enquiry is easy, it does not translate into being a salesperson
• The great resignation has severely affected the talent pool and skills
• Teams that have and are training their staff will secure an advantage when it comes to attracting new clients
• The pandemic has encouraged even more competition for prospective revenue
• Why LinkedIn Sales Navigator is pointless if your team don’t have the skills to identify the relevant stakeholders
• Knowledge gaps and irrelevant targets are not supporting teams to understand how to sell and the volumes required
• A recent workshop delivered by Selling To Corporate ® and how sales were actioned within days of delivery

 

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.

Want a copy of the case study we discussed?  Drop Rob and email here.

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.

After an awesome Converting Corporates 2022 event at an exclusive venue in London, Jess and Rob are back to share some of the incredible insights gained during this three day sales masterclass.  

 

As we accelerate through Q2, the business market is busier than ever however some key concerns from B2B and B2C sellers still exist.  Whether that be asking for budgets, talking pricing, negotiating away from discounts or just simply generating real proposals (not just speculative ones!) the issues are mounting up for sales teams.   What may have been a single issue to resolve 12 months ago, it is now likely your team have four or five that need resolving quickly in order to maximise your revenue for Q3 and Q4.

 

Selling to Corporate ® can work with you to diagnose the issues, help advise on a rectification pattern, quality workshops and much more.  Click here to book a free consultation call with Rob now! 

 

Don’t forget, if you missed out on April’s event - there will be another one later in the year.  Reach out to make sure you don’t miss out again! 

 

On today’s episode:

• An introduction to the main sales challenges and insights discussed and discovered during Converting Corporates 2022 
• How to convey pricing increases as sales professionals in the current economy
• Ensure your transformations are clear and solid - you won’t need to negotiate on price
• It isn’t a race to the bottom, don’t just discount for the sake of it
• Your sales people are actually really down-trodden and demotivated at the moment
• Understanding why in 2020 you may have had a single issue to resolve, now as it has been neglected you probably have 4 or 5 problems
• Are your sales proposals actually qualified or are they being sent just to hit KPIs?
• Why your sales team need to understand commission and bonuses and how it will impact them in the real world not just the office
• Accountability for your actions
• Sales increasing from clients we delivered workshops to almost immediately

 

Key Resources Mentioned in this Episode:

To book a free diagnostic consultation click here to book into Rob’s diary.

Listen to the MGMP episode on sales call diagnostics.

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.